Weekly Newsletter November 20, 2013

November 20, 2013

• More workers are rolling over lump-sum distributions
  This report shows that 45.2 percent of workers rolled their lump-sum distribution into another tax-qualified account.
• 10 common estate planning mistakes (and how to avoid them)
  Do your clients lack liquidity? Do they have the right executor? Ask these questions annually to ensure that their financial plan is in shape.
• Social Security should not be a pink slip
  More and more American’s are continuing to work well into their “retirement years.”
• How do you handle bad online reviews?
• Inside a LTC awareness campaign
  The nuts and bolts inside a major long-term care planning outreach effort.
• 5 prospecting methods that really work
• Does social media work for prospecting?
  The answer might surprise you.
• How advisors use social media
  47% of agent use social media professionally.
• The issue of succession planning:
  As the workforce ages, succession planning becomes more urgent.
• What advisors want from BGA’s
  Access to products clients need, high-quality sales support and administrative support are the top three things advisors look for in a BGA relationship.

• American General:
  • TODAY, November 20^th – Overview on Immediate & Delayed Income Annuities SPIA & DIA, Platinum Income and Future Income Achiever, How it works, Sales Concepts.
  • TOMORROW, November 21^st – Elite Global Plus II Target Market, Index Strategies and Sales Concepts
• John Hancock:
  • LTC Captivate training webinars
    Learn about this online system that supports an entirely paperless sales & application process. As a result, it enables producers and their clients to conduct business in settings and time frames that better suit both of their needs. Register now for an in-depth webinar training session by clicking a date below:
  • TOMORROW. November 21st – 2:00 PM – 3:00 PM EST
  • December 19th – 3:00 PM – 4:00 PM EST
• Minnesota Life:
  • TODAY, November 20^th at 10am CT – 15-minute sales strategy call – Opening the door with Convertible Annual Renewable Term (CART) – the power of conversations.
    Teleconference Number: 800-910-2399 Pass Code: 224032
• North American:
  • TOMORROW, November 21^st – The Smart Money Sale

• American General:
  • 2013 highlights
    Highlights of important announcements over the past year.
  • 2013 year-end life processing dates
• Aviva:
  • 2013 year-end processing deadlines
  • 2013 year-end producer bonus
• Genworth:
  • Important upcoming deadlines
    – New Business Cut-Off
    – Final 2013 Commission Payments
    – 1099 Distribution and MDRT Certifications
• ING:
  • 2013 end-of-year new business & commissions deadlines
  • End-of-year sales opportunities
    2013 has been a year of important changes resulting in additional opportunities to provide clients with life insurance solutions to help meet their needs. Read about these and other ways to grow year-end sales.
• John Hancock LTC:
  • Year-end new business information
    The countdown to year-end is on! For cases you are targeting to include in your 2013 sales results, please note that all LTC requirements and full modal premium must be received in New Business by December 20^th to ensure completion of underwriting, issue and case payment by December 31^st.
• Legal & General America:
  • Year-end closing dates
• Lincoln:
  • Year-end cut-off dates
• MetLife:
  • Products, programs and tools to help meet year-end goals
• MetLife DI:
  • 2013 year-end cut-off dates
• Minnesota Life:
  • Year-end processing guidelines
• North American:
  • Time to collect fourth-quarter sales and submit your business!
    North American has put together three great sales ideas to help you make the extra push this year. With new products, conversion options, and sales concept kits, there’s no time like the present to submit your life insurance business with North American.
• Protective Life:
  • Year-end dates
• Prudential:
  • Year-end dates
• Transamerica:
  • Year-end Processing Tips
    To help avoid delays and to help ensure cases are processed as quickly as possible, please review New Business Processing Tips.
• United/Mutual of Omaha:
  • End of year pay and new business deadlines
    The last pay cutoff in 2013 is December 23^rd.

• American General:
  • Good news regarding American General and its parent company, American International Group, Inc. (AIG). Last week, AIG announced the third quarter 2013 results. Click to view the press release.
• Aviva:
  • What you need to know about Global Atlantic’s move.
  • Click to view Aviva’s Timeline for Transition Communications to Clients bulletin.
  • Wellness for Life received a patent for Rewards credits! View details Click to view the November issue of Mayo Clinic’s Embody Health Newsletter.
• ING:
  • Life Illustration Express has been reworked to be more user friendly, merging both the original life express and the mobile life express with the best of both systems incorporated into one express application. Check it out here
• MetLife:
  • Click here to view details of MetLife’s 2014 Dividend Scale and here for a brief FAQ.
• North American:
  • Take a look at the Forward Focus article for November, Technically Speaking: The Future of Insurance Technology.
• Transamerica:
  • For 2014, the LTCi tax deduction limitations have been increased. View bulletin

