January 22, 2014

• 10 more life insurance tax facts you need to know
• Life Insurance For People Over 65: Necessary During Retirement?
• A counterintuitive Social Security strategy can fund an early retirement
  Counseling clients to delay collecting Social Security in order to maximize benefit levels may not be the most effective strategy.
• 4 tax prep reminders for independent advisors
  Are you properly prepared for tax season and well-versed on some advantages you can take?
• ESOPs: The road to business succession
  The most important function of an ESOP may actually solve one of your retiring small business client’s most pressing problems – how to exit the business upon retirement.
• LGBT: The emerging market closest to home
  Much of the LGBT community is affluent and in need of advisors and agents.
• 5 questions to jumpstart 2014
  Are you hanging on to old approaches? Find out by answering these five questions.
• How to sell like Babe Ruth
  The difference between “better” and “best” can be summed up in a single word: specialization.
• 5 Reasons Singles Need Life Insurance Too
• Your lead generation ‘prospects’ are improving with this tip
  Many good prospecting and lead generation techniques transcend industries, but some are just a better fit for insurance and financial services than others.
• Making use of portability
  Portability can afford your clients another tactic in developing an estate plan, one that may even be beneficial to those who aren’t yet approaching the estate tax exclusion limit.
• Looking to boost your marketing efforts in 2014?
  Here are five tips from Brad Rosenblatt, Vice President of Sales and Marketing to get you started.

• American National:
  • Value-Lock 10 Indexed Annuity product webinars
    • TODAY, January 22^nd – 2:00 PM – 2:30 PM ET
    • January 27^th – 2:00 PM – 2:30 PM ET

• Genworth:
  • Introducing Foundation Builder Index UL: The Flexible Protection Solution
    Join Charlie Gipple to learn more about Foundation Builder Index UL, and the Accelerated Benefit Rider for Long Term Care Services.
  • TOMORROW, January 23^rd – 2:00 PM ET
  • The Total Living Coverage Advantage
    Would you rather offer your linked benefit clients stronger guarantees or better protection? How about both?
    • January 29^th – 2:00 PM – 3:00 PM EST

• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10:00 AM CST
    Hosted by expert life insurance case designers, you’ll learn actionable sales ideas in a short, easily digestible format. Each week, the sales idea call will create a valuable opportunity to add a new sales tool to your practice.
    Teleconference Number: 1.800.910.2399 Participant Pass Code: 224032
  • TODAY, January 22^nd – Psychology of Buying
  • The Psychology of Buying Webinar
    How to better understand your clients and move them to action.
    • TOMORROW, January 23^rd – 1:00 PM – 2:00 PM CT

• North American:
  • Upcoming webinars
    After registering for the webinars below, you will receive a personalized invite for the meeting with additional information.
    Event Password: (case sensitive) Webinar
    Teleconference Information: 877-937-0681 Passcode: 9264795#
    • TOMORROW, January 23^rd – 10:00 AM – 11:00 AM CST – A Place to Call Home – North American

• Protective:
  • NEW Protective Indexed Choice UL
    Attend this webinar to learn how the Protective Indexed Choice UL-the newest product in the Choice Series-gives you the ability to help your clients meet their needs for long-term protection and potential cash-value accumulation without any downside market risk.
  • TODAY, January 22^nd – 4:00 PM – 5:00 PM ET
  • January 24^th – 11:00 AM – 12:00 PM ET

• Glenn Neasham’s insurance license renewed
• Genworth, Prudential Launch New UL Products
• ING U.S. names Michael Smith to run insurance as Butch Britton retires
• ING U.S. rebrands as Voya Financial
  The company will spend 2014 rebranding its U.S. operations as Voya Financial, Inc.

