Weekly Newsletter July 10, 2013

July 10, 2013

TMA LIFE WEBSITE UPDATES AND ADDITIONS

Be sure to check the distributor homepage of our website for
important news, upcoming events & TMA’s blog.

TMA created pieces can be found via the TMAXclusives quick link button at the top of TMA’s website homepage or on the Sales & Marketing Tools tab.

Use TMA created materials with your brokers! Contact TMA Life Sales & Support Desk at 877-862-8622 to obtain a copy you can personalize for your agency.There are no new updates to report this week.

SALES ARTICLES

3 reasons your senior clients need an estate plan
Three advisors with senior-focused practices share their most persuasive estate planning arguments.
Are your clients special?
Your clients will treat you as well as you treat them.
Estate planners: Watch out for these life changes
Life Insurance And Philosophy: The Good Of A Life Secured
Young, Broke and Worth Your Time
Cold calling, Part 1: The don’ts
Whatever you do, don’t ask “How are you today?”

UPCOMING WEBINARS

Aviva:
- July webcast schedule and instructions
- TOMORROW, July 11^th – IUL Crediting Strategies
- July 16^th – IUL Crediting Strategies
- July 17^th – Aviva’s Cash Accumulation Portfolio
- July 18^th – IUL Strategy Selection Tool
- July 23^rd – Retirement Path Roadmap – An Introduction to the system
- July 24^th – IUL Strategy Selection Tool
- July 25^th – Not All IUL’s Are Created Equal
- July 30^th – Annuity Illustration Center
- July 31^st – Target Series Annuities
ING:
- WEBCAST RECORDING Functional & Cognitive Testing for Older Age Clients
  Dr. Kristi Petersen, ING Senior Medical Director, discusses functional and cognitive testing in our older clients and how to interpret for Underwriting. This presentation is available to you now below, and it will be accessible on the ING for Professionals website in mid-July.
  View the presentation.
  Hear the speaker notes.
John Hancock:
- WEBCAST RECORDING Expanding Your Reach with LTC Captivate
- LTC Captivate training webinars on co-browsing
  LTC Captivate is John Hancock’s new state-of-the-art, web-based sales system for LTC insurance. It helps to eliminate the geographic and logistical hurdles that often exist in today’s busy world. It is now available in 36 Compact states. To learn how you can utilize co-browsing with your client to grow your business, click on one of the links below to register for an upcoming LTC Captivate training webinar:
  - TOMORROW, Thursday, July 11^th from 11:00am – 12:00pm EST
  - Friday, July 16^th from 1:00pm – 2:00pm EST
Lincoln Financial:
- TOMORROW, July 11^th – Fixed Life Quarterly Product Overview
MetLife:
- TOMORROW, July 11^th – Retirement Buy-Sell
  This is the strategy you and your clients most want to learn about. Find out about this strategy and how it may help increase sales with business owner clients by joining this series of informative webinars hosted by MetLife’s Advanced Sales Center.
Minnesota Life:
- Weekly 15-minute sales strategy calls – every Wednesday at 10am CT
  Teleconference Number: 800-910-2399 Pass Code: 224032
Prudential:
- July 17^th – The Five W’s of Chronic Care
  During this session, you will learn:
- What the Five W’s of Chronic Care are, and what they mean for your clients
- The impact non-financial risks can have on your clients’ lives before and during retirement
- How life insurance can help protect against these concerns

CARRIER & INDUSTRY NEWS

LIFE INSURANCE NEWS

The end of DOMA: Married in the eyes of the IRS
DOMA’s demise will bring a lot of changes, especially when it comes to taxes.
Prudential CEO: Change is good
Kent Sluyter, CEO of Individual Life Insurance and Agency Distribution with Prudential, says it’s an exciting time to be in the insurance business.
Genworth:
- Fixed life & annuity statements and checks going green
ING:
- The Supreme Court Rules on DOMA – What does this mean?
Lincoln Financial:
- Moody’s upgrades Lincoln National’s rating to A1
Transamerica:
- Federal Same-Sex Marriage – update
  Includes resources to help you address these potential planning opportunities.

