Weekly Newsletter September 18, 2013

September 18, 2013

• What millennials want from agents
  Engaging members of Gen Y could help the industry solve two of its biggest problems.
• 5 events that increase the need for life insurance
  Know someone who has experienced one of these lately? Chances are he or she needs your help.
• Why sales skills matter
  We achieve success in our business because we use professional sales skills to inspire people to take action.
• Whole Life Vs. Universal Life
• Forget the Wife, Lose the Sale
• Retirement Planning Begins with Income Protection
• How to tell compelling stories – a sales skills primer part 3
• Bridging the mortality protection gap
  There’s a growing gap between the insurance people in the middle market have and the insurance those same people need.
• IUL continues to drive life insurance sales growth
  If you aren’t on the index universal life bandwagon yet, what’s stopping you?
• You might live to 100. Will your money?
  Two experts discuss how investors can prepare for increasing likelihood of long life spans.
• The shocking statistics behind the life insurance coverage gap
• 5 challenges of selling to multicultural markets
  There’s a clear winner on our list.
• 5 things to know about the Hispanic market
  What does the fastest growing market in the U.S. want? Life insurance.
• Multicultural markets: One size does not fit all
  ING’s head of multicultural sales – Fabian Gonzalez – authors a blog posting on prospecting to multicultural markets as part of this special feature. In this article, he shares insights based on extensive work with multicultural distribution partners across the country to help financial advisors make inroads into a niche market segment.

• American General:
  • September 19^th – Term Conversion
    Rules and Guidelines, Products available for conversion
  • September 25^th – How to Illustrate Power Index Plus & Choice Index 10
    How to run and understand Index illustrations using Fore Sight.
  • October 3^rd – Secure Survivor GUL II
    No caps, large lump sum and 1035, and illustrating ROP feature
  • October 9^th – Accident Choice Plus
    Product overview and updates.
  • October 17^th – Secure Lifetime GUL II
    No caps, large lump sum and 1035, and illustrating ROP feature. Product Overview and Updates
  • October 23^rd – NEW Index Annuities: Power Index Plus & Choice Index 10
    Product differences and similarities, Innovative Income Rider.
  • October 31^st – Secure Lifetime GUL II with LIS Illustration
    Lifestyle Income Solution details, illustrating the LIS and sales concepts
  • November 6^th – Critical Care Plus
    Product overview and updates.
  • November 7^th – Understanding IUL
    IUL value proposition, IUL how does it work and interest crediting options
  • November 20^th – Overview on Immediate & Delayed Income Annuities
    SPIA & DIA, Platinum Income and Future Income Achiever, How it works, Sales Concepts.
  • November 21^st – Elite Global Plus II
    Target Market, Index Strategies and Sales Concepts
• Aviva:
  • September webinar schedule & instructions
  • TOMORROW, September 19^th – Retirement Path Roadmap – An Introduction to the system
  • September 24^th – Annuity Illustration Center
• Genworth:
  • September 25^th – Run it, See it, Sell it. The Illustration that can change your Life.
  • September 25^th – Total Living Coverage Webinar
• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10am CT
    Teleconference Number: 800-910-2399 Pass Code: 224032
• Prudential:
  • October 1^st TELECONFERENCE – Index Advantage UL & Custom Premier II re-price
    Times: 11-11:45am ET & 3-3:45pm ET
    Dial-in #: 800-230-1951
    Learn more about this re-pricing and the renewed emphasis on life insurance that has the potential for cash accumulation.
• Transamerica:
  • TOMORROW, September 19^th – Are You Having the Right Conversations for Sales Success?

• A brief history of life insurance
  How life insurance went from coffee house side order to billion-dollar industry.
• Aviva:
  • Mandatory Disclosure of Adverse Actions
  • Q3 Anti-Money Laundering Refresher Course – reminder
• North American:
  • Forward Focus
    Spotlights Jaimee C. Niles, Vice President of Communications at the LIFE Foundation, to learn more about the great opportunity to educate the public about life insurance during LIAM this September.