• American General:
  • A Tribute to Oscar Newton

• Aviva:
  • Non-Resident Appointment Process – field update
  • Tax Reporting Reminder – field update

• ING:
  • ING U.S. Becomes Voya Financial in 2014 – company announcement

• North American:
  • Important update regarding fee increase in California

• American General:
  • Are your clients prepared?
    91% of older adults have a least one chronic condition, and 73% have at least two. The Accelerated Access Solution is a new living benefits rider that helps protect against rising chronic illness expenses. The rider offers multiple benefit payment options including a unique IRS per diem alternative providing a form of inflation protection for the policy owner’s benefit. View all of the Marketing Materials.
  • Offer great term rates! Visit the AG Select-a-Term marketing materials site
  • Customizable term periods can save client’s money
  • Guaranteed monthly income death benefit with rider
  • Disability coverage
  • Increased State Capital Gains Tax Rates
    Did you know that the average state capital gains tax rates increased from 4.1% to 4.7% in 2013? Check out the latest sales concept on minimizing potential tax on capital appreciation.

• Genworth:
  • Foundation Builder Index UL
  • Learn more about Genworth’s newest product – Foundation Builder Index UL
  • Check out the latest sales idea – Foundation Builder Index UL Buy/Sell
    An important but often overlooked part of a business relationship is planning for what would happen to the business if one of the owners no longer participates. Two of the most common reasons an owner would stop would be retirement or an untimely death. Using this sales idea learn how to put together a plan to help protect the business, the remaining owner and the retiree or his beneficiaries. A written buy-sell agreement can be an effective strategy
  • Foundation Builder Index UL National Webinar
    TOMORROW, January 23^rd at 2:00 PM EST
    Sign up now for a live webinar to learn more about Foundation Builder Index UL and see how it can give clients an affordable death benefit, more financial flexibility and the ability to add long term care coverage.

• Legal & General:
  • New eDelivery solution enhanced with PayPal!
    Customers who receive an eDelivered Banner policy from Legal & General now have more flexible premium payment options. All electronic envelopes sent on pending policies will now include the new eDelivery Payment Choices (EPC) form. eDelivery now supports dynamic mode and billing form changes, as well as PayPal payment processing for all credit card transactions. View the eDelivery microsite!
  • What more do you get from Legal & General?
    Value that goes beyond price. Legal & General America offers a global brand, strong financials, free MediGuide medical second opinions, flexible term riders and cost and time savings with eDelivery. Explore their consumer-approved video library to learn about all the value they pack into every policy.

• ING:
  • Understanding Business Succession – Chapter 19
    This chapter gives you two real life examples of why it is so important to have a business succession plan in place – driving home the fact that business owners don’t always control when and how they will leave their businesses.
  • Great sales opportunities in the family and small business markets
    Life insurance can be instrumental in funding buy-sell agreements, key person protection and selective benefits. The key to these opportunities is valuing the business. These tools may help:
  • Business Valuation Producer Guide
  • Business Valuation in a Nutshell
  • Business Valuation and the IRS
  • How Business Valuation Helps Sell Life Insurance
  • Wealth Transfer Tax Exemptions Increase in 2014
    This consumer-approved flyer explains the gift, estate, and generation skipping transfer tax rates and exemptions and shows the increased exemption amounts in 2014.

• MetLife:
  • Enhanced Care Benefit
  • Learn about the Enhanced Care Benefit Underwriting Guidelines. This handy flyer provides guidelines at policy issue and for term conversions.
  • The Enhanced Care Benefit (ECB) Disclosure Statement is now available in life application client packs and on eForms.

• Mutual/United of Omaha:
  • Tax information
  • Planning for Estate Taxes – handout
  • State Inheritance Taxes – handout
  • Life Underwriting and Jumbo Limit enhancements
  • Children’s Whole Life
  • Underwriting tips
  • Sales Idea
    Purchasing life insurance for their children or grandchildren may be one of the wisest investments your clients ever make.
  • No money orders, starter checks or cashier’s checks for initial payment – reminder
    Mutual of Omaha no longer accepts money orders, starter checks or cashier’s checks as initial premium payment for a United of Omaha or Companion Life Insurance Company life insurance policy.

• Protective Life:
  • New Indexed Guaranteed UL product – Indexed Choice UL – now available
    Get complete product information, features and marketing materials on the Protective Indexed Choice UL microsite!

