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April 30, 2014

  • Accordia Life:
      • May 1st – 11:00 AM ET
      • May 1st – 4:00 PM ET
    • Introducing Accordia Life Credits
      Learn about Accordia Life and get a preview of the new Underwriting Program available on Accordia Life’s permanent Life products.
      • May 1st – 3:00 PM ET
  • Minnesota Life:
    • 15-minute sales strategy teleconference every Wednesday at 10:00 AM
      This 8-week 15-minute sales call series will include a webinar component to demo the illustration programs and run different scenarios to help you make the sale.
      Dial-in Number: 1-800-910-2399 Passcode: 224032
  • North American:
    • Demystifying IUL
      Improve your knowledge of Indexed Universal Life (IUL).
      • April 30th – 1:00 PM – 1:30 PM ET – Session 5: How to Sell
    • Estate Planning
      Learn how to help clients leverage life insurance death benefit proceeds to provide liquidity for paying off debt, replacing income, and planning for retirement. Life insurance can also help create an equitable inheritance between heirs, and even provide protection for businesses.

      • May 1st – 10:-00 AM CT
    • North American’s Fast Track
      Get up-to-speed with North American’s latest features. This Webinar will put you on the inside track to sales with the latest information on illustration software, and Website features like videos and sales concept kits.

      • May 8th -10:00 AM CT
    • A Place to Call Home
      Looking for a carrier that can offer a broad portfolio to meet your diverse list of client needs, competitive compensation for you, and the support and training to help you succeed? Then North American is the place to call home for your business. Attend this Webinar to learn more.

