March 26, 2014

• American General:
  • Annuity & Accident & Health Training Webinar Series
  • March 26^th – 3:00 PM CT – Product Enhancement: AG Choice Index 10 and Power Index Plus
  • April 9^th – 1:00 PM CT – Immediate and Delayed Income Annuities Overview
  • April 23^rd – 1:00 PM CT – Accident & Health
  • May 28^th – 1:00 PM CT – Accident & Health

• Aviva:
  • Indexed Survivorship Builder
    Password: Life4two
    • March 27^th – 10:00 AM CT

• Genworth:
  • The Truth About Annuities
    • April 10^th – 2:00 PM ET

• Minnesota Life:
  • 15-minute sales strategy teleconference – every Wednesday at 10:00 AM
    This 8-week 15-minute sales call series will include a webinar component to demo the illustration programs and run different scenarios to help you make the sale.
    Dial-in Number: 1-800-910-2399 Passcode: 224032
  • March 26^th – Designing IUL w/minimum premium & guaranteed death benefit
  • April 2^nd – Illustrating a protection focused IUL using a PDA
  • April 9^th – Designing a basic Whole Life policy
  • April 16^th – Custom presentations for wealth accumulation & retirement
  • April 23^rd – Designing a Term/Perm Combo
  • April 30^th – LifeCenter tips and tricks

• North American:
  • Changing Needs
    Discover the flexibility of North American’s life portfolio in accommodating to a client’s changing needs. Learn how critical, chronic, and terminal illness coverage, the protected death benefit, and our exchange provision can help you make future sales on a client’s changing needs over time.
    Event Password = Webinar Dial-in #: 877-937-0681 Passcode: 9264795#
  • March 27^th – 11:00 AM ET
  • The NEW Income Multiplier (x2) – double client’s income when they need it most
    Learn about a new optional feature on North American’s Income Pay Guaranteed Minimum Withdrawal Benefit (GMWB) Rider.
    – Opportunity for double income during confinement to a qualified nursing care facility
    – Income Multiplier is available after the second contract year
    – Income Multiplier is available for an additional annual cost of 0.10%
    • March 31^st – 2:00 PM – 3:00 PM ET
      Password: Nac2014 Dial-In #: 877-937-0678 Pass Code: 1034218

• Protective Life:
  • Working with Widows
    It is important to understand where your client is in her grief journey. Adjust your approach to help her make certain financial decisions when she is best able to make them. Receive five free copies of “Moving Forward on Your Own: A Financial Guidebook for Widows” when you attend a session.
  • April 2^nd – Three Stages of Widowhood

• Put referrals on your agenda
  Let your clients know ahead of time that you plan to bring up the subject, so they won’t be surprised. That way, they’ll have time to think it through.
• How to Compel Your Target Audience – Targeting Niche Markets
  Targeting an industry niche is a very effective, yet underused marketing strategy in the financial services industry. It can be hard to create a reputation for yourself when your marketing approach is “shotgun.” On the other hand, when you target a very specific industry niche, it’s fairly easy to elevate yourself to “celebrity status.”
• 5 things advisors can learn from the Oscars
  Whether you’re an occasional moviegoer or an impassioned film buff, you can learn a handful of useful lessons from the Academy Awards that can help you improve your practice.
• Unlock a Social Security windfall
  Creative use of Social Security timing strategies can be key to securing comfort in retirement.
• How to get tax-free retirement income with life insurance
  Life insurance can be used to secure tax-free income both in the accumulation phase and the distribution phase.
• What Are The Most Undervalued Leadership Traits Of Women?
• Prepare to be patient if you aim to serve wealthy business owners
  This ultimately lucrative market is all work and little pay in the early part of the relationship.

• Lincoln Financial Introduces Life/LTC Combo
• Demand for mobile-delivered policy info is growing
  People 40 and older still prefer to receive notifications on insurance renewals via email or post.
• Compliance and clients’ best interests: a lesson for the ages
  Clients aren’t expected to understand compliance because they don’t hold or maintain insurance licenses. Agents, however, must keep compliance in the forefront of their business.

• AIG/American General:
  • New Advanced Markets illustration system – coming soon
    AIG is currently working with Insmark Illustration Systems to bring their platform onboard. Details and the launch date will be provided as soon as available. To facilitate this offering, AIG will be terminating support for the existing Tapestry Illustration System, effective April 1, 2014.

