Weekly Newsletter December 4, 2013

December 4, 2013

• The Million Dollar Legacy Mistake – advanced marketing minute from Mutual of Omaha
• SPIAs and universal life: The perfect combo for charitable clients
  This strategy can benefit your clients while they’re living and their favorite charities after they’re gone.
• Clear the way to a close
  Here are three tips for getting to the finish line.
• How to target today’s senior market
  Boomers are approaching retirement in their own unique way. Here’s what you need to know.
• Getting in the door
  Do your dream clients refuse to meet with you? Here are five reasons why.
• 4 year-end review strategies
• Living with longevity
  As seniors realize their ideal golden years, how can pre retirees capture theirs?
• Life settlements: What makes a case?
  Not sure if your client should pursue a life settlement? Follow these rules of thumb.
• The new frontier under PPACA: Selling disability and life products
  Has PPACA taken a bite out of your medical sales? Consider adding disability and life products to the mix.

• Genworth:
  • Recent HIPAA Rule Changes & Requirements Affecting Insurance Producers
    • TOMORROW, December 5^th – 11:00 AM – 12:00 PM EST
      Dial-In Number: 888-324-2907 Participant Code: HIPAA Webinar
      Click here to download a copy of the presentation.

• John Hancock:
  • LTC Captivate Training webinar
    Learn about the online system that supports an entirely paperless sales & application process. As a result, it enables producers and their clients to conduct business in settings and time frames that better suit both of their needs. Register now for an in-depth webinar training session by clicking below:
  • December 19^th – 3:00 PM – 4:00 PM EST

• North American:
  • Approaching Clients for Referrals Without Begging or Pushing webinar
    During this web seminar, Bill Cates will teach you how to reach out to your satisfied clients and help create a steady supply of quality referrals.
    • TOMORROW, December 5^th – 2:00 PM EST
       

• American General:
  • 2013 year-end life processing dates
• American National:
  • 2013 Year-end procedures – annuity only
• Aviva:
  • 2013 year-end processing deadlines
  • 2013 year-end producer bonus
• Genworth:
  • Important upcoming deadlines
    – New Business Cut-Off
    – Final 2013 Commission Payments
    – 1099 Distribution and MDRT Certifications
• ING:
  • 2013 end-of-year new business & commissions deadlines
  • End-of-year sales opportunities
  • 2013 has been a year of important changes resulting in additional opportunities to provide clients with life insurance solutions to help meet their needs. Read about these and other ways to grow year-end sales.
• John Hancock LTC:
  • Year-end new business information
    The countdown to year-end is on! For cases you are targeting to include in your 2013 sales results, please note that all LTC requirements and full modal premium must be received in New Business by December 20^th to ensure completion of underwriting, issue and case payment by December 31^st.
• Legal & General America:
  • Year-end closing dates
• Lincoln:
  • Consolidated year-end close-off dates
• MetLife:
  • Products, programs and tools to help meet year-end goals
  • With all the effort you’ve put in this year, MetLife wants to help get your remaining cases placed. Take a look at: Clean Apps Make a Difference flyer.
• MetLife DI:
  • 2013 year-end cut-off dates
• Minnesota Life:
  • Year-end processing guidelines
• North American:
  • Important year-end closing and processing dates
  • Time to collect fourth-quarter sales and submit your business!
    North American has put together three great sales ideas to help you make the extra push this year. With new products, conversion options, and sales concept kits, there’s no time like the present to submit your life insurance business with North American.
• Protective Life:
  • Year-end dates
• Prudential:
  • Year-end dates
• Symetra:
  • Deadlines for year-end business
  • New tools to help increase year-end sales:
    • Changing Marketplace flier reviews significant changes that have occurred in the Guaranteed No-Lapse marketplace.
    • Three Smart Reasons to Convert Now flier provides compelling reasons why clients may want to convert their current term policy into permanent coverage.
• Transamerica:
  • Year-end Processing Tips
    To help avoid delays and to help ensure cases are processed as quickly as possible, please review New Business Processing Tips.
• United/Mutual of Omaha:
  • End of year pay and new business deadlines
    The last pay cutoff in 2013 is December 23^rd.

