Weekly Newsletter July 31, 2013

July 31, 2013

• How to crack the high-net-worth market Breaking into affluent circles is easier than you’d think.
• What mentoring taught me These four lessons were critical to my success.
• Stop doing this right now! How do you open your cold calls?
• What if grandma’s uninsurable? Wealthy grandparents can still leave a tax-advantaged legacy even if they’re unable to secure life insurance.
• Where do we go from here? Don’t hang up the phone until you’ve agreed on the next steps.
• Does your client still need that irrevocable life insurance trust? Estate taxes aren’t the only reason your clients can benefit from an ILIT.
• The importance of enthusiasm The most important sale you will ever make in this business is to yourself.
• There are only 2 business strategies There are two ways to pursue your business goals, and only one is characterized by caring.
• By 50, Clients Should Be Thinking About Retirement

• American General:
  • Summer Sizzling Webinars & Instructions
  • August 8^th – Quick Ticket: Quick Ticket Process Overview & Online Entry
  • August 22^nd – Term Conversion: Rules, Guidelines & Available Products
• Aviva:
  • July webcast schedule and instructions
  • TODAY, July 31^st – Target Series Annuities
• John Hancock:
  • Rate Action training webinars for producers with policies issued in AR Arkansas has asked John Hancock to hold rate action training webinars for producers with Arkansas-issued policies in order to better prepare them to support their policyholders affected by the rate increase. These webinars will provide an overview of the rate action, including affected policy series, customized landing spots and the communication process and timeline.  To register for a training webinar, click one of the links below:
    • August 13^th – 10:30am-11:30am ET
    • August 13^th – 4:00pm-5:00pm ET
• MetLife:
  • August 8^th – Opportunities in the Farmers & Ranchers Market Webinar
• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10am CT Teleconference Number: 800-910-2399 Pass Code: 224032
  • TOMORROW, August 1^st – Exit and Transition Planning
• North American:
  • August 1^st – SecureChoice Webinar  (Click to register.) SecureChoice is a new Fixed Index Annuity with a guaranteed minimum death benefit that has a stacking roll-up credit. Password – Nac2013 Dial-in #: 877-937-0678  Pass Code: 1034218

• 2013 Facts about Life Insurance – from LIMRA
• August 2013 holiday telephone solicitation bans
• American General:
  • Innovation is a Way of Life at American General
• Genworth:
  • Download the Index Institute App now! The Index Institute is a learning resource for financial professionals and consumers to better understand index universal life insurance and fixed index annuity solutions.
• North American:
  • New Business update North American is realigning their team to improve service for you.
  • Professional Designations update Check the revised list of approved, restricted, and prohibited designations.
• Symetra:
  • New National Ad Campaign: Sports Illustrated Rising Stars…sponsored by Symetra The centerpiece of the promotion is a national media campaign recognizing emerging talents in amateur and professional sports.  In addition to the Rising Stars program, Symetra-branded advertisements will run in various SI properties and across the NBC Sports Network, including national ads during Notre Dame football broadcasts.

• American General:
  • Enhanced Surrender Value Rider on Secure Survivor GUL This no cost rider allows your clients to surrender their policy during a 60-day window after the 15^th policy year and receive all of their premiums back. 3 Conditions must be met: – Guarantee period on youngest insured must carry to age 100 – Guarantee premiums must be paid – Policy must be surrendered within 60 days after the end of the 15^th year Check out the latest materials: – Secure Survivor Playbook – Producer Flyer – Consumer Flyer
  • Lifetime Income Solution Rider on Secure Lifetime GUL This helps protect your client against outliving their retirement income by providing the option to receive an income stream by drawing down the guaranteed death benefit. In most instances, clients can receive their entire premium back (or more) over a 10 year period and still have a residual death benefit to leave to their family. Check out the latest materials: – Consumer Video – Rider Specifications – FAQs
  • Accident Choice Plus Offers clients dollar-for-dollar reimbursement, pays directly to clients (not medical providers) and doesn’t coordinate with other health care policies.
  • Leverage life insurance as a solution for higher capital gains taxes
  • Quick Ticket Find out how you can get paid faster and reduce application errors with Quick Ticket. Simply complete a short application via Quick Ticket and let Exam One take it from there.
• ING:
  • IUL-Protector – NEW! Heavy on protection with growth potential…but not so heavy on the wallet!  This product is ideal for low-funded protection and accumulation sales.  View the materials below: – Product Flyer – Facts at a Glance – Producer Guide
  • Individual life insurance products currently available for ERISA Plan sales
  • Learning Lessons from Her Family Maliz Beams got an early education on the importance of saving and she is applying that experience in her role as CEO of ING U.S. Retirement Solutions.
  • Juvenile insured risk class change For permanent policies issued to juvenile insureds, ING only permits a change to the insured’s risk class if rates for the requested risk class were available at the insured’s age on the policy date.
  • We The People Use this consumer-approved, non-product specific marketing piece to complement your sales efforts!
• John Hancock:
  • Protection SIUL – NEW!
• MetLife:
  • Promise Whole Life Portfolio enhancements – effective September 3^rd
• Minnesota Life:
  • Understanding living benefits – flyer
  • Guaranteed Minimum Crediting Rate and SVEA announcement – effective August 17^th On August 17^th, the minimum guaranteed crediting rates will be lowered on all newly issued indexed universal policies.  In addition, the Surrender Value Enhancement Agreement (SVEA) will be modified on newly issued fixed and indexed universal life policies.
  • How much life insurance is enough? Life insurance allows your clients to better prepare for the unknowns in life and replace lost income if something were to happen. Deciding how much life insurance is enough is a hard number to determine.  This client approved Human Life Value flyer is available to assist your clients in this process.
• North American:
  • What’s Your Long-Term Blueprint for Success? – video Learn how North American can help you build on a solid foundation.
  • Suitability laws for TN
• Protective:
  • New replacement regulations for CT
• Prudential:
  • UL Protector now offers BenefitAccess Rider – view the eKit Universal Protector has been enhanced with the BenefitAccess Rider: which provides Chronic and Terminal Illness Benefits! Please note: To request the BenefitAccess Rider, check the “Other Riders/Benefits” box within Part 1, Question 5 (Requested Optional Benefits) on the application, and write “BenefitAccess Rider” or “BAR” on the line provided.   The BenefitAccess Rider supplement must be completed for all paper applications when the BenefitAccess rider has been requested.
  • Underwriting Materials – updated
  • Preferred Underwriting Estimator Guide
  • Attending Physician Requirements Guide
  • Do You Enjoy an Occasional Cigar?
  • Do You Enjoy an Occasional Cigar? – for consumer use
  • Replacement regulations for CT – revised
    Effective immediately, the Connecticut state specific “Important Notice Regarding Replacement” (COMB 89216 Ed. 7/2013) must always be completed, no later than the time the application is taken, for all life insurance applicants who have indicated they have an existing individual life insurance policy or annuity contract in-force. If the client chooses not to have the notice read aloud, you must ask him or her to initial the statement at the bottom of the page that reads, “I do not want this notice read aloud to me.
• SBLI:
  • FREE Accelerated Death Benefit Rider added to new and in-force policies
• United of Omaha:
  • Term Life conversion guidelines Help your term clients get the most out of their policies by reminding them of our liberal conversion opportunities.
  • GUL and Fit: The One-Two Punch