• Aviva/Accordia:
  • Accordia Life transition – website
    Bookmark www.accordianow.com to keep up to date on the Aviva to Accordia Life journey.

• Genworth:
  • Federal Privacy and Security Regulations For HIPAA Covered Products – reminder
  • Privacy Policy – Agent Responsibilities – reminder

• AIG/American General:
  • AIG Select-a-Term re-price – effective March 17^th
    Rate reductions of generally 1% to 8% but some cells were as much as 10%. View the comparison flyer. Get more marketing resources. And, to help you get the word out to your producers easily, use these customizable messages. Sweet Spots are:
  • Extremely competitive non-tobacco classes, face amounts of $250K or more in 15, 20, 25, and 30 year terms, male and female, ages 20-75.
  • VERY competitive premiums for rated term cases.
  • Top tier pricing for term cases over $1 million.
  • Accelerated Access Solution (AAS) now available in Oregon
    (AAS) helps protect against the unexpected expenses that may arise from chronic illnesses and is available in all states EXCEPT California, Connecticut, and New York. AAS may also be purchased as part of the AG Asset Protector bundle which includes the Lifestyle Income Solution. See this map for availability and RetireStronger.com site for more information.

• Aviva/Accordia:
  • IUL crediting strategies beyond the 1-year point-to-point

• Genworth:
  • Total Living Coverage (TLC)
  • New Total Living Coverage now available in Indiana & New Jersey
  • TLC Simulator now available on computer & tablet
  • In-force crediting rates changing on life insurance products

• MetLife:
  • Whole Life Up Close – shows clients how to supplement their retirement income
    Have you ever used an illustration to show a client how they could use their whole life policy’s cash value to supplement their retirement income? Now you can help clients visually understand their options easier – and more professionally – than ever with MetLife’s new “Supplemental Retirement Income” tool. Built into the Whole Life Up Close iPad App, this new tool lets you:
  • Clearly show how taking disbursements to help supplement retirement income would impact their whole life policy.
  • Easily demonstrate how much value they have in the policy even after providing retirement income or helping pay for college.
  • Simply use a bottom slide bar to show what the policy values are at different ages of a sample client.

• Minnesota Life:
  • New process for individual life insurance applications
    A W-9 Form is required when applying for a policy with either the Premium Deposit Account Agreement or the Accumulation Dividend option. This is required because of the taxable interest earned on accumulated dividends and funds deposited to the PDA. This interest is required to be reported to the IRS. Please submit this form with the application. You may use one of two forms:
  • The W-9 Request for Taxpayer Identification Number and Certification which is provided on our form engines,
  • The IRS W-9 which can be found at www.irs.gov.
  • “This Is Family” campaign
    “This is Family” provides you the tools and resources needed to enter underserved markets that have unique considerations when it comes to estate planning and life insurance.
  • Special Needs Advisor Guide
  • Special Needs Consumer Brochure
  • Special Needs Sales Track
  • Business Owner Life-stage Design (BOLD) – microsite
    The new BOLD microsite is a one-stop shop where you can access BOLD marketing materials in a convenient, centralized location. Here you will find over 30 different advanced sales strategies for the business owner market.

• Mutual of Omaha:
  • Children’s Whole Life available in New York – effective April 1^st
  • Delivery Receipt for life and annuity policies – effective April 1^st
    Effective April 1, 2014, the Delivery Receipt will be included with the policy as a Post Issue Requirement in CA, LA, PA, SD, VA and WV.
  • New life application packets for New York
    NOTE: Starting May 1, 2014, the new applications must be used. If an old application is received, Underwriting will follow-up with the producer to request the new application.

• Protective Life:
  • Choice UL – the CHOICE for short-duration insurance needs
  • Indexed Choice UL – online application now available!
    Protective Indexed Choice UL is now available on the TeleLife/EZ-App platform; allowing you to efficiently submit business online and simplify the application process for you and your clients. Protective Indexed Choice UL can help clients seeking death benefit protection, cash-value accumulation and flexible features without the complications of confusing index options.