AIG/American General:
- Lifestyle Income Solution – product bulletin
- Secure Lifetime GUL and the Lifestyle Income Solution – client guide
- Lifestyle Income Solution producer spec sheet
- Lifestyle Income Solution producer FAQs
- Secure Lifetime GUL – marketing playbook
Legal & General:
- What more do you get from Legal & General America?
  They offer Term Riders to help you customize coverage for your clients. Many people need more life insurance when they’re younger (with young children and a new mortgage) than they will later in life. This strategy can save your clients money now and even more in later years. Watch our short video (consumer-approved) to learn more about Term Riders.
- What more do you get from Legal & General – new consumer brochure
  When potential customers say “get me the best price,” what do your brokers do? Just run a spreadsheet? Or, do they promote top-tier term rates plus value-added benefits available from LGA?
- Financial strength materials – now available
- Financial Strength brochure
- We Offer More flyer
- Only LGA
Lincoln Financial:
- Lincoln MoneyGuard Solutions changes, incentives & opportunities
  Recently, several changes were made to MoneyGuard Reserve Plus and MoneyGuard Reserve products. These changes impacted product, compensation and overall competitiveness. Please read this flyer to learn about the changes, the incentives and, more importantly, the opportunities.
- GA Weekly Update
MetLife:
- Lunman Discusses Advantages of Participating Whole Life – article
  In this article, Gene Lunman talks about how participating whole life can meet a wide variety of financial needs.
- Introducing MetLife’s Virtual Exhibit Booth
  Now you can review product, underwriting, advanced sales, and company information virtually anytime and anywhere.
- Guidelines for preliminary applications – revised
- Improve the life underwriting experience for you and your clients
  Read more about updated guides that simplify and clarify the process.
- Protecting those who protect us
  Underwriting members of the U.S. military.
North American:
- Not All Indexed Universal Life (IUL) products are equal
Protective:
- Guaranteed Universal Life changes
- Streamline the application process with iGO Drop Ticket
United of Omaha:
- Help Prepare Your Clients’ Children or Grandchildren for the Future – sales idea
  Locking in life insurance for their children or grandchildren at an early age helps protect the child’s future insurability. See how can you help?
- Coronary Artery Disease – case study
  Check out this offer for a 61-year-old male who’s been diagnosed with coronary artery disease.
- Key Employee Protection…With a Twist – presentation

ANNUITY NEWS

Can new annuity entrants fill the gap?
Income Annuities are Getting a Second Look
It’s easy to make a case for why income annuities fit into an overall retirement plan, but there are challenges for advisors.
Rethinking the Ideal Buyer of Annuities
A new product concept gives financial professionals the opportunity to start a conversation about income with clients in their early 50s.
5 arguments in favor of annuities
Win your next annuities debate with these five unassailable product benefits.
Market Value Annuities are Back on the Sales Radar
A little-discussed annuity sales trend is the subtle advantage that market value adjusted annuities appears to have gained over fixed annuities that do not have a market value adjustment feature.

LONG TERM CARE

Not Your Father’s Long Term Care Insurance Anymore!
Genworth:
- In-Force Rate Action implementation for PA
- Partnership Disclosure mailing to LTC policyholders in IN
- Privileged Choice Flex policyholder mailing for IA
- Privileged Choice Flex 2 now available in TX
- Current annuity rates
John Hancock:
- Introducing LTC Sales Insider – video overview
  A comprehensive resource portal where you can gain quick and easy access to:
- Video success stories from your peers
- Sales and training support resources
- Easy-to-implement sales ideas
- Gender-Distinct rates to be introduced in AZ, DE, NJ, NV & SD – beginning July 29^th
- Montana to remain on unisex pricing
  Montana does not allow for gender distinct pricing due to state regulation. As a result, all new business in Montana will continue to be priced on a unisex basis. However, effective July 29^th, the couples/partner discount definition in Montana will change to reflect that couples must apply at the same time for the same policy form, be approved for coverage, and accept the individual LTC insurance policies (policy premium must be paid). The couples/partner discount rate of 30% shall remain the same. Please note: Montana will also be made available on LTC Captivate on July 29^th.
- National Partnership launching in MO, OH & WV – effective July 29^th
- Missouri’s specific Partnership training requirement
  If you have already taken this training, you must submit your certificates to the John Hancock licensing department. You will need both your 8-hour initial training as well as any current 4-hour refresher training certificates that you have.

DISABILITY

MetLife:
- Rates lowered for many physicians

AGENT CONTESTS

Legal & General:
- Let us take you to a Baseball Game!
  If you’ll be in the Baltimore area this baseball season, Legal & General would like to take you out to an Orioles game! Email sportstickets@lgamerica.com if you’re interested. (View the Orioles schedule.) Within two weeks, Legal & General will let you know if you scored the tickets. In addition, they do have a few Yankees and Mets tickets. If you’ll be in the New York area email Linda Carpentieri at LCarpent@lgamerica.com for tickets.

American National:
- Annuity Cash is King (June 1 – November 30, 2013)
  Receive a cash bonus for Strategy Indexed Annuity (ASIA) PLUS sales.
Aviva:
- TargetHorizon 10 Commission Bonus Program (May 1 – August 2, 2013)
  Receive a 50 bps commission bonus on TargetHorizon sales between May 1 and August 2, 2013.
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.
Transamerica:
- Spring Bonus Program (April 1 – September 30, 2013)
  Transamerica is offering this limited-time incentive bonus program on TransACE and TransACE Survivor life insurance policies.
- LTC Golden Gate Getaway – CA Sales Contest (June 15 – July 26, 2013)
  TransCare II Long Term Care insurance is now available in California, with flexible benefits for a wide range of clients, including the innovative Step-Rated Benefit Increase Option. To celebrate this occasion Transamerica LTC is excited to announce this Golden Gate Getaway California Sales Contest.

Weekly Newsletter July 10, 2013

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