• American General:
  • New! AG Secure Lifetime GUL II, AG Secure Survivor GUL II & Lifestyle Income Solution now available in NY. Click to view the NY Playbook to see all the solutions available in NY.
  • Low interest rates may have made clients’ life insurance coverage inadequate. This new video walks you through this sales concept and how to update your client’s portfolio.
• Genworth:
  • Inflation is the robber that steals your client’s money seven days a week, 365 days a year. Charlie Gipple, National Director of index products will show you a new take on the Rule of 72 and how index universal life can help provide an inflation hedge.
• ING:
  • NEW: End of Year Sales Opportunities Brainsharks: Business Insurance & Wealth Transfer
  • UPDATED: Underwriting 60 Second Sales Ideas: Help Private Pilots Land Better Rates
• Legal & General America:
  • What more do you get from LGA? Medical Second Opinions from MediGuide! Watch the 1 minute MediGuide video and use MediGuide as a sales idea.
  • eDelivery is here! LGA has partnered with DocuSign to bring you a flexible eDelivery solution that will save your agency time and money. View details
• Lincoln:
  • Effective November 11, the issue ages for Lincoln LifeElements Level Term in New York changed to match those of the nationwide version of the product. Check out the November issue of Life Leader to view details.
• MetLife:
  • Enhanced Care Benefit now available in six new states.
• Minnesota Life:
  • NEW! Convertible Annual Renewable Term (CART) and CART Second Death (CART-SD) are designed for people who want lower-cost life insurance for a relatively short period of time – but would also like the flexibility to choose the number of years after the initial purchase. View bulletin
  • NEW! Eclipse Protector, Eclipse Survivor & Eclipse Survivor Pro indexed products are available in NY! View bulletin
  • Quick eApp will get you an approval 20 days faster than paper. Don’t let a Not-In-Good-Order application slow you down from meeting your year-end goals.
• North American:
  • Core protection, now with added benefits.
• Protective Life:
  • REMINDER: Discontinuation of Empire Term product (available only in NY) View details
• Prudential:
  • Simplified approach to foreign travel & residency is now even easier! Effective immediately, Prudential has revised their underwriting criteria to help you place more cases with clients who travel extensively. Click here for more information.
  • How well do you know the people who could transform your business? Prudential’s new kit can help you better serve America’s fast-growing markets. Click to download kit
• Mutual/United of Omaha:
  • It only takes a second to potentially save your GUL clients hundreds of dollars annually. Click to view the One Second Factor and learn how only spending one more second on a case can make a big difference.
  • With new competitive positioning on TLA and GUL, there’s never been a better time to offer United’s liberal conversion opportunities.

• Is Rube Goldberg designing indexed annuities?
  Maybe it’s time to return this viable product to its simpler roots.
• 5 prospecting methods that really work
  While there’s no silver bullet to make prospecting a breeze, these are methods your peers say really work.
• Don’t fear annuities
  Your clients like them, they really do, but many financial professionals underestimate their appeal to consumers.
• Annuity blue water
  Ditch those worn-out marketing methods and find seas of unlimited potential.

• American National:
  • Hurry! ASIA Plus Cash Bonus Ends November 30th!
  • REMINDER: With the recent move from San Antonio to the Springfield Mail Processing Center, all forms have been updated. The forms are available via Virtual and iPipeline Forms and the warehouse has been restocked with new revisions. Older revisions will continue to be accepted until December 1, 2013, after which the 9/13 revision should be used exclusively.
• Genworth:
  • Don’t predict. Prepare. Genworth’s new research –The Future of Retirement Income – can give you a head start. Visit the Genworth Annuity Sales Center to download new materials.
  • Click to view State Replacement Regulations reminder bulletin.
• ING: REMINDER: Lifetime Income Annuity Approved in NJ.
• Lincoln:
  • Check out the November issue of The Lincoln Leader to view year-end cut-off dates.
• North American:
  • Upcoming interest rate change on November 26, 2013.
  • Get in the RED Zone… and SCORE! Earn up to 1% additional commission!

– Resource Guide
– Let’s Talk materials
– Multimedia news release
– Beyond Dollars 2013 Producer Report
– Cost of Care

Get the ball rolling with tools from John Hancock:
– Videos: Week 1 & Week 2
– Access Week 1 flier & Week 2 flier
– 2013 Cost of Care study
– Download the Cost of Care iPad app directly from the iTunes store
– Check out needs-based marketing materials here.

