Weekly Newsletter January 2, 2013

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.

• 3 sales questions to spur action
  How to get your prospects to overcome inertia and act.
• Financial Planning: 5 things to expect in 2013
  Financial planners can look forward to hiring sprees among small business owners, a spike in charitable giving and greater demand for high-end advisory services.
• How clients want to communicate
  Even when you think you are being clear, misunderstandings can happen in the client-advisor relationship.
• 3 ways to sell more by selling differently
  Try these strategies to position yourself as a valuable resource for your clients.
• A more powerful way to look at referrals
  It’s time to make the switch from a producer-centered referral strategy to a client-centered approach.
• Death of a (life insurance) salesman?
  The Internet is changing the way people shop for life insurance, but that doesn’t mean agents will become obsolete.
• How to make retirement income reappear
  You can help an increasing number of retirees deal with their decreasing number of dollars. And you don’t have to be a magician to do it.
• Indexed GUL: The all-purpose solution

• Aviva:
  • January webcast schedule and instructions
    – January 2^nd – Retirement Path Roadmap
    – January 8^th – Wellness for Life Rider
    – January 10^th – Survivorship Builder
    – January 14^th – Social Security
    – January 15^th – Cash Accumulation Portfolio
    – January 18^th – Spotlight on Success
    – January 22^nd – Life Portraits Sales Solutions – The Basics
    – January 23^rd – Aviva Resources
    – January 24^th – Not All IULs Are Created Equal
    – January 29^th – Annuity 101
    – January 30^th – Accelerated Access Rider
    – January 31^st – Indexed Universal Life Basics

• American General:
  • Special holiday message from President and CEO; Bob Benmosche
• Aviva:
  • News on the sale of Aviva USA 
• North American:
  • Authorization change and revised fraud notice for MD 
• Protective Life:
  • State regulatory changes for CA & SD – effective January 1^st
  • Enhanced on-line reporting & new critical correspondence report 
• Prudential:
  • Retention Limit changes – effective February 11^th
  • Potential effects of the Fiscal Cliff of 2012 
• United/Mutual of Omaha:
  • Financial strength reaffirmed by A.M. Best as A+ (Superior) rating

• Protective Life:
  • GUL product approvals in CA – effective January 7^th
• Transamerica:
  • The NEW TransACE Survivor is now available!

• Financing long-term care needs with an annuity
  An annuity with payments keyed to the amount of long-term care premiums can lift a heavy burden from your clients and their families.
• Slideshow: The history of annuities
  Think annuities are a new product? Think again. They’ve been around since the Roman Empire.
• A perfect storm for indexed annuities
  With volatility roiling the markets, indexed annuities can offer the asset protection clients want, along with the returns they’ll need.
• Who can solve the baby boomer retirement crisis?
  The answer may be deferred income annuities, said experts at an insurance industry executive conference.
• Annuities: 5 things to expect in 2013
  How might a redefined fiduciary standard impact annuity sales? Will carriers continue the trend of offering buyouts to variable annuity holders? Five conjectures for the year ahead.
• Genworth:
  • SecureLiving fixed immediate annuities rate decreases – effective January 1^st
    National – New York 

• Your uninsurable long-term care insurance client
  Any order taker can clap when the insurer says yes. Pros know what to do when the insurer says no.
• Who buys LTCI?
  Many Americans believe they should do their best to take responsibility for their own needs.
• John Hancock:
  • 12 for 12 – Year in Review 
• Transamerica:
  • 2012 Highlights
  • TransCare II 2012 launched in 41 states
  • Agent Resource Center 
  • LTC Awareness Month  
  • The LTCi Leadership campaign
  • LTC Partnership Training Agent Resource Center 
  • Consumer Materials
    Long Term Care Essentials (consumer brochure)
    Make the Most of Your Money (consumer brochure)
    Quick Product (consumer brochure)
    Will You Outlive Your Money? (consumer brochure)
    TransCare II Product (consumer presentation)
    Ways to Pay for LTC (consumer presentation)
    What is Long Term Care (consumer presentation)
  • Agent Materials
    Online Agent Training Modules
    Children Could Be Required To Pay for Their Parents’ Long Term Care (article)
    Sales Ideas (article)
    A New Way to Think About Long Term Care (brochure)
    Committed to Protecting Families and Their Dreams (brochure)
    The LTCi Advantage (brochure)
    Transamerica Multi-Life At a Glance (brochure)
    Step-Rated White Board Video (presentation)
    The LTCi Advantage (presentation)
    The Top 10 Reasons to Sell Transamerica LTC (presentation)

• American General:  
  • 2013 Passport to Paradise in Bermuda (ENDS February 14, 2013)
    ALL Universal Life sales count DOUBLE toward conference qualification!
• American National:
  • Cash is King 2013 (January 1, 2013 – April 30, 2013)
    Receive a CASH BONUS for the total of all Fixed Annuities written and paid.
    $1,000,001+: $1,000
    $750,001 – $1,000,000: $750
    $500,001 – $750,000: $500
• John Hancock:
  • Benefit Builder Bonus – (January 1, 2013 – 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.