February 19, 2014

• Retirement income planning: Learning the hard way
  Consumer demand is high and advisor interest is mounting – but how should you respond to this opportunity?
• How to grow your practice with retirement income planning
  It’s possible to build a thriving business after clients stop working in the retirement income planning market.
• Advisors: Are you ready for the 1 billion?
  Firms need to reflect the diversity of their client base.
• Fishing for clients
  Like fishing, prospecting requires patience, knowledge, perseverance, confidence and effort.
• Battle of the sexes in retirement planning
  Men in a relationship are twice as likely to consider themselves the key decision maker compared to their partner.
• 10 ways to kill your deal
  Guiding your prospect through the steps of a sale is a delicate process-one fraught with pitfalls. Avoid these 10 mistakes to turn your next prospect into a client.

• Aviva:
  • Identify Your Client’s Retirement Income
  • February 24^th – 3:00 PM ET – Password: Aviva1Retire

• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10:00 AM CST
    Hosted by expert life insurance case designers, you’ll learn actionable sales ideas in a short, easily digestible format. Each week, the sales idea call will create a valuable opportunity to add a new sales tool to your practice.
    Teleconference Number: 1.800.910.2399 Participant Pass Code: 224032
    • February 19^th – BOLD – Retirement Income Strategies using life insurance
  • BOLD – Retirement Income Strategies using life insurance – webinar
    • February 20^th – 1:00 PM CT

• North American:
  • 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.
    • February 20^th – 11:00 AM ET

• The brave new world of life insurance distribution
  An SVP at AIG shares why life insurance distribution models are transforming – and why that’s a good thing.
• The Telephone Consumer Protection Act (TCPA)

• American General:
  • Important mailing address changes for life products – effective February 18^th

• Genworth:
  • New process for life New Business communication of information to our distributors

• North American:
  • Three tips to help you leverage the Insure Your Love campaign this month.

• American General:
  • Raise client awareness!
    50% of households are at risk for their standard of living declining during retirement. Raise client awareness of this important issue by downloading these helpful infographics on longevity, retirement and the prevalence of chronic illnesses in America.
  • Prepare your clients
    When using AG Quick Ticket, share this Client Preparation Guide with clients to make sure they are prepared before the process begins. Preparation is critical to a successful experience plus it can help the case be processed as quickly as possible.
  • AG Asset Protector – available on AG Secure Lifetime GUL II
    Give clients peace of mind knowing retirement assets are protected from unexpected expenses. With AG Asset Protector, clients have access to death benefits while they are LIVING.
  • Universal Life interest rates – effective February 14^th

• Genworth:
  • Foundation Builder Index UL
    Give clients an affordable death benefit, more financial flexibility and the ability to add long term care coverage.
  • Asset Builder Index UL and Foundation Builder Index UL now have higher Cap Rates
    Asset Builder Index UL also now has lower loan rates!

• ING:
  • Add IUL to an existing client’s life insurance portfolio
    From February 1 – April 30, 2014, TermSmart, TermSmartNY, ROP Endowment Term or ROP Endowment Term NY policy owners can purchase an eligible IUL policy through an easier underwriting process.

• Lincoln National:
  • More flexilibility with Lincoln MoneyGuard II
    Take a look at the Advisor Marketing Materials, Underwriting materials and Client Marketing materials! This new product offers:
  • A choice of return of premium options (an additional cost may apply)
  • Flexible payment options
  • A couples discount
  • GA Weekly Update
  • Premium Finance guidelines
  • Special Exchange Program
    External term to permanent insurance with Lincoln Treasury Indexed UL.

• MetLife:
  • Whole Life Up Close – an educational, interactive iPad App
    Increase sales by educating prospects on how whole life works. This iPad app is designed to help advisors not just explain, but convincingly demonstrate to potential clients the mechanics, benefits and unique value of whole life insurance. It helps provide a simple step-by-step interactive overview of whole life insurance by introducing potential clients to its core features and benefits and creating a sample whole life insurance solution.
    To download this app on your iPad:
  • Enter www.metlifeinvestors.com into Safari web browser on your iPad.
  • The page is located at Products / Whole Life Up Close.
  • Click on the Download Now button and follow the prompted directions.
  • Did You Know?
  • There are new Routine Attending Physician Statement (APS) Guidelines for life insurance that will reduce processing time for many clients.
  • Financial Underwriting Guidelines have been updated.
  • MetLife has published a handy flyer on the Enhanced Care Benefit (ECB) Underwriting Guidelines. Also, the ECB Disclosure Statement is available in life application client packs.
  • There is a new CA Senior Disclosure Certification for life applications dated February 24^th and later. One form replaces three forms.

• Mutual/United of Omaha:
  • Consider using the 1040 Form as a sales tool
    It’s the time of year when your clients are starting to file their income tax returns. IRS Form 1040 contains a number of valuable pieces of information that can help you start a conversation with your clients about their need for life insurance.

• SBLI:
  • SBLI case study proves the power of Whole Life
    These days, people are seeking more than just a death benefit from their life insurance policy. Diminished or inadequate retirement funds, market unpredictability, and unexpected financial obligations are just a few reasons why more and more families are leveraging the reliable growth and performance of whole life insurance to provide living benefits which last a lifetime.

• Symetra:
  • Symetra Classic UL with lapse protection
    In addition to having among the lowest annual premiums, Symetra Classic Universal Life Insurance with Lapse Protection Benefit consistently ranks No. 1 or 2 in target premium when compared to other low-cost premium carriers.