• December 2013 Holiday Telephone Solicitation Bans
• California AG asks for review of Neasham reversal
  The state’s attorney general wants the California Supreme Court to review the appeals court decision that overturned Glenn Neasham’s conviction on theft from a senior.
• Questions we should ask about the Neasham case
  With the California AG seeking to appeal the Appellate Court decision, the issues central to the Glenn Neasham lawsuit still resonate in the industry.
• Insurance regulation: 5 things to watch in 2014
  Want to prepare your practice for potential changes in the year ahead? Keep your eye on these five areas.

• 2014 realLIFEstories call for entries – deadline is December 16^th
  Each year, the LIFE Foundation sponsors the realLIFEstories Client Service Recognition Program, which honors the work that agents and advisors do by collecting and publicizing compelling examples of how insurance helped provide for families and businesses at times of great financial need.
  If you’d like to opportunity to see your work honored nationally, you can submit a personal story that demonstrates how the long-term care insurance you helped put in place for a family made a difference in a time of great need. Please take a minute to learn more about the program at www.lifehappens.org/reallife. Then, submit your own success story and be part of this important public educational effort.
  If your story is chosen, you and your client will be featured in a video to be used in a national public educational awareness campaign, as well as receive an all expense-paid-trip to San Diego to be honored at the National Association of Insurance and Financial Advisors (NAIFA) annual conference.

• Transamerica:
  • Prohibition on rebating
  • Paper statement elimination – effective January 10^th

• Genworth:
  • Boost Your Index IQ
    Whether you’re a proven pro or you’re just starting to learn about Index Universal Life (Index UL) insurance and Fixed Index Annuities, The Index Institute can help boost your index UL sales.

• Lincoln Financial:
  • The MoneyGuard Experience
    A universal life policy with optional long term care benefit riders. Watch the video.

• Mutual of Omaha/Companion Life:
  • New competitive GUL rates for NY
    Thanks to their new competitive rates, they now stack up at the top of the charts for GUL at the lifetime guarantee for both males and females.
  • New application packets for NY
    Applications must include the new Authorization to Disclose Personal Information form.

• Transamerica:
  • New term conversion opportunities to grow your sales!

• 13 ways an annuity can benefit an estate plan
  As an estate planning tool, annuities can provide guaranteed income, as well as growth of principal and risk management benefits.
• Stop letting the client fill in the blanks
  Having a client base that fully understands their annuity strategy is very good for your business and the annuity industry as a whole.
• What’s on the Horizon – The Legislative Outlook for Annuity Tax Laws

• American National:
  • Palladium Century 7 – first-year rate years 2-7: 1.8%
  • Value Lock 10 – 2% premium enhancement
  • Strategy Index Annuity (ASIA) Plus – 4 one-year strategies
  • December rates – annuities only
  • Creating an appropriate bucket list
    No, this is not a Hollywood drama or list of currently unattainable activities; this is about choosing different indexing strategies with the new ANICO Strategy Indexed Annuity PLUS from American National. The Strategy PLUS has been designed to take advantage of different choices to provide contract holders with several indexing options. These choices are duration and participation rates. By combining these different choices a number of strategies can be chosen to better meet contract holder needs.

• MetLife:
  • Exciting Disability Insurance occupation class upgrades & new emerging markets!
  • Easily explain the differences between Income Guard’s residual riders – new client flyer
  • Examine the components of a successful Individual DI review with a client – sales solution
  • View all improvements to MetLife’s medical underwriting guidelines
  • Explore MetLife’s Income Guard virtual toolkit

• United/Mutual of Omaha:
  • Keep It Going Booklet
    The Keep it Going Booklet will explain to your clients that when they add disability income insurance to their financial plan, they are not only taking an important step toward securing their income during working years, they are giving themself a plan to help keep their life going.

• American General:
  • It’s Game Day (October 1, 2013 – February 2, 2014)
    Submit Select-a-Term paid applications to win BIG prizes. Agents can win gift cards PLUS drawings for Sony 55-inch flat screen TVs. BGA’s win a staff recognition event.

• 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.

• SBLI:
  • iGo for an iPad Sales Contest (October 1 – December 31, 2013)
    SBLI will award an iPad to agents and case managers who meet specific criteria by using iGO eApp.

• 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!
  • TransCare III Sales Contest (October 1 – December 20, 2013)
    Transamerica LTC would like to help your agents kick off their sales of TransCare III (TCIII) with their largest, most exciting sales contest ever! But this contest is a little different. Prize levels do not depend on how much an individual agent sells, they depend on how much EVERY agent sells – combined!