• 5 arguments against annuities – and how to overcome them They’re too expensive, too complex, too limited in scope – or are they?
• Four Steps To Selecting The Right Annuity
• The word is annuity. Try using it. Stop using deceptive phrases and be proud you are selling an annuity.
• Annuity anomaly: EIA + GLB > SPIA? Moshe Milevsky ran the numbers and, lo and behold, occasionally an equity indexed annuity beats a SPIA.
• Aviva:
  • New annuity application for CT
• Genworth:
  • NAIC Suitability Model Regulation requirements of producers
  • SPDA rate decreases (Click here for NY rates.) – effective TODAY, July 31^st The Liberty/Independence/SmartRate/Rate Saver will have a decreased base rate of .20 bps.
• North American:
  • Suitability laws for TN
  • New SecureChoice – microsite

• Genworth:
  • LTC new business processing update
  • State Guaranty notice mailing to LTC policyholders in HI, MS, ND, NM, VA & WY
  • In-Force Rate Action implementation for Oklahoma and Additional Alabama Group Trust State: Oklahoma
• John Hancock:
  • 2010 in-force rate action notifications for late August
  • Launch of gender rates in AZ, DE, NJ, NV & SD – new date is August 19^th As a result of the delayed delivery of a systems modification from a vendor, the launch of new gender-specific products in five states will now take place on August 19^th.  All applications for Custom Care III featuring Benefit Builder in these five states for current rates must be signed no later than August 18^th and received in the Home Office by August 26^th.
  • Montana to remain on unisex pricing Montana does not allow for gender-distinct pricing due to state regulation. As a result, we will continue to price all new retail business in Montana on a unisex basis. However, effective August 19^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 August 19^th.
  • Revised HIPAA Privacy Notice – Omnibus Final Rule – update In January, the Department of Health and Human Services (HHS) issued a Final Rule to modify certain elements of the HIPAA Privacy and Security Rules, with a September 23^rd compliance effective date.  View the explanatory presentation.
  • National Partnership launches in MO, OH & WV – effective August 19^th
• United/Mutual of Omaha:
  • Rate adjustments approved for IL & NC Additional states have approved the LTC04i, LTC04G and LTC06Ui rate adjustments. Take some time to review which states were approved.

• MetLife:
  • Income Guard now available in CT, FL & NC Also, be aware that transition deadline of July 31^st is fast approaching for the states that launched Income Guard on May 6^th. MetLife Solutions no longer supports OMNI Advantage or Select in those states.  States that approved Income Guard on June 6^th are not affected.  Click here to review the list of all states that currently have Income Guard available.
• United/Mutual of Omaha:
  • Real Life Disability Story Watch this real-life story about the importance of Disability Insurance.

• 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.
• John Hancock LTC:
  • Sponsored Group 90 Days of Summer Sweepstakes (July 3 – September 30, 2013) This is YOUR opportunity to grow your business AND enter for a chance to win one of two new iPads!
• 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.
  • Annuity Sales Sizzler (July 10 – August 30, 2013) Don’t miss out on these great specials!  Premium Bonus Increases 1% between July 10, 2013 and August 31, 2013 on specific annuities.
• 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.