Weekly Newsletter December 26, 2012

This is a good time to encourage your brokers to speak with their convertible term clients. Buyers of convertible term are frequently cost conscious buyers. They bought the term, at least in part, on price and also for the guaranteed death benefit. Beginning in 2013, should they want to convert to a guaranteed death benefit UL product, they may pay much more – if the product is available. At the very least your brokers owe their clients a conversation and an offer to convert before AG38 causes changes to guaranteed death benefit ULs.

What does AG38 mean to producers & carriers? Are your brokers prepared for these changes and how can you capitalize on it to win more business?

AG38 & The Low Interest Rate Environment contains important information combined with TMA carrier bulletins regarding AG38 transition guidelines, re-pricing, 1st year premium limitations and additional information.

Our Important AG38 Carrier Summary highlights important transition dates and links to carrier bulletins.

Use both communications with your brokers to help them understand and take action regarding AG38.

• Putting clients first (part 1)
  Putting clients first (part 2)
  Making a commitment to serve even difficult clients will bring rewards.
• 3 simple strategies for overcoming call reluctance
  Call reluctance can derail even the most seasoned salesperson.
• Delivering on your promises isn’t enough
  If you want the referrals to pour in, you’ve got to deliver what’s not expected.
• Four Uses for Life Insurance You Never Thought Of 
• 5 ways to make 2013 your best year yet 
• Your client retires. Now what?
  Retirement planning doesn’t end when your client retires. It’s just the beginning.
• Get a plan, man
  Succession planning should be top of mind for independent financial advisors, but for too many it’s something to think about at a later date.
• Life Insurance: the right amount, at the right time, for the right cost 
• Get Ready for Insure Your Love 2013 
• How to spot a life settlement opportunity
  The window for a life settlement can be fleeting. Here’s what to look for … before it’s too late.
• Life insurance: 5 things to expect in 2013
  It will be a transition year for the life insurance industry, which faces possible changes to the tax-favored status of life products, as well as challenges in remaining relevant to younger consumers. 

• Aviva:
  • TOMORROW, December 27^th – Wellness for Life Rider 
• Protective Life:
  • PLAYBACK – Still the Choice for UL
    Click here to view/print the presentation used on the call; it is also available on TMA’s website.  

• January 2013 holiday telephone solicitation bans 
• American National:
  • Legislative updates 
• Genworth:
  • Using Quote It! and WinFlex in applications
  • New Enhanced Mental Skills test pilot
  • Agent Guidelines for multiple-state sales
  • Policyowners to be notified of “For Cause” agent terminations 
• ING:
  • 2012-2013 e-Pocket Tax Tables now available
• Legal & General:
  • New Medical Director 
  • New York State Regulation 200 
• MetLife:
  • Delivering on Our Promises (client flyer)
    This client approved piece illustrates the position of MetLife’s investment portfolio as of the 3^rd quarter 2012.
  • Did You Know – December 2012
• Minnesota Life:
  • New Replacement Notice Form for SD
    Effective January 1^st, South Dakota will require a new Replacement Notice form – F.54774-I. This form will become available on January 1^st. 
• North American:
  • Need a financially securecarrier on your side?
  • Selling life & annuities to seniors in CA 
  • CA Senate Bills 1170 & 1184 
• Protective Life:
  • Enhanced online reporting & new critical correspondence report 
• Prudential:
  • Retention Limit changes – effective February 11^th
• United of Omaha:
  • Life & Annuity forms and application pack changes – effective January 1^st  
• Year End Deadlines
  • American General year-end life & annuityprocessing dates
  • American National year-end procedures 
  • Aviva new business and underwriting requirementsto get NLG policies issued in 2012
  • Genworth year-end deadlines.  Also view the TLC year-end deadlines. 
  • ING year-end deadlines 
  • Legal & General year-end processing 
  • MetLife year-end new business deadlines 
  • Minnesota Life year-end guidelinesfor business processing
  • North American year-end dates 
  • Protective Life year-end deadlines 
  • Prudential year-end deadlines 
  • SBLI year-end dates 
  • Symetra year-end business deadlines and commission dates 
  • Transamerica year-end deadlinesfor TransACE and TransTerm
  • United of Omaha end of year pay reminder 