      • May 15th – 10:00 AM CT
  • 20 stats about selling to boomersinfographic
    How are advisors successfully selling to this unique market? Three hundred and fifty of your peers weighed in.
  • If I could only get around to it
    For savers close to retirement who have no plan, the opportunity for advisors starts with relationship building.
  • 5 secrets to successful asking
    If you want something, you’ve got to ask for it. Here are 5 tips to increase the chances your prospect will respond with “yes.”
  • Make no mistake, emotion sells
    “Again, with feeling” goes the director’s plea. To make it big in sales, you’ve got to have passion for the solutions you provide.
  • Life after death
    Delivering more than just a life insurance payout.
  • Mutual/United of Omaha:
  • Genworth:
    • Total Living Coverage (TLC)
      • The TLC advantage
        Linked benefits products are growing. By linking the benefits of life and long term care insurance, they can provide your clients with great flexibility, choice and leverage potential. If you’re thinking about a linked benefits product, consider Genworth’s TLC. TLC now offers higher credited interest rates, stronger guarantees and better protection than its leading competitors. That means more value for your clients.
  • ING:
    • Underwriting private pilots
      Private pilots can still be cleared to land Preferred & Super Preferred rates. Find out how flexible ING can be.
    • Retirement Financial Defense – how life insurance may add to your clients’ retirement
      This new consumer brochure provides an overview of the many ways that cash value life insurance can help with clients’ retirement planning – providing a “financial defense” against both the expected and unexpected events that may occur.
    • Why Cash Value Life Insurance?presentation
      Find out what four consumer pieces should be on the top of the “tool box” when talking to clients about life insurance – and, a great tip for opening the retirement planning discussion with clients.
  • Legal & General America:
    • OPTerm rate transition ends April 30threminder
      • Banner
        New Banner applications received through April 30, 2014 will be issued with the rates most favorable for the applicant. The new rates will apply to all new applications received May 1, 2014 and later.
      • William Penn:
        • Non-replacement business:
          New Penn applications received through April 30, 2014 will be issued with the rates most favorable for the applicant. The new rates will apply to all new applications received May 1, 2014 and later.
        • Replacement business:
          New Penn applications received through May 21, 2014 will be issued with the rates most favorable for the applicant. The Penn extension is to allow the broker additional time to meet compliance requirements for replacement Regulation 60. The new rates will apply to all new Penn applications received May 22, 2014 and later.
    • Permanent life insurance can stretch value or IRA’s for grandchildrensales concept
      You might have clients who meet this description: They’re 70½ or older and financially in good shape. They don’t really need income from their IRAs. If they don’t take Required Minimum Distributions (RMDs) however, income tax penalties will kick in. They’d like to ultimately transfer their IRAs to their grandchildren and take advantage of exemptions from the generation skipping transfer tax. IRA distributions can be used to purchase permanent life insurance with grandchildren named as beneficiaries. When the IRA is transferred at death of the owner, the grandchildren can use the death benefit proceeds to pay any applicable taxes on the IRA transfer. This concept is called an IRA Stretch.
    • How can life insurance maximize retirement assets?
      Say your clients are among those lucky ones. They have more discretionary income than they need. They’ve already hit the annual maximums for all defined contribution plans (like 401k, 403b, 457, pensions, IRAs, 529, etc.). They’re looking forward to living long lives and want to make sure they have the funds to live comfortably. They’re also looking to defer taxes whenever possible and are asking for your advice. You might suggest that some of that excess income be used to purchase universal life insurance (preferably a plan with guaranteed death benefits and guaranteed cash values). When family members are named as beneficiaries of the life insurance policy, cash value growth in the policy is tax-deferred and death benefits protect the family from income lost at the client’s death.
  • Lincoln National:
    • Treasury Index UL
      • Treasury Index ULclient approved video
        This is a great tool to help clients understand Lincoln’s Treasury Index Universal Life product; now available in all states except New York and Puerto Rico.
      • Term to TIUL Exchange Program
        Currently Lincoln is running a special term to TIUL exchange program for individuals who purchased term in the last three years from another carrier (that meets the guidelines) and received a preferred or preferred best underwriting offer. The Term to TIUL exchange is ideal to present to clients who may have purchased term from a carrier that has a non-competitive term conversion option or has bought term insurance from a carrier that has left the GUL market place.
  • MetLife:
    • MetLife Solutions – now you can easily calculate tax equivalent yield
      Next time you want to calculate the tax equivalent yield on a whole life policy’s cash value or death benefit, ditch your calculator and use MetLife Solutions. The illustration system will automatically calculate tax equivalent yields based on the client’s tax bracket for any MetLife whole life policy. When selecting which reports to run, simply check the Internal Rate of Return (IRR) Report box. The calculations will be displayed with the Internal Rate of Return within the illustration report.
  • Minnesota Life:
    • Making your clients’ estate plans EPIC
      The definition of epic is “extending beyond the usual or ordinary, especially in size or scope.” Traditional estate planning has always centered on discussions such as:
      – What is current status of the estate tax?
      – What is the newest estate planning strategy?
      – Is it better to have a will or a revocable trust?
      While these discussions are significant, they sometimes miss the most important thing – your client’s hopes and dreams. Enter Estate Planning Individually Centered – EPIC. EPIC Estate Planning is the process of making your client’s estate plan to extend beyond traditional estate planning. EPIC estate planning starts with your client in the center of the estate plan with the important people in the client’s life around him. Three different levels encircle the client:
      – Spouse or significant other
      – Descendants
      – Community or charity
      The goal of EPIC is to have your client’s estate plan extend out in waves to the furthest levels your client desires. However, there are a number of wave-breakers that will impede, damper or completely constrain the impact of your client’s estate plan. These include: taxes, costs, creditors, divorce, long-term care costs, spendthrift children. The EPIC process reviews these wave-breakers and creates strategies that will lessen their impact or completely eliminate them.
  • North American:
      • Recognize the client. Clients for this concept seek death benefit protection, are comfortable with their retirement assets, and want to give assets to loved ones.
      • Know the product. Look for a death benefit guarantee product. The death benefit guarantee ensures that the benefit will be available.
      • Understand the goal. Help your clients purchase the largest death benefit that an asset transfer can provide and which fits their needs.
  • Prudential:
      • An annually renewable, convertible term product
      • Designed specifically for clients with short-term needs
      • Available with a Standard initial rating class
  • Symetra:
    • Classic UL w/Lapse Protection Benefit now available in California
      California recently approved the updated version of Symetra Classic with Lapse Protection Benefit. Please review the following overview of changes and business transition rules:
      • pricing to lifetime guarantee to age 120 has improved
      • elimination of restrictions on Single Pay scenarios
      • remain a top player in Target Premium
      • competitive “sweet spots” and continued top-ranked position in the GUL market
      • Business Transition Rules
        • April 21, 2014: The new version of Classic with Lapse Protection Benefit will be available for illustration on Winflex. The current version of Classic with Lapse Protection Benefit will remain available for illustration through May 23, 2014.
        • May 23, 2014: All formal applications must be received in good order at Symetra to receive the current rates. Only the new version of Classic with Lapse Protection Benefit will be available for illustration.
  • Transamerica:
    • Trendsetter LB now available in Virginia
      Trendsetter LB gives clients early access to the policy face amount to help pay for bills should the insured become stricken with a qualifying chronic, critical or terminal illness – even if they have health insurance or Medicare coverage. Trendsetter LB features a choice of 10-, 15-, 20-, 25- and 30-year durations, non-medical underwriting up to $249,999, and a range of options and riders, including the Income Protection Option and the Monthly Disability Income Rider. View the materials below for more information.
  • Lincoln National:
    • Are You Keeping up with Down Marketssales idea
      A Lincoln fixed indexed annuity helps to provide your clients protection during down markets. Demonstrate the power of zero! A Lincoln fixed indexed annuity will never credit below zero; preserving your client’s retirement assets. Clients will never have to recover from a loss.
  • North American:
    • Interest rates decreased – get the new rates
      Effective April 29, 2014, interest rates decreased on most North American annuities. Note: Look for state-specific rates for California, Ohio, Utah, and Texas on certain annuities.
  • Protective:
    • Protective Indexed Annuity II – help your client’s battle low rates and volatility
      The innovative Annual Tiered Rate interest crediting strategy available with Protective Indexed Annuity II may lead to higher return opportunities while protecting your clients from market downturns. See how your clients may benefit.
  • John Hancock:
    • Adverse decision lettersupdate
      Adverse decision letters will now be mailed directly to the applicants with a copy to the agent. In addition, in cases where the LTC application has been declined or postponed, the applicable refund check will be returned directly to the applicant.
Get Ready! May is Disability Insurance Awareness Month!
Life Happens has done all the heavy lifting for you! Check out their great FREE DI marketing resources at www.lifehappens.org.

  • Disability insurance: Addressing the facts with clients
    Disability income insurance is touted as one of the most complex products to sell … but it doesn’t have to be.
  • Corporate disability for the high-net-worth exec
    Now more than ever before, highly-compensated executives and managers are relying on their employers to provide access to the disability insurance they need to cover their personal financial exposure.
  • Mutual/United of Omaha:
  • American National:
    • Cash is King 2014 (ENDS TODAY)
      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
    • 2015 Marketing Conference (qualification period 1/1/2014 – 12/31/2014)
      You and your guest will enjoy five days and four nights at The Cove Atlantis, Paradise Island, Bahamas from May 17-21, 2015 if you are one of American National’s top 80 qualifiers.
  • Legal & General America:
    • Go Figure Contest (3/1/2014 – 12/31/2014)
      This agency incentive begins March 1st and runs through 2014, BUT the qualifications restart again on July 1st, and then again on October 1st. To win an iPad or Android Tablet, you need to focus on financial institutions!