• Prudential:
  • Premium limitations lifted – reminder
    Effective March 10^th, the premium caps in place for UL and SUL Protector were lifted.
  • New state approvals – reminder
    Effective March 10^th, the following re-priced products and/or riders have been approved:
  • Founders Plus UL w/BenefitAccess Rider now available in Florida
  • Universal Protector w/BenefitAccess Rider now available in Maryland
  • Custom Premier II & Index Advantage UL now available in Maryland
  • Zero Estate Tax Strategies
    Family. Charity. Government. Upon death, your clients cannot avoid benefitting at least two of the three. A certain amount of their wealth is “social capital”, meaning it will be returned to society, either through taxes or through charitable contributions. Knowing this, you can create a plan that guides the distribution of your clients’ wealth, based on their wishes. The Zero Estate Tax Strategies presentation is a great place to become familiar with the strategies that can help transfer your clients’ wealth more effectively.

• SBLI:
  • SBLI’s Whole Life Products now available on WinFlex
    SBLI’s new suite of whole life products and riders are now available for illustration on WinFlex. To begin illustrating the whole life products, request access via your WinFlex web sign-on. SBLI will review and approve your request promptly. You will receive an email confirmation once we’ve approved your access. Please note that the impact of zero-net cost loans will not be reflected in illustrated values until May 1^st. Until then, all loans will be illustrated under the assumption that they will be charged the loan interest rate indicated on the illustration.

• Symetra:
  • Symetra Classic Universal Life w/Lapse Protection Benefit – important update

• Transamerica:
  • Learn the benefit differences between ADB and LTC
    Are you currently selling or planning to sell life insurance with living benefits? If so, make sure you have the answers to the differences between benefits provided under an Accelerated Death Benefit (ADB) and benefits provided under Long Term Care Insurance (LTCI) and Long Term Care riders on life insurance policies, when making your next living benefits sale. The link above provides answers to questions about ADB and LTCI differences such as:
  • What are the differences between the ADB and LTCI benefits?
  • What are the differences between benefit eligibility criteria?
  • Does an elimination period apply?
  • What if the benefits are never needed?
  • What if the benefits are needed?
  • Are there restrictions on benefit amounts?
  • Are the benefits subject to federal income tax?
  • What are the income and death benefit considerations?

• A dying mom’s request
  How does a terminally-ill, 40-year-old, single mom get money to her 10-year-old after her death?
• Annuities and taxes – part 2: contract payments
  What is an annuity contract and what general rules govern the income taxation of payments received under annuity contracts?
• Annuities and taxes – part 4: 9 requirements of tax-sheltered annuity contracts
  What nine requirements must tax sheltered annuity contracts (403(b) plans) meet?
• IRS sheds light on longevity annuities
  The IRS has issued a private letter ruling explaining the tax treatment of a so-called longevity annuity.

• Genworth:
  • Current annuity rates
  • Take hold of the opportunities for Genworth Index Annuities
    Between the low interest rate environment of other fixed alternatives and the volatility of the market, now is the time to be talking to your agents about Genworth. Be sure to ask about:
  • A great sales idea and client pieces for moving money on the sidelines to a safe alternative.
  • Sales ideas and client pieces for an alternative for the changing Bond market.
  • Maximizing opportunity for growth without the risk of loss.
  • Genworth had the #3 Stock Performance in the S&P500 since 3/9/09!

• Lincoln National:
  • Lincoln Leader for fixed annuities – March 14^th edition

• Mutual of Omaha:
  • Delivery Receipt for life and annuity policies – effective April 1^st
    Effective April 1, 2014, the Delivery Receipt will be included with the policy as a Post Issue Requirement in CA, LA, PA, SD, VA and WV.

• North American:
  • NAC RetireChoice 14 Fixed Index Annuity – uncapped strategies with annual reset
  • Up to 10% premium bonus with optional Additional Benefit Rider
  • Uncapped crediting methods (a participation rate may be applied)
  • Return of Premium with optional Additional Benefit Rider
  • 14-Year Surrender Charge Period

• LTCI Watch: Never too young
  Waiting until people are 45 to tell them about LTC planning? Try 45 days.
• Selling LTCI smarter: Prospect theory
  What if insurers misunderstand how potential buyers think about the future?

• Genworth:
  • In-Force Rate Action announcements:
  • PