Weekly Newsletter January 30, 2013

January 30, 2013

SALES ARTICLES

It costs too much
Here’s how to get over this stumbling block with grace and ease.
Steer clients on the right path
2013 is an important year for our industry. Our job is to be our clients’ guides, showing them how to navigate this rocky path.
Small-business owners need you!
Boomer business owners are hitting retirement age with no succession plan in place. This is where you come in.
Intention versus impression
Are you making the impression you intend to make?
4 ways to get better at asking
Bolster your confidence and get the commitments you need with these tips.
The Chaos May Be Over! Congress Establishes “Permanent” Wealth Transfer Rules
Explains the gift, estate, and generation skipping transfer tax changes resulting from the passage of the American Taxpayer Relief Act of 2012.
Three Reasons You Need Your Own Succession Plan
This new chapter in the Understanding Business Succession series discusses all the reasons financial advisors would benefit from their OWN succession plan and how to take maximum advantage of it.
High touch or high tech?
To succeed in sales, you’ve got to have both.
CPAs can sell
John Azodi saw an opportunity to help his clients with all of their financial matters – and now he’s teaching other CPAs how to do the same.
Six Powerful Prospecting Tips to Build Your Business
Why is it that some sales reps consistently earn a six-figure annual income while other reps . . . struggle each month financially to make ends meet?
Life Insurance Trusts & Trustees – Five Reasons That It’s Time for an Annual Review
69% of trustees have not reviewed the policies in [their] trust in the past five years.
Demand grows for business succession planning
Most planning professionals expecting growth in next five years, survey says.

UPCOMING WEBINARS & TELECONFERENCES

Aviva:
- January webcast schedule and instructions
  – TODAY, January 30^th – Accelerated Access Rider
  – TOMORROW, January 31^st – Indexed Universal Life Basics
North American:
- Demystifying IUL Webinar Series
  Event Password: Webinar1 Dial-in #: 877-937-0681 Passcode: 9264795
  – TODAY, January 30^th – IUL Mechanics
  – TOMORROW, January 31^st – Covering Index Credits
  – February 1^st – IUL Mechanics
  – February 4^th – Covering Index Credits
  – February 4^th – Compelling Features
  – February 5^th – Illustration Tips
  – February 6^th – How to Sell
  – February 8^th – Compelling Features
  – February 11^th – Illustration Tips
  – February 12^th – How to Sell
Transamerica:
- February 6^th – Stability & sustainability in the life insurance industry: What this means to your General Agency

CARRIER & INDUSTRY NEWS

Insure Your Love!
What do love and life insurance have in common? More than you might imagine.
American General:
- John Deremo & Mark Peterson featured in the January trades
  In Broker World , John Deremo discusses the state of the economy and our industry’s response to a host of consumer needs. Mark Peterson’s article on trends and findings from our Retirement Re-set study is featured in Life & Health Advisor.
- Revised applications & forms for MD
Aviva:
- Compliance update for non-resident sales of life insurance & annuities
ING:
- Congress Passes the American Taxpayer Relief Act of 2012 (ATRA)
- 2012-2013 e-Pocket Tax Tables
  Updated to reflect changes Congress made in the American Taxpayer Relief Act of 2012.
- The IRS Starts 2013 Out Right
  The annual exclusion limit increases to $14,000 per recipient.
Prudential:
- 2013 Tax Guide

LIFE INSURANCE NEWS

American General:
- New lower Select-a-Term rates!
- Changes to the Field Underwriting Guide – effective February 4^th
- Changes to term insurance Underwriting Guidelines
ING:
- What’s the best way to get an underwriting quote?
- Cognitive Impairment form for ME
  In order to comply with the changes to the regulation in the state of Maine regarding Cognitive Impairment or Functional Impairment, the Maine Cognitive Impairment form is now required as a solicitation document.
- What are the economic realities facing Americans as they look to build potential supplemental retirement income with the means to protect it?
- Looking for a non-product specific brochure that further enhances the value add ING brings to the marketplace?
MetLife:
- New tablet-friendly brochures!
Minnesota Life:
- 3 Universal Life product enhancements – effective February 18^th
  Performance Death Benefit Guarantee Agreement (PDBGA) on Eclipse Protector IUL
  Clients will soon be able to add the PDBGA to their Eclipse Protector policy, giving them the power to benefit from index performance and improve their guaranteed protection in multiple ways.
  Adding the EURO STOXX 50 to index options
  The EURO STOXX 50 will be added to the index option lineup. This index provides a Blue-Chip representation of the supersector leaders in the Eurozone. It covers 50 stocks from 12 European countries and will be replacing the Dow Jones Global ex-U.S. Index option. It offers a higher index crediting cap than the current Dow Jones Global ex-U.S. Index account.
  Capping variable loans charges
  To help ensure loan charges do not become unreasonable, a cap will be placed on the rate charged for variable loans for Eclipse and Eclipse Survivor IUL.
North American:
- Announcing the newest Custom Guarantee
  Review the Marketing Guide, Consumer Brochure and Tip Sheet.
Prudential:
- An IUL you can feel good about (video & materials)
Transamerica:
- Monthly Disability Income (MDI) Rider now available in CA & IN
  The MDI rider is now available for Trendsetter Express in California and Indiana, and Trendsetter LB (Living Benefits) in Indiana. The MDI rider provides a monthly income for up to 24 months if the insured is totally disabled and qualifies.
- Trendsetter LB (Living Benefits) now available in FL
  Trendsetter LB is now available in Florida. It features Chronic, Critical and Terminal Illness Accelerated Death Benefits built into the product (subject to state availability). It also offers non-med underwriting options up to $249,999 and a choice of 10-, 15-, 20-, 25- and 30-year level-premium periods.
- TransACE 2013 LTC Rider & Hypothetical Illustration now available in RI
United of Omaha:
- FIT Underwriting Success Story: COPD
  Are you using our FIT Underwriting Credit Program to help your clients get the best offer? Download the Fit Test.
- Why Quote Term Life Answers?
  Life insurance is essential to your clients’ planning. They rely on you to guide them and provide solutions. Term Life is basic, affordable protection that is essential to a family’s overall financial planning.
- New Aviation Exclusion for Guaranteed ADvantage in OH, UT & WY
  Guaranteed ADvantage accidental death insurance provides guaranteed coverage for all clients who apply. There are no occupational restrictions; however, beginning February 1^st, a new aviation exclusion will be added.
- Sales Scenario – Why Choose Standard (presentation)
  Preferred risk class may not always be the best option for your clients. Let’s walk through a scenario in which quoting Standard may help save a client sale.
- Term Life conversion guidelines

