Weekly Newsletter December 12, 2012

This is a good time to encourage your brokers to speak with their convertible term clients. Buyers of convertible term are frequently cost conscious buyers. They bought the term, at least in part, on price and also for the guaranteed death benefit. Beginning in 2013, should they want to convert to a guaranteed death benefit UL product, they may pay much more – if the product is available. At the very least your brokers owe their clients a conversation and an offer to convert before AG38 causes changes to guaranteed death benefit ULs.

What does AG38 mean to producers & carriers? Are your brokers prepared for these changes and how can you capitalize on it to win more business?

AG38 & The Low Interest Rate Environment contains important information combined with TMA carrier bulletins regarding AG38 transition guidelines, re-pricing, 1st year premium limitations and additional information.

Our Important AG38 Carrier Summary highlights important transition dates and links to carrier bulletins.

Use both communications with your brokers to help them understand and take action regarding AG38.

• Estate planning for young families
  Most young people don’t expect to die early, but that doesn’t mean they shouldn’t plan for the possibility.
• Multicultural Markets in Reuters 
• 4 Ways to Open Clients Eyes to the Power of Cash Value 
• If you’re single, do you need life insurance? 
• 5 ways for advisors to generate leads with seniors
  Does lead generation continue to be a sticking point for you? Here’s what’s worked for five top advisors.
• Putting A Life Insurance Policy Review Practice In Place Today 
• The life insurance fiscal cliff: The end of a tax-preferred product class? 

• American General: 
  • December 18^th – Social Media as a Selling Tool  
• American National:
  • TODAY, December 12^th – Make 2013 Your Pension Year 
  • TODAY, Demember 12^th – Why use ANICO Signature Term Insurance to fund Buy-Sell Agreements? 
  • December 19^th – Make 2013 Your Pension Year 
  • December 19^th – Why use ANICO Signature Term Insurance to fund Buy-Sell Agreements? 
• Aviva:
  • December Webinar Schedule & Instructions
    – TODAY, December 12^th – The Fiscal Cliff & Estate Planning for 2012/2013
    – TOMORROW, December 13^th – Understanding Policy Loans “Fixed vs Variable”
    – TOMORROW, December 13^th – Financial Insights
    – December 14^th – Life Portraits Sales Solutions “The Basics”
    – December 17^th – Annuity 101
    – December 18^th – Aviva Resources
    – December 19^th – Survivorship Builder
    – December 20^th – Get the Competitive Edge with Aviva IUL
    – December 21^st – Spotlight on Success
    – December 27^th – Wellness for Life Rider
• North American:
  • Navigating the Fiscal Cliff – RECORDED PLAYBACK
• United of Omaha:
  • December 17^th – 2012 Recap – What’s Coming in 2013
    Mark Rush, Vice President of Brokerage Life Sales, takes a look back at 2012, reviews Mutual of Omaha’s position on AG38 and introduces the life portfolio for 2013.  

• American General:
  • Announcing new Western Divisional Vice President 
  • Earn extra commission without selling!
    More than $1,000,000 in commissions have been generated through American General’s AD&D direct marketing efforts. Our distribution partners were able to earn additional new commission with NO marketing expense and NO additional sales activities. Don’t miss out! Validate by December 15, 2012, that you and your producers are coded to receive A&H commission.
  • New chargeback rules for term & UL business – effective January 1^st  
• Prudential:
  • Important information about PruXpress security 
• North American:
  • Agent Mobile App – keep track of your NACOLAH business virtually anywhere
• United of Omaha:
  • JANUARY MADNESS! Submit your brackets for the tax tournament.
    With so many tax numbers up in the air, United of Omaha wanted to provide an interactive way for you to discuss the possible results and maybe win a prize too. No need to wait until March to fill in your brackets! You can predict the Congressional results and fill in your brackets as part of the tax JANUARY MADNESS!
• Year End Deadlines
  • American General year-end life processing dates 
  • American National year-end procedures 
  • Aviva year-end processing 
  • Genworth year-end deadlines 
  • ING year-end deadlines 
  • Legal & General year-end processing 
  • MetLife year-end new business deadlines 
  • Minnesota Life year-end guidelinesfor business processing
  • North American year-end dates 
  • Protective Life year-end deadlines 
  • Prudential year-end deadlines 
  • SBLI year-end dates   
  • Symetra:
    In order for business to be issued and counted for 2012, it needs to be received by December 21^st if commissions are paid weekly, or by December 28^thif commissions are paid daily.   
  • Transamerica year-end deadlinesfor TransACE and TransTerm
  • United of Omaha:
    December 20^th: All requirements received by end of day.
    December 21^st: Cut off for policy to be placed in force  (Commissions run at 5pm)
    December 27^th: Checks mailed
    December 28^th: Direct Deposit  