• American General:
  • Lifestyle Income Solution
    61% percent of Americans surveyed said they were more afraid of outliving their assets than they were of death. Learn more about how Lifestyle Income Solution can help your clients protect against outliving their retirement income.
  • What will you do for clients who don’t qualify for life insurance?
    Offer value to clients even if they don’t qualify for life insurance due to:
    – underwriting denial
    – inadequate income
    – inability to buy additional coverage
    Accidental Death & Dismemberment insurance (AD&D) is a great alternative. Look at AccidentCare Direct Plus…
    – no underwriting
    – no medical exams
    – guaranteed renewable for life
    – available for spouse or children
• Genworth:
  • Funding for Special Needs with Index Universal Life Insurance – sales concept
• ING:
  • I.S.O.L.A.R Insurance Arrangements – NEW!
    Two Retirement Needs. Four Retirement Challenges. One Retirement Strategy! A flexible retirement planning strategy for the individual using ING IUL-Global Choice. Learn more about the Individual Self Owned Life and Retirement (I.S.O.L.A.R.) Insurance Arrangement.
  • Fully Underwritten Life Underwriting Requirements Guide – updated
• Lincoln Financial:
  • Term Exception Requests
    Lincoln Life has seen an increase in requests to change Term face amounts post issue. The Customer Service Reps respond that increases or decreases are not allowed. Exception requests are then being received. An exception to increase/ decrease a term policy’s face amount is never allowed due to Product requirements. View the product reference guide.
• MetLife:
  • Help meet different client needs with the Enhanced Care Benefit Rider
  • One-Year Term – a potential solution when clients fall on hard times
    Because of continued economic uncertainty, some of your clients may experience short-term job loss. This will force them to make many important decisions, including how to replace their company-sponsored life insurance. Help these clients make at least one decision easier. MetLife One Year Term can provide short-term coverage to replace your client’s group coverage – at a premium they can afford while looking for or transitioning into a new job.
• Protective:
  • Help put an end to Shock Letter Syndrome
    Every day, millions of mailboxes are exposed to potential damage from the effects of Shock Letter Syndrome (SLS). SLS occurs when unsuspecting term insurance policy owners receive expiry notices and target their rage at the nearest object-their mailbox.
• Prudential:
  • Index Advantage UL & Custom Premier II re-price – effective October 7^th
    Effective October 7^th, Index Advantage UL & Custom Premier II will be re-priced to offer death benefit protection with an emphasis on cash accumulation – specifically maximum income solves.
  • BenefitAccess Rider – a new living benefit you already have a market for!
    Adding BenefitAccess to a UL Protector policy means getting multiple levels of protection. UL Protector provides a guaranteed death benefit. And with BenefitAccess, clients can advance up to 100% of the death benefit if they ever need care for a chronic condition, or they’re diagnosed with a terminal illness.
• SBLI:
  • New Whole Life Products and Riders!
• Transamerica:
  • TransACE Long Term Care (LTC) Rider now available in CA & MT
    Producers intending to sell the TransACE LTC Rider must complete all licensing and initial LTC training requirements for their state. See the Product Bulletin, Authorization to Sell and Guide to Doing Business for details.
  • New eligible carrier for TOP & TOP Plus
    Illinois Mutual is now an eligible term carrier for TOP and TOP Plus (previously issued policies must be dated prior to January 1, 2013). Transamerica offers two accelerated underwriting programs that enable qualifying applicants to receive up to $1M in additional coverage without the standard medical underwriting requirements.
  • Final Expense – requirement reminder
    Date of Birth is required for the Children’s/Grandchildren’s Benefit Rider on the Final Expense Immediate Solution. This is needed in order to determine when the rider coverage begins and ends. Policy pages will not generate until this requirement is met.
• United of Omaha:
  • Make the GUL Triple Threat work for you

• American National:
  • WealthQuest Citadel 5 Diamond
    Interest rate enhancement has increased to 1%.
• Genworth:
  • NAIC Suitability Model Regulation requirements of producers
  • Current annuity rate flyers
  • SecureLiving SmartRate Optional Return of Premium now available in CT, NY, OR, TX & WA
• North American:
  • 10% Premium Bonus is back and new higher rates effective today
• United/Mutual of Omaha:
  • 1% Bonus for Ultra-Secure Plus 5-Year is being eliminated – effective October 1^st

• Some Clients Need Flexibility to Plan Long-Term Care Funding
• Genworth:
  • Rate increase on certain Privileged Choice & Classic Select policies
  • Total Living Coverage interest rate increase
• United/Mutual of Omaha:
  • LTC underwriting updates
  • MutualCare Solutions gains Partnership approval in AL, GA, ME, MN, MO, OH, TX, WA & WV

• Disability Insurance Observer: Paycheck to paycheck
  Just how broke are typical Americans? Very.

• American National:
  • Annuity Cash is King (June 1 – November 30, 2013)
    Receive a cash bonus for Strategy Indexed Annuity (ASIA) PLUS sales.
• Aviva:
  • Commission/bonus for TargetHorizon sales! (ENDS September 30, 2013)
    All writing agents TargetHorizon 10 and TargetHorizon 10 Select applications received
    between May 1^st and September 30^th (and funded and issued by November 15^th), will qualify for 50 bps bonus.
• John Hancock LTC:
  • Sponsored Group 90 Days of Summer Sweepstakes (ENDS September 30, 2013)
    This is YOUR opportunity to grow your business AND enter for a chance to win one of two new iPads!
• Lincoln Financial:
  • 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. Learn more about this and the Double Your Credit incentive.
• North American:
  • 1% Commission Blitz Bonus (ENDS September 30, 2013)
    Receive 1% Commission Blitz Bonus Special on all RetireChoice applications received between February 11^th and September 30^th.
  • Annuity Sales Sizzler (EXTENDED to September 30, 2013)
    Don’t miss out on these great specials!
  • The Great Escape (August 1 – October 31, 2013)
    Write IncomeChoice Fixed Index Annuity business with North American and earn travel rewards! The more IncomeChoice Fixed Index Annuity business you write, the farther you can go! Receive a travel reward along with concierge travel services.
• 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!