• American General:
  • Introducing Extend IUL
    Extend IU is a new product that accepts term conversions beyond the fifth year of term coverage. Review the product highlights.  
  • Term compensation changes – effective January 14^th   
  • American Elite Whole Life discontinued – effective December 20^th 
    Effective December 20^th, the American Elite Whole Life product will no longer be available for new sales. It will be available for term conversions only.  
• American National:
  • Increase your sales with Non-Medical Term – Signature Term SI
    Click here for SI program details.
  • Improved IUL 
  • Underwriting Express
    – Fast Easy Underwriting, $0 to $250,000
    – Ages 0-65, 80% issued in 3 days; 93% within 5 days
    – Standard & Substandard classes only
  • Signature Term
    – Highly Competitive
    – Multiple Level Periods including unique ART
  • Accelerated Benefit Riders
    – Living Benefits when you need them most
    – Critical, Chronic and Terminal Illness
    – No Additional Premium
  • Retirement Plan Review
    – $140,000 in commissions with as few as six sales
    – A whole new market for you
    – Obtain a new source of income
• Fidelity Life:
  • Rapid Decision Senior Life Term & Whole Life 
• Genworth:
  • Colony Term Life discount factors for pre-paid premiums 
• ING:
  • Think beyond no-lapse UL 
  • IUL-CV & IUL-Global Plus no longer available in Guam – effective December 31^st   
  • Multicultural Material for IUL-Global Choice & IUL-Global
    Spanish:
    – IUL-Global Consumer Brochure (Power of 3) (Click here to view in English)
    – IUL-Global Facts at a Glance (Click here to view in English)
    Chinese:
    – IUL-Global Consumer Buyers Guide (Click here to view in English)
    – IUL-Global Consumer Brochure (Power of 3) (Click here to view in English)
• Legal & General:
  • Underwriting Dialogue – Ulcerative Colitis 
• MetLife:
  • New Life Application form – effective December 31^st
• Transamerica:
  • The NEW TransACE is now available!
  • Real Time Pricing: A Commitment to Guarantees (video)
    This is a breakthrough, AG38-compliant solution that reinforces Transamerica’s dedication and commitment to the guaranteed UL market. Real Time Pricing meets the consumer demand for sustainable lifetime guaranteed UL products, offers access to ACE interest rates that are responsive and up-to-date, and locks in ACE interest rates with a solution that automatically gives clients the better rates, if available, at the time of policy issue.
    ACE Interest Rates: threshold interest rates for Single Universal Life products (current as of December 19, 2012)
    Declared Interest Rates (current as of December 15, 2012)
• United of Omaha:
  • New Aviation Exclusion for Guaranteed Advantage
  • Guaranteed Universal Life (GUL) Solutions re-price 

• Will annuities be pushed off the fiscal cliff?
  Is the tax-deferred status of annuities at risk? Industry experts weigh in.
• Annuity suitability law: Coming to your state soon
  The NAIC model annuity sales act must be adopted by all states by June 2013. Are insurers and producers ready?
• American National:
  • Strategy Indexed Annuity with Lifetime Income Rider 
  • Palladium SPIA
    – Access options
    – COLA option available
    – Competitive Payouts
• Genworth:
  • SecureLiving Index 7 & 10 Plus commission schedules now  available
  • New consumer disclosures in effect for SecureLiving Index Annuities
  • SecureLiving Liberty, Independence & SmartRate available soon in OR
  • Current rates 
• ING:
  • NAIC Life Insurance & Annuities Replacement Model Regulation adopted in SD
    Note: Replacement form 130708needs to accompany any new applications received after January 1, 2013.
  • Solicitation of senior is CA
    Get the corresponding formrequired to accompany new applications.
  • Sales videos now available!  
• United/Mutual of Omaha:
  • January 2013 Fixed Annuities Interest Rates 

• Warn the women
  Female long-term care insurance shoppers should think about buying sooner rather than later.
• Cutting the high cost of end-of-life care 
• Common objections to LTCI hybrids – and how to overcome them
  Is your client perfect for a hybrid long-term care insurance policy … but reluctant to buy? Three top producers discuss how they’re able to conquer those objections.
• Revisions to MassHealth requirements & new producer training requirements
  New legislation has revised MassHealth eligibility and recovery exemption rules; as well as the adoption of NAIC producer training requirements.
• Genworth:
  • Continue the LTC conversation with these new tools! 
  • Tax Q&A for Total Living Coverage (Click here for the New York Q&A.)
  • In-Force Rate Action implementation for AK
  • Adjustments to the LTC application Personal Worksheet for CA
• John Hancock:
  • Benefit Builder (consumer brochure)
  • 2012: A Year of Historic Milestones Anniversary Kit now available
  • DRA Partnership certification approved in 21 states
• Transamerica:
  • TransCare II 2012now available in AR, CT & SD
  • Introducing LTC Essentials
    This brochure helps you introduce LTCi to your clients and educate them about what it covers and why it is needed. Long Term Care Essentials can help you introduce the idea of long term care, educate your clients about long term care and have your clients requesting more information about TransCare II 2012. 
• United/Mutual of Omaha:
  • The importance of LTC in retirement planning
    As people plan for retirement, they often overlook the fact that there’s something with the potential to derail their plans. That something is the need for LTC services. Learn why LTC is an important element in retirement planning.
  • Avoid declined LTCi applications
    Make sure your LTC training records are up to date.
  • Rate adjustment approved in AZ, GA, ID & OK
  • Rate adjustment approved in MA

• United/Mutual of Omaha:
  • Two new discounts approved in VA
    Help BUILD your DI business with tools that work – two new discount programs!

• American General:  
  • 2013 Passport to Paradise in Bermuda (ENDS February 14, 2013)
    ALL Universal Life sales count DOUBLE toward conference qualification!
• American National: 
  • eApp iPad Contest (ENDS December 31, 2012)
    Receive a Free iPad when you submit 6 paid life policies through iGO e-App.  
  • 2013 Marketing Conference (ENDS December 31, 2012)
    The top 80 licensed representatives of American National who qualify in accordance with the official requirements are eligible for an invitation to attend the 2013 Marketing Conference in Palmilla, Los Cabos, Mexico May 19 – 23, 2013.   
• John Hancock:
  • Benefit Builder Bonus – (January 1 – 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:
  • Take Another Look Classic UL Sales Contest (ENDS December 31^st)
    Be one of the first producers to issue/pay a Classic Universal Life policy before December 31^st and win a 16GB Apple iPad (minimum $15,000 annualized first year premium). To illustrate Symetra Classic with the repriced Lapse Protection Benefit, go to www.winflexweb.com or www.symetra.com/classic.