Take advantage of LTC Awareness Month with Mutual/United of Omaha:
– Use this approved press release to get your name out to the LTC community.

Protect families and their dreams with Transamerica!
– TransCare III offers an increased maximum daily benefit, expanded policy elimination period,
couples discount, gender-based pricing, a 3-year rate guarantee and more. Click to view
Transamerica’s product video.

• Genworth:
  • Give your clients the power of choice with Flex 2 – now available in 39 states. Recent additions: CO, DC, IL, MT, OH, SC & WY. Click here to view state approvals.
  • Click to view new business processing update.
  • New 2014 Partnership Minimum Requirements for CT, IN & NY
• John Hancock:
  • Updated NAIC and DRA Partnership Training and Resource Guide is now available in a new and improved format – click to view.
  • Important update to inforce Individual LTC insurance portfolio: Click to view details of the 2013 Rate Action Information Guide.
• Mutual/United of Omaha:
  • MutualCare Solutions gains partnership in Idaho. View details
  • Inforce rate adjustment approved for Nebraska & Virginia effective January 1, 2014. View details
  • Click to view underwriting and processing update.
• Transamerica:
  • TransCare II 2013 will launch in New York in early December. Applications and material updates will be announced as the launch date approaches. View bulletin
  • Previously in Louisiana and Virginia, domestic partnerships did not qualify for the
    couples discount. Transamerica is happy to announce this is no longer the case – View details.
  • New consumer materials are available for California – customize them with your logo and contact information here.
  • FREE DRA Continuing Education – November 1 – 30th
    • To help you meet your licensing requirements in 2013, Transamerica LTC will be offering FREE DRA Partnership Training during Long Term Care Awareness month. From November 1st – 30th, you can take your DRA Partnership Training free of charge through the Transamerica LTC DRA Partnership Training Website (www.TALTCDRA.com). This website makes it easy for you to track and stay compliant with the mandatory DRA Partnership training requirements in your state. Your training certificate will be sent directly to Transamerica. As a reminder, if you choose to take your LTC CE training through another company, remember to send Transamerica a copy of your certificate to avoid a delay in updating your licensing information.

• Exceptional Risk Advisors:
  • After a crushing tackle, Green Bay Packer’s star tight-end, Jermichael Finley, was admitted to the ICU. Diagnosed with a contusion to the spinal cord, Finley provides a powerful first person account of the event and the mental relief provided by maintaining a $10,000,000 disability policy. View article Click to view high limit athlete coverage details.
• MetLife:
  • Learn more about the top 5 reasons your peers are selling MetLife Income Guard.
  • Executives are good for your DI business – check out the Spotlight on Executives.
• Mutual/United of Omaha:
  • Use the new and redesigned “Can you Count on these Resources” flyer to get your clients thinking about purchasing a DI policy.

• American General:
  • It’s Game Day (October 1, 2013 – February 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:
  • Annuity Cash is King (ENDS November 30, 2013)
    Receive a cash bonus for Strategy Indexed Annuity (ASIA) PLUS sales.
• Lincoln:
  • Flex-Pay MoneyGuard Incentive Programs (May 1 – December 31, 2013)
    Earn an extra 20 points on paid first year target premium AND double PAP credit on all Flex-Pay MoneyGuard cases placed between May 1^st and December 31^st.
• Protective Life:
  • Custom Choice UL sales promotion (ENDS November 22, 2013)
    Any agent who has never submitted a Custom Choice UL application and does so during the promotion period can receive a $50 American Express gift card.
• SBLI:
  • iGo for an iPad Sales Contest (October 1 – December 31, 2013)
    SBLI will award an iPad to agents and case managers who meet specific criteria by using iGO eApp.
• Transamerica:
  • Bonus Program (EXTENDED to December 31, 2013)
    Transamerica is offering this limited-time incentive bonus program on TransACE and TransACE Survivor life insurance policies.
  • 2013 Finish Strong Multi-Life Sales Contest (September 1 – December 15, 2013)
    Heat things up this fall with this special Executive Advantage Program sales contest. It focuses exclusively on Employer Pay All (EPA) sales. You will receive entries just by submitting your EPA cases through the Executive Advantage Program. You can receive entries based on cases and applications generated. There will be a new prize and winner every month and a grand prize at the end. You can win multiple times!
  • TransCare III Sales Contest (October 1 – December 20, 2013)
    Transamerica LTC would like to help your agents kick off their sales of TransCare III (TCIII) with their largest, most exciting sales contest ever! But this contest is a little different. Prize levels do not depend on how much an individual agent sells, they depend on how much EVERY agent sells – combined!