• Transamerica:
  • Living Benefits videos to share with prospects
    Share these video testimonials with clients and prospects to help them understand that severe illnesses can happen at any time, to anyone. Fortunately, families can help protect themselves financially in their time of need with a Trendsetter LB term life insurance policy. It offers early access to the policy’s death benefit to help pay for expenses brought on by a qualifying critical, chronic or terminal illness.
  • Living Benefits Video (Lance Stallings)
  • Living Benefits Video (Mark Stueven)

• Annuities Should Create Agency Income
  Many of your insureds will be putting a lot of money into annuities. Based on national sales figures, this is a near-guarantee. Will they buy through your agency or from a competitor? If you’re an agency decision maker, the answer lies in your hands.

• American General:
  • Retire at 65 and keep your maximum Social Security benefit. Here’s how!

• American National:
  • Palladium Single Premium Immediate Annuity – run a quote today!
    See payout comparisons.
  • State specific Annuity Disclosure required in NJ – effective March 1^st
    When applying only for a WealthQuest Citadel Diamond Series contract, New Jersey applicants will need to complete 10601-NJ. The previous annuity disclosure, Form 10601, will no longer be accepted on the WealthQuest Citadel Diamond Series contracts after March 14^th.

• Genworth:
  • SecureLiving annuity rate information

• Lincoln National:
  • Generate retirement income with less risk – Lincoln Deferred Income Solutions Annuity
    Income generation is the primary function of a Lincoln DIS Annuity – it’s not an add-on feature. So clients will generally receive more income, be exposed to less risk, and avoid extra costs that many common annuity strategies rely on through optional income riders. With the help of the materials below, you can design a plan for your income-driven clients that guarantees them future income.
  • Case study: Income-driven client
  • Podcast: Income-driven client

• Self-insuring
  What do you say to non-billionaire prospects who still think that way?

• Genworth:
  • Privileged Choice Flex 2 launching in CT, HI, IN, MD, MO, NY, OR, VA – effective February 24^th
    View the February 24^th launch Questions & Answers.
  • Rate History Disclosure Form
  • In-Force Rate Action implementation announcements:
  • Iowa
  • Wisconsin

• John Hancock:
  • Benefit Builder – How it Works brochure helps answer client questions
    They’ve got questions? You’ve got answers! The Benefit Builder – How it Works brochure (ICC13-LTC-9502, LTC-9502, LTC-8502) is a great tool you can use with prospective clients to help explain how the Benefit Builder feature works in a straightforward and concise manner.
  • Updated tax materials
  • Tax Guide
  • LTC insurance state tax incentive guide
  • Tax advantages prospecting brochure – to leave with or mail to consumers
  • 15-minute training presentation
    This presentation walks through the potential tax deductibility of LTC insurance premiums for individuals, the self-employed and business owners. In addition to the guidelines for each, examples of how to calculate the portion of the premium that may be deductible are also included.
  • LTC Captivate earns outstanding achievement award in insurance category
    The Intractive Media Awards (IMA) recently awarded LTC Captivate, John Hancock’s innovative web-selling system, with an outstanding achievement nod in the insurance category. If you’re unfamiliar with LTC Captivate, check out the training presentation.
  • Colorado 5-hour ongoing, mandatory training – available via webinar
    Colorado requires that the 5-hour ongoing training be taken in a classroom venue. John Hancock’s CE vendor, LTC Connection, has received approval from the Colorado Department of Insurance to now offer this classroom training via webinar. Webinars are offered on a weekly basis, so there’s no more waiting for a class in your area or traveling to meet this requirement. There is no exam to take. Click here for LTC Connection’s Colorado LTC Training Webinar Schedule.
  • Because You Asked
    This Because You Asked piece addresses frequently asked questions concerning Long-term Care riders on life insurance contracts. It discusses the differences between indemnity and reimbursement, outlines potential issues with third-party ownership, explains Chronic and Critical Illness riders, and more.
  • Is your client eligible for the Long Term Care Rider? – flyer
    Some clients may not be eligible for the Long Term Care rider from a health perspective, even if they might otherwise qualify for the base life policy. To help properly set your clients expectations, be sure to check for the impairments listed in this flyer and let the corresponding sign indicate your next step.

• Mutual of Omaha:
  • Mutual Care Solutuions launching in Arizona and North Dakota – effective March 1^st

• Mutual/United of Omaha:
  • DI Underwriting: Height/Weight Ratio
    Check out this compelling DI underwriting idea that can help with your future clients.

• American National:
  • Cash is King 2014 (1/1/2014 – 4/30/2014)
    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

• Genworth:
  • Index Universal Life incentive to Grow Your Business in 2014 (1/1/2014 – 6/30/2014)
    $100 producer incentive for each IUL policy received in the Genworth Home Office between January 1, 2014 and June 30, 2014 and placed no later than September 30, 2014.

• Minnesota Life:
  • Earn an extra $700 (1/1/2014 – 3/31/2014)
    Beginning January 1, 2014, through March 31, 2014, you have the opportunity to receive up to $700 in Visa gift cards for the business you place with Minnesota Life.

• North American:
  • Elite Agent Bonus Program (1/1/2014 – 12/31/2014)
  • Click here for details on the Elite Silver Level Agent Bonus Program.
  • Click here for details on the Elite Gold Level Agent Bonus Program.