Weekly Newsletter June 19, 2013

June 19, 2013

• A Client’s Own Words Can Be the Most Persuasive
• Build a better referralA successful referral is built on these four pillars.
• 10 steps for avoiding estate planning mistakesSlip-ups can happen to the best of us. Make sure your clients pay attention to these key estate planning areas.
• The future of life insurance taxation
• To 1035 or not to 1035?When should your client exchange one annuity for another?
• Get smart: To be effective, you must be informed
• Selling to Boomer Women
• Making estate planning a family affairGetting younger generations involved in their elders’ estate plans can help ensure all bases are covered.
• Talking index products with Genworth’s Charlie GippleGenworth’s director of index products weighs in on client education and the opportunities in index products right now.
• 5 tips for a successful referral requestA targeted referral strategy requires a thoughtful approach.
• Retirement with dignity – part 2
• Where have all the prospects gone?Develop a lead capture strategy for your seminars and you can attract the 97 percent who didn’t RSVP.
• Take pension benefits to the maxPension maximization through life insurance can help your boomer clients – and your practice.
• The anti-pitchThe ultimate sales pitch is no pitch at all.
• College Graduation Advice: Be Smart With Your Money This Suddenly Frugal blog features graduation tips from ING Retirement Coach Holly Kylen. The blogger, Leah Ingram, talks about her own daughter’s recent graduation from high school and the importance of the financial tips for grads that Holly provides. Holly’s five tips for grads focus on starting to save for retirement through an employer-sponsored retirement plan and/or Roth IRA, getting educated about the world of finance, budgeting and setting one-year, five-year and “don’t touch until retirement” financial goals.

• Genworth:
  • TODAY, June 19^th – Illustrating Total Living Coverage
• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10am CT Teleconference Number: 800-910-2399 Pass Code: 224032
• Prudential:
  • June 25^th – Teleconference UL Protector repricing and the introduction of BenefitAccess 11- 11:45am ET & 2- 2:45pm ET Dial-in #: (888) 276-0010
• Transamerica:
  • June 20^th – Using Consumer Insights to Drive Sales

• Honor Caregivers on the Longest Day – June 21, 2013
• Life Insurance Awareness Month 2013 Speaker revealed

  If the massive photo isn’t clear enough, suffice it to say, LIAM will be BOOMING this year!  Boomer Esiason, retired NFL quarterback, current analyst for The NFL Today on CBS and co-host of Boomer and Carton on WFAN, is passionate about the value of life insurance. Boomer’s mother passed away from cancer while he was in kindergarten, and he has spoken extensively about how money was tight growing up because of it. We will share more soon, but wanted to get this message out as early as possible so you can plan your LIAM campaign for September.  Stay tuned for the LIAM e-Kit with Boomer resources.

• SIFI designations are credit positive for insurers A SIFI designation may avail affected insurers of additional funds to meet unanticipated needs, says Moody’s.
• Minnesota Life:
  • Business Value Enhancement Agreement (BVEA) – announcement