ANNUITY NEWS

10 surefire annuity sales strategies
Annuities can be a tricky product to sell. By using these producer-tested methods, advisors will see their annuity business soar.
The right fit: How to tailor your annuity solutions for each client
Our expert panel discusses how to customize annuity products for each client, and how to find prospects.
Who’s afraid of the big bad annuity?
Maybe it’s time to show consumers how an annuity actually works.
For LTC protection, look to annuities
Annuities have lost some of their accumulation benefits, thanks to low interest rates. But they can still meet an important financial need: long-term care.
American National:
- Strategy Indexed Annuity with Lifetime Income Rider
  The Lifetime Income Rider (LIR) guarantees that an income will be available for life, even if the annuity value declines to zero.
North American:
- New fixed annuity application for MD
United/Mutual of Omaha:
- Fixed annuities interest rates – effective February 1^st

LONG TERM CARE

Transamerica:
- The World of Long Term Care insurance is Changing
- TransCare II 2012 now available in AZ, ND, NJ & NV
- Free Partnership Training – Only 2 days left!
  Meet your licensing requirements in 2013 with free DRA Partnership training from until January 31^st through the LTC DRA Partnership Training website www.TALTCDRA.com.
- Get paid faster & more often
  You may be eligible to increase the frequency of your commission payments from monthly to bi-weekly or weekly and get paid faster through direct deposit. It’s easy to get started!
  1. Log in at the Agent Resource Center (www.taltc.com)
  2. Click on “Commissions”; located under My Tools
  3. Select “Payment Options” & download the Contract Addendum and the Electronic Funds Transfer Form
  4. Print, complete and sign the forms
  5. Fax the completed forms to (866) 630-7496 or email to ltclicensing@transamerica.com
  FAQs:
  Who is eligible?
  Only agents who are currently receiving commissions and commission statements directly from Transamerica Long Term Care are eligible.
  How long will it be, once I send in the forms, for statements and commissions to be available on a weekly or bi-weekly basis?
  You should be set up and see the new electronic statement and begin receiving electronic commissions in approximately a week. There may be a slight additional delay at first because of volume.
  Once I change my payment method, can I change it again?
  Once changed, you may change the frequency of your payments anytime. However, you will not be able to go back to paper statements or paper checks.
United/Mutual of Omaha:
- Inflation Protection approved for Partnership in WV
  West Virginia recently approved LTC09M and LTC09U products to be available for partnership.
- NAIC producer training requirements & MassHealth Legislation approved in MA
  Massachusetts approved new training requirements for producers marketing Long Term Care Insurance products. The state also requires that carriers be in compliance with the revised MassHealth standards.

DISABILITY

Disability Insurance Observer: GINA
You find yourself getting to know her a lot better.
United/Mutual of Omaha:
- 2 new discounts approved in DC, IA & OK
  Help BUILD your DI business with tools that work – two new discount programs!

AGENT CONTESTS

American General:
- 2013 Passport to Paradise in Bermuda (ENDS February 14, 2013)
  ALL Universal Life sales count DOUBLE toward conference qualification!
American National:
- Cash is King 2013 (January 1, 2013 – April 30, 2013)
  Receive a CASH BONUS for the total of all Fixed Annuities written and paid.
  $1,000,001+: $1,000
  $750,001 – $1,000,000: $750
  $500,001 – $750,000: $500
John Hancock:
- Benefit Builder Bonus – (January 1, 2013 – 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:
- iPad Contest (ENDS TOMORROW, January 31^st)
  Issue/pay a Symetra Classic policy before January 31, 2013 and you’ll receive a 16GB Apple iPad ($15,000 minimum annualized first-year premium)!

Weekly Newsletter January 30, 2013

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