Weekly Newsletter August 21, 2013

August 21, 2013

• How to reach multicultural markets
  Life insurance can do some pretty amazing things – but your prospects may not grasp that unless you communicate effectively.
• 9 ways to sell to Gen Y
  Gen Y sets its own rules, communicates differently and has a unique approach to business. So how do you sell to them?
• Leveraging qualified assets with life insurance
  A life policy could help your client make the most of “extra” assets.
• Why do most advisors survive and only a few thrive?
  The answer could be found in their marketing program.
• The ‘other’ advisor
  Maybe it’s time to work with the “other” advisor your client knows.
• The value of cash value life insurance
  If your clients like what you are recommending now, they will adore it in the future.
• Can clients 1035 an inherited annuity?
  The IRS ruled that a beneficiary could exchange inherited annuities for another, indicating an expansion of the rules governing Section 1035 exchanges.
• How do you delight your customers?
  The “what” and “how” of outstanding customer service is based on four basic principles.

• American General:
  • TOMORROW, August 22^nd – Term Conversion: Rules, Guidelines & Available Products
• Aviva:
  • August webcast schedule and instructions
    • TOMORROW, August 22^nd – IUL Strategy Selection Tool
    • August 27^th – Annuity Illustration Center
    • August 29^th – Target Series Annuities
• ING:
  • Term Policy eDelivery Training
    • TODAY, August 21^st at 10am CT – Click here to add to your calendar.
    • TOMORROW, August 22^nd at 3pm CT – Click here to add to your calendar.
• MetLife:
  • Life Insurance Portfolio Enhancements Update Webinars
    – August 27^th – Click here to join.
    – August 29^th – Click here to join.
    – September 4^th – Click here to join.
• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10am CT
    Teleconference Number: 800-910-2399 Pass Code: 224032
  • TOMORROW, August 22^nd– NEW index crediting bonus webinar
• North American:
  • Demystifying IUL Series
    Register here for any/all sessions.
  • Session 2: Covering Index Credits
    TOMORROW, August 22^nd at 2pm CT
  • Session 3: Compelling Features
    August 27^th at 10am CT
    August 29^th at 2pm CT
  • Session 4: Illustration Tips
    September 3^rd at 10am CT
    September 5^th at 2pm CT
  • Session 5: How to Sell
    September 10^th at 10am CT
    September 12^th at 2pm CT

• What you don’t know about the estate tax
  Five facts about the tax, no ideology or rhetoric included.
• Iowa OKs Athene buy of Aviva
  All domestic insurers will also now have to comply with stricter AG 33 for indexed annuities.
• Genworth:
  • Mayo Clinic Live+Well – newsletter
  • Replacement form changes for WY
• ING:
  • The Supreme Court Rules on DOMA – NEW flyer!
  • ING Financial Partners Builds New Wealth Management Platform to Support Advisory Business – article
• Legal & General:
  • Raymond James Adopts LGA’s eDelivery – press release
• Protective:
  • Name change for Protective Life Brokerage Center – effective August 26^th
    On August 26^th, Protective Life Brokerage Center will change to MyProtective – www.myprotective.com. It will utilize your current user name and password to login. And, it provides access to the same useful product information, marketing materials, tools and calculators.
  • Updated APS Reimbursement Process