• Prudential:
  • PruLife Founders Plus UL now available in AR & IA

• SBLI:
  • SBLI announces new rates – effective January 20^th
    The new rates are particularly low among men and women age 50 and older, and for those seeking policies with coverage amounts of $1,000,000 and above. View the transition rules. Please note: coming soon, SBLI will also relax their underwriting requirements, with all rate classes available to applicants with total cholesterol levels as high as 300. They will also be relaxing their APS requirements for applicants below age 60 on coverage amounts below $500,000.

• Symetra:
  • New Trust Certification Form – required February 1^st
    This new form will be required with trust-owned policy applications submitted on or after February 1^st. Applications submitted without a completed Trust Certification Form could be delayed in underwriting. In some circumstances, Symetra may still request the actual trust document for additional review.

• Secondary market annuities: Understand them before your clients do
  Secondary market annuities are a little-known corner of the financial landscape. However, a recent LIMRA study found that 61 percent of annuity consumers conduct online research. This means buyers nationwide are finding out about secondary market annuities online, and it’s time that more advisors become familiar with the market before their clients come asking.

• American General:
  • Annuity rates

• American National:
  • Palladium SPIA comparison ranks for January 2014
  • Value-Lock 10 Indexed Annuity
    An indexed annuity with NO CAP on the amount of interest that can be credited to the cotnract.

• Genworth:
  • SecureLiving Index 10 Plus commission schedule change
  • Current annuity rate flyers
  • What’s $100K worth when your clients actually retire?
    Your clients shouldn’t have to wait for their contract anniversary to retire. Visit the annuity sales center for more information on the optional Income Protection Rider available on select SecureLiving Index Annuities.
  • SPDA rate improvements – effective today
  • SecureLiving Independence SPDA
  • SecureLiving Liberty SPDA
  • SecureLiving SmartRate SPDA
  • SecureLiving SmartRate SPDA with Return of Premium Guarantee

• ING:
  • New bailout-type feature – RenewalFLEX!
    • View the transition rules.
    • View the state approvals.

• How to build a non-sales sales plan
  One of the top LTCI salespeople in the country has a simple selling philosophy: He never actually sells.
• A New Way To Fund Long-Term Care?

• Genworth:
  • In-Force Rate Action implementation for Oregon

• John Hancock:
  • Benefit Builder Portfolio Rate of Return
    The second Portfolio Rate of Return for Custom Care III featuring Benefit Builder policies is now available. The attached flier will be updated each quarter to announce the return

• Mutual of Omaha:
  • LTC Sales Idea: Tips for Selling LTC

• What if your clients’ paychecks stop coming?
  Many of them think they can cope with a disability by using up their vacation time.

• Mutual/United of Omaha:
  • DI Underwriting: Business Overhead Expense
    Check out this compelling BOE underwriting idea that can help with your future BOE clients.

• American General:
  • It’s Game Day (10/1/2013 – 2/2/2014)
    Submit Select-a-Term paid applications to win BIG prizes. Agents can win gift cards PLUS drawings for Sony 55-inch flat screen TVs. BGA’s win a staff recognition event.

• American National:
  • Cash is King 2014 (1/1/2014 – 4/30/2014)
    Earn a CASH BONUS for annuity sales! Total of all fixed/ indexed annuities paid. Minimum of 3 applications.
  • $500,001 – $750,000 = $750 cash bonus
  • $750,001 – $1,000,000 = $1000 cash bonus
  • $1,000,000+ = $1500 cash bonus

• Genworth:
  • Index Universal Life incentive to Grow Your Business in 2014 (1/1/2014 – 6/30/2014)
    $100 producer incentive for each IUL policy received in the Genworth Home Office between January 1, 2014 and June 30, 2014 and placed no later than September 30, 2014.

• Minnesota Life:
  • Earn an extra $700 (1/1/2014 – 3/31/2014)
    Beginning January 1, 2014, through March 31, 2014, you have the opportunity to receive up to $700 in Visa gift cards for the business you place with Minnesota Life.