NAEPC Webinar: The Fiduciary Era for Life Insurance; What Fiduciaries Need to Know About Life Insurance Illustrations for Policy Acquisition and Retention in Relationship to Their Fiduciary Duties

Date: Wednesday, March 13, 2024
Time: 3:00pm - 4:00pm ET
Location: Webinar
Speaker: Steven S. Zeiger

The fiduciary era for life insurance began on February 1st, 2020, with the implementation of NYS DFS Reg 187. This Clients Best Interest Regulation was constitutionally affirmed on October 20th, 2022, by the NYS Court of Appeals.  The CFP Board implemented its Fiduciary Standard related to life insurance on June 1st, 2020.

The NY Regulation and the Fiduciary Standard use fiduciary language- “care, skill, prudence, diligence of a prudent person” while evaluating “cost, performance and risk”. Ethically, the regulation applies in every state, the Standard applies in every state.


  • Reduce fiduciary risk
  • Further your education and unwrap the black box of life insurance
  • Help clients achieve better outcomes, further strengthen client relationships.
  • Generate new HNW/UHNW client referrals
  • Learn how to use independent research for life insurance just like you use independent research from Morningstar for investments.


Fiduciaries have told us that they are:

1. Frustrated by life insurance broker conflict of interest and lack of transparency.

2. Concerned that the “full story" is not available with the typical life insurance illustration analysis.

3. Disappointed that they can’t figure out which policy will lead to a better outcome for their clients.

4. Uncomfortable working with insurance advisors who are not fiduciaries or who do not work under a clients best interests framework.

Do any of these issues listed above resonate with you?


  • Learn why the current standard of care--"side by side" life illustration comparisons are now considered “misleading”, “fundamentally inappropriate” and unreliable according to guidance from industry regulators.
  • Learn the information required for life insurance decision-support material that conforms to the fiduciary’s duty to exercise care, skill, prudence, and diligence.
  • Recognize when life insurance product recommendations are in your client’s best interest (as defined by NY Regulation 187 and generally accepted fiduciary principles including the FPA Practice Standard).
  • Learn how to compare life insurance illustrations to life insurance industry benchmarks- just as you compare investment performance to investment industry benchmarks such as the S&P 500 Index or the DJIA.

The presentation is based on guidance from the UPIA, NYS DFS Reg 187, the OCC, FINRA and adjudicated lawsuits.



Steven serves as a Managing Director at KB Financial and has been asked to educate members of STEP, NAEPC, PLI, NYC EPC, the ABA, the CFA Institute, FI 360/Broadridge and dozens of other groups on the application of prudent investor guidelines to life insurance product selection and portfolio management.  These guidelines are based on established and proven asset management doctrine- benchmarking, analysis of cost, performance and risk, etc.. Steven helps fiduciaries guide their clients’ insurance decisions based on the only patented prudent process for life insurance selection and retention.



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The Robert G. Alexander Webinar Series

The Robert G. Alexander Webinar Series was launched in September 2013 to provide estate planners with accessible, high quality, multi-disciplinary and supplemental education.  Programs typically take place on the second Wednesday of each month at 3:00 pm ET. 

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Registration is available for individual webinars or by purchasing a yearly series subscription, which offers access to all of the programs scheduled during the calendar year for one discounted fee.    

Individual Series Type
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$60 $420 ($540 value) Member of an affiliated local estate planning council or at-large member of NAEPC
$100 $700 ($900 value) Non-member
$250 $1,125 ($2,250 value) Council meeting / group gathering (one feed to be shown in a single location to a group that has gathered together)
Additional feeds available for $25 per feed per webinar by contacting us after the initial registration.

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For Our Councils

NAEPC understands that councils want and need compelling virtual programming options to supplement their regular calendar of events. To accommodate this need, NAEPC is offering affiliated councils on-demand* access to any four webinars for a reduced cost of $400. Choose the "Pro-Rated Group Gathering" option on the online registration form and we will contact you promptly for your selections and to provide the program links and accompanying materials.  

Councils that wish to offer continuing education credit must become the provider with their state and/or governing body.

*NAEPC will provide a website link and password to the recorded version of each webinar you choose, which can be used to show the program to council members and guests who have gathered together in person or on a virtual meeting. Please allow up to three business days after the live webinar to receive the link to the recorded program. 

Continuing Education Credit

Continuing education credit is available at most webinars for Accredited Estate Planner® designees.  In addition, a general certificate of completion will be available for those who feel the program satisfies their continuing education requirements and are able to self-file.  It is the responsibility of the attendee to determine whether their state, discipline, or designation will allow one to self-file for a distance-learning program.  Please contact prior to attending your first program if you have any questions with regard to the availability of credit. 

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