Weekly Newsletter June 5, 2013

June 5, 2013

• They haven’t done the math! Many workers are clueless as to how to convert their retirement accounts into a lifetime income stream.
• Woo me already! If you think client relationships are built on mass emails, you better think again.
• 5 ways to help middle-class clients with estate planning Non-wealthy clients might not have to worry about the estate tax, but they still need your help.
• 100 best sales & marketing ideas:
  • 9 ways to build strategic alliances The right professional ties have become the golden ticket to more sales. Here are nine ways to meet the Centers of Influence you need.
  • 9 classic sales ideas Whether you prospect on the golf course or over the phone, the most important thing is how your position yourself.
  • 11 ways to educate clients Prospects thirst for financial knowledge more than you might realize. Here are the best ways to reach them.
• 11 ways to get more referrals Do you know your local pharmacist? How about your clients’ kids?
• 9 reasons direct mail still works Think Twitter and other tech darlings have entirely overshadowed direct mail? Think again.
• 3 responses to counter any objection Top salespeople know how to handle objections with smart questions.
• Into the mind of the baby boomer
• An agenda for referrals
• The widow planner

• American General:
  • BGA Training Opportunity Leverage a noted estate planning and life insurance expert for training on insurance planning needs in the current economy.  Set up your training webinar for your agencies today!
  • Schedule for 2^nd Quarter Training Webinars
  • TOMORROW, June 6^th – PANGEA Licensing System
  • June 11^th – Social Media Sales Tools
• Genworth:
  • June 11^th – Selling Total Living Coverage
  • June 13^th – Introducing Asset Builder IUL
  • June 18^th – LTC webinar: Claims & Policyholder Survey
  • June 19^th – Illustrating Total Living Coverage
• MetLife:
  • June 13^th – The Dual Executive Benefit Plan
• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10am CT Teleconference Number: 800-910-2399 Pass Code: 224032
  • June 13^th – The impossible task of placing a value on a human life
• North American:
  •  TOMORROW, June 6^th – How to Sell Indexed Universal Life

• Holiday Solicitation Bans for June 2013
• Legal & General:
  • A+ from AM Best
• United/Mutual of Omaha:
  • Oklahoma Tornados Extra consideration should be given to the policyowners affected by the tornados in Oklahoma.

• American General:
  • Accident Choice Plus increases compensation Accident Choice Plus minimizes clients’ out-of-pocket expenses for a wide range of accidental injury medical costs; and offers increased 1^st year compensation plus renewals.
• Aviva:
  • NEW index crediting strategies transition guidelines
• Genworth:
  • Asset Builder IUL All materials are now available on The Index Institute!  Check out this two-minute You-Tube video to learn more! Also, click here to download the APP.  Entry code: learn
• North American:
  • ADDvantage Term Do you have business clients looking for an economical way to fund a buy-sell agreement? Consider North American’s competitive 10-year and 15-year ADDvantage Term life insurance.
• Transamerica:
  • Interest Rates
  • View threshold interest rates for TransACE, TransACE CV and TransACE Survivor products. Sign up to receive a text message alert when ACE interest rates change.  Text ACE-RATES to 36698.
  • View current declared interest rates for Transamerica products (current as of May 29, 2013).
• Final Expense Riders in TX  – IMPORTANT REMINDER The Texas Department of Insurance recently conducted an audit of the Accidental Death Benefit Rider and Children’s/Grandchildren’s Benefit Rider on the enhanced Solutions Series Final Expense products. The Accidental Death Benefit Rider and Children’s/Grandchildren’s Benefit Rider will not be issued on any applications that are written after May 25, 2013 until the forms are approved by the Texas department of insurance. Transamerica is actively working with the department of insurance for Texas to reinstate these riders.
• United of Omaha:
  • Living Promise has replaced Whole Life Express Effective June 1^st, Living Promise replaced the Whole Life Express (WLE) product in all states except CA and CT.

• Which indexed annuity is right for your client? Annual reset or point-to-point? Each of these four indexed options matches a specific prospect’s profile.
• Listen before you throw the first pitch An annuity isn’t for every client. But you won’t know that unless you ask the right questions.
• A change of tune about annuities One prominent financial advisor who was once against selling an annuity has come around to the benefits of the product.
• American National:
  • Strategy Indexed Annuity PLUS Get the Marketing Materials, FAQs, and State Availability Chart.

• The answer: Now The question: When is the right time to be selling long-term care insurance?
• Genworth:
  • A closer look at TrueView Underwriting
• John Hancock:
  • 2010 in-force rate action notifications for late June

• Disability Insurance Observer: Understanding One barrier to benefits communication is the stuff no one dares to talk about.
• United/Mutual of Omaha:
  • Disability Insurance Awareness Month – review Here is a glimpse at some of the items that were offered during this year’s 2013 DIAM! Use these tools to help increase your DI sales in 2013.

• 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:
  • 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.