• American General:
  • Offer clients 2 opportunities for return of their premiums with Secure Survivor GUL
  • Leverage higher capital gains tax rates for sales Capital gains tax rate increased from 15 to 20% in 2013.  Find out how you can turn this negative into a positive with a brand new sales concept.
  • Are you quoting standard plus? See if your healthy standard clients could qualify for Standard Plus and a 15% savings.
  • Elite Global Plus II approved in CA
• Aviva:
  • New IUL Crediting Strategies
• ING:
  • Index reports – updated May 28^th ING is the undisputed industry leader when it comes to IUL reporting. No one else today offers this tool the way they do in a way that can be used with your clients to help them understand Index Credit calculations.  And, it is updated monthly! The latest version with data current as of 5/28/2013 is now available. – IUL-Global Index Report – IUL-Global Choice Index Report
  • Understanding Business Succession Chapter 18: NQDC Plans Make Succession Planning Easier Learn how to add flexibility to a business succession plan, and reduce the amount of revenue the buyer may need to generate to make payments required under the agreement, through the use of a Non-Qualified Deferred Compensation (NQDC) benefit.
• Legal & General:
  • Mediguide – 1-minute consumer-approved video
    Learn how this valuable benefit, available free to Banner policyholders, might just save your client’s life.
  • EKG requirement eliminated for proposed insureds ages 20-40 The routine age and amount resting EKG requirement for proposed insured’s ages 20-40 has been eliminated.
• Lincoln Financial:
  • Treasury Indexed UL – client guide
  • The Outlook for the 10-Year Treasury Rate – white paper
  • Lincoln Leader for Life – June 7^th edition
  • GA Weekly Update
• North American:
  • 3 tips for using life insurance for smart money
  • Consumer videos:
  • Life Insurance Policy Review
  • Using Life Insurance to Help with Retirement Planning
  • Life Insurance for Financial Protection & Legacy Building
  • Using Life Insurance for College Funding
  • Pension Maximization Using Life Insurance
  • Credited interest rates on UL products are changing – effective July 1^st
• Prudential:
  • Re-priced Universal Protector enhanced with BenefitAccess Rider – effective July 1^st
• United of Omaha:
  • Life Underwriting Guidelines – correction A correction has been made to the recently released Life Underwriting Guidelines.
  • Guaranteed ADvantage rate guides Guaranteed ADvantage is rated on age bands for both male and females. When applying for family coverage (either with or without children) you must take both adult ages into consideration when figuring the monthly premium. The rate charts have been revised to make them easier to read and navigate.

• A risk worth taking?Private equity involvement in annuities requires a broader risk discussion.
• How insurers are solving the retirement crisisConsumers want products that account for the market realities of the recent past and foreseeable future.
• Annuity sales enter the K.I.S.S. eraThere’s a reason why deferred income annuities are selling like hotcakes. They keep it simple.
• American General:
  • Improved payout rates & marketing playbooks for Income Annuity products
• American National:
  • Product specific training Agents are REQUIRED to complete product specific annuity training in all 50 states, Washington D.C. and Puerto Rico to sell American National annuities. This training is required even if you do business in a state that has not adopted the 2010 Suitability Model. Complete training prior to 8/1/2013.
• Genworth:
  • SecureLiving Index 5 – now available
  • NAIC Suitability Model Regulation requirements of producers – reminder
  • Product specific training required in all states for fixed index annuities – reminder
• ING:
  • Lifetime Income Annuity Get the state approval grid and the forms grid. Important Notice:  Product specific training is required prior to solicitation.  For those that need to complete training on all of ING’s annuity products – including Lifetime Income – click here.  Also, check out the new sales presentation:  Lifetime Income Annuity (5 minutes, 27 seconds)
• United/Mutual of Omaha:
  • Mandatory annuity training for MN Read more on the training requirements in Minnesota and to view an Annuity State Chart to see if your state has mandatory annuity training.

• LTCI Watch: Prepositional phrasesWe may end up with much more precise ways of thinking about LTC as time goes on.
• Genworth:
  • In-Force Rate Action implementation for DC, HI & TN
  • In-Force Rate Action implementation for additional Alabama Group Trust States: DC & TN
• John Hancock:
  • Discover your window to web-based LTC insurance sales today
  • Understanding the claims process – flier
  • Heat up cold LTC sales leads for appetizing results – flier
• United/Mutual of Omaha:
  • Your LTC Resource: The LIFE Foundation They have an abundance of LTCi information and tools for you!

• 12 points that will make or break your disability saleProducers can close more disability sales simply by heeding these dozen steps.
• United/Mutual of Omaha:
  • Making Consumers Aware of DI The Council for Disability Awareness (CDA) conducted an online survey with financial advisors and consumers regarding income-threatening disabilities. We have highlighted some of this research to help you educate your customers.

• TMA and Genworth:
  • Fixed Index Annuity Sales Contest! (June 1 – October 31, 2013) Click here for details.

• 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.
• 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.
• North American:
  • 1% Commission Blitz Bonus (February 11 – June 30, 2013) Receive 1% Commission Blitz Bonus Special on all RetireChoice applications received between February 11^th and June 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.