• American General:
  • HOT lower Term rates for Select-a-Term
    – Premium reductions up to 10%
    – Decreased semi-annual, quarterly, and monthly modal load factors
    – Improvements for face amounts of $250,000 and more
    With 17 available term durations, you can offer your clients ultimate customization.
  • Second to Die GUL – Secure Survivor GUL II – new and improved
  • Increased minimum face amount for tax transcripts for UL products
    Tax return transcripts are no longer required for Universal Life applications for face amounts up to and including $5,000,000 on applicants age 66 and younger.
• ING:
  • IUL-Protector Start Selling Flyer – NEW!
  • UL-CV Start Selling Flyer – NEW!
  • What’s Your Retirement Back-Up Plan? – brochure
  • Premium Financed SERP using IUL-Global Choice – sales solution
• MetLife:
  • Enhanced Care Benefit added to Promise Whole Life portfolio – effective September 3^rd
• North American:
  • IUL portfolio
    North American’s IUL portfolio offers four customizable products and a variety of account options, so your clients can shift gears when their needs change.
• Prudential:
  • A more straightforward Indexed UL – video
• Transamerica:
  • Trendsetter LB Terminal Illness ADB now available in GA
    Trendsetter LB features Chronic, Critical and Terminal Illness Accelerated Death Benefits built into the product (subject to state availability). Trendsetter LB also offers non-med underwriting options up to $249,999 and a choice of 10-, 15-, 20-, 25- and 30-year level premium periods. A Monthly Disability Income Rider is also available on this product at an additional cost and upon approval.
  • Overcome client objections by offering flexibility – sales tip
  • Uncover the hidden value story of TransACE
• United of Omaha:
  • Summary of Guaranteed Universal Life Insurance products
    Guaranteed Universal Life offers lower-cost life insurance, no-lapse protection and flexibility to adjust the premium payment and death benefit as needs change.
  • Living Promise available in CT & NY – effective September 1^st
    Beginning September 1^st, you may begin selling Living Promise Whole Life product in Connecticut and New York.

• Helping ‘transition boomers’ transition to retirement
  With advisor guidance, these on-the-cusp-of-retirement baby boomers can make a smooth shift into their golden years.
• Annuitant-driven vs. owner-driven annuity contracts: Which is best?
  Here are some pointers on the implications of each policy and how the contract may need to be written and why.
• Laddered income – back to the future
  Income riders on annuities may not address all your client’s concerns. A better alternative is a laddered income program.
• Annuity rates are up. Are your sales?
  No more excuses. Annuity rates are on the uptick, so it is about time that sales reflected it.
• American General:
  • Required annuity suitability training for KS, MI, MN, MS & NJ
• Aviva:
  • Aviva’s Annuity Illustration Center just got better!
    Enhancements to help you sell Aviva annuities easier and faster
• Genworth:
  • SecureLiving FDA maximum premium amount is being raised to $1,000,000
  • Current annuity rates

• Selling LTCI online – part 2
  Fighting the marketing blahs? Here are steps you can take today to escape from the fog.
• Genworth:
  • Privileged Choice Flex 2 underwriting change
• John Hancock:
  • California Partnership Long Term Care insurance product to be discontinued – effective September 16^th
• Transamerica:
  • TransCare II/TransCare III comparison chart
• United/Mutual of Omaha:
  • New LTC portfolio – COMING SOON!
    Mutual of Omaha will be introducing a new portfolio of LTCi products. The launch date has not been confirmed, but they are very close to receiving final approval from the Interstate Compact. Stay tuned for launch details, transition dates, training/education and sales & marketing materials. The new product portfolio will:
  • Include sex distinct rates
  • Simplify offerings (Mutual product only with two plans)
  • Restore compensation (also adding heaped and levelized commission schedules)
  • Provide consistency in product design among states (Interstate Compact)
  • Find Ways to Help LTC Claims Go Smoothly – sales tip
    Here’s a look at a helpful sales tip to assist with your LTC sales.

• MetLife:
  • Income Guard available in CA, LA & MO – effective September 9^th

• 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! (May 1 – 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 (July 3 – 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 (EXTENDED: February 11 – 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 (July 10 – August 30, 2013)
    Don’t miss out on these great specials! Premium Bonus Increases 1% between July 10, 2013 and August 31, 2013 on specific annuities.
  • 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:
  • Spring Bonus Program (April 1 – December 31, 2013) – EXTENDED!
    Transamerica is offering this limited-time incentive bonus program on TransACE and TransACE Survivor life insurance policies.