• American General:
  • Preserve a Premium, Save a Sale
    American General’s flexible Select-a-Term products allow you to offer a term duration customized to your client’s desired face amount and premium requirements. Sometimes, however, the quoted premium changes during the underwriting and issue process. Now you have a new tool that allows you to give your client an offer better aligned with the premium originally quoted, potentially preserving the premium.
• Aviva:
  • Wellness for Life approved in GA
  • More changes coming on NLG products. (Click here for the New York changes.)
• Fidelity Life:
  • Graded Death Benefit Term & Whole Life product changes – effective December 31^st
• Genworth:
  • A promising 2013 ahead with Genworth 
• ING:
  • Dividend reduction on participating policies
  • Bonus interest rate decrease on certain in-force individual life products – effective January 1^st 
  • Incentive S.O.L.A.R. Insurance Arrangement
    This case study shows the employer repaying the policy loan as an incentive, increasing the policy value to the employee.
  • S.O.L.A.R. Insurance Arrangement funded by IRA distributions
    Clients troubled by the uncertainty of future income tax rates may consider taking distributions from an IRA today to pay premiums on an IUL-Global Choice policy for death benefit protection and a potential source of tax-free distributions in retirement.
  • Self Canceling Installment Note 
    Help business owners take advantage of today’s low interest rates with this strategy to transfer their business interest to the next generation while minimizing the potential impact of estate tax. Case study using IUL-Global provides protection for the seller, and, if not needed, potential supplemental income in retirement.
  • Playing your lucky number in the lottery doesn’t exactly count as a smart financial strategy
    Use this witty postcard or email available to reach out to your clients in light of recent events.
    – Lottery Postcard
    – Lottery Email  
• Legal & General:
  • New OPTerm policy form 
• North American:
  • Survivorship GIUL 
  • Custom Accumulator – discontinued
• Prudential:
  • SUL Protector competitive commentary – What’s Coming and Where We’ve Been 
• United of Omaha:
  • Periodic Client Reviews
    During a periodic review, you may discover that many of your clients have life insurance coverage that doesn’t meet their needs.
  • Case Study
    Check out this offer for a 54-year-old female who has diabetes and is overweight.
  • Non-Illustrated Universal Life Products
    Beginning with applications signed January 1, 2013 and later, a signed illustration will no longer be required to be submitted with GUL, GUL Express or GUL Survivor applications. Note: GUL Plus and AccumUL Plus will continue to be an illustrated form, subject to all current rules regarding signed illustrations.
  • Accidents happen – protect your client
    Guaranteed ADvantage Accidental Death Insurance covers your client in the case of death resulting from an accident. The application process is easy – no health questions or medical exams. Guaranteed ADvantage is guaranteed coverage so your client cannot be turned down.

• Annuities: An end-of-the-year regulatory perspective
  From the claims process to consumer protections, 2012 was a busy year for annuity legislation. Expect more of the same in 2013.
• Are your clients protected with an annuity?
  For some clients, the extra cost can act as an “air bag’ to protect their financial security.
• American General:
  • Monthly Additive Index Cap changes for Global Index products
• Genworth:
  • CapMax – new index crediting strategy
    CapMax allows your client to forgo current year interest to create a multiplier to use with possible future year gains.
    – Consumer Brochure
    – Sales Idea
    – State Availability

• The flexible long-term care plan
  When used creatively, combo products can ensure your clients’ long-term care needs are covered, whatever might happen down the road.
• The great opportunity in hybrid products
  For those clients and prospects who object to stand-alone LTCI policies, properly presented hybrid products can be very convincing.
• LTCI: Don’t Tell, Do Sell
  The products can be complicated. Conversations with clients don’t have to be.
• United/Mutual of Omaha:
  • Give a compliment – ask for a referral
    Find out why asking for a referral is really like giving a compliment.

• United/Mutual of Omaha:
  • Business Overhead Expense as a lifeline
    Many small-business owners fail to understand how difficult it would be to stay operational if they were disabled and couldn’t work.  The Business Overhead Expense (BOE) product can help business owners protect their business and employees.

• American General:  
  • 2013 Passport to Paradise in Bermuda (ENDS February 14, 2013)
    ALL Universal Life sales count DOUBLE toward conference qualification!
• American National: 
  • eApp iPad Contest (ENDS December 31, 2012)
    Receive a Free iPad when you submit 6 paid life policies through iGO e-App.  
  • 2013 Marketing Conference (ENDS December 31, 2012)
    The top 80 licensed representatives of American National who qualify in accordance with the official requirements are eligible for an invitation to attend the 2013 Marketing Conference in Palmilla, Los Cabos, Mexico May 19 – 23, 2013.   
• John Hancock:
  • Benefit Builder Bonus – (January 1 – June 30, 2013)
    By selling Custom Care III featuring Benefit Builder between January 1 and June 30, 2013, you can increase your earnings!
    Bonus Level 1 – $5,000-$17,499: 10% bonus
    Bonus Level 2 – $17,500-$34,999: 15% bonus
    Bonus Level 3 – $35,000-$2,000,000 – 20% bonus
    Details and program rules in the link above.   
• Symetra:
  • Take Another Look Classic UL Sales Contest (ENDS December 31^st)
    Be one of the first producers to issue/pay a Classic Universal Life policy before December 31^st and win a 16GB Apple iPad (minimum $15,000 annualized first year premium). To illustrate Symetra Classic with the repriced Lapse Protection Benefit, go to www.winflexweb.com or www.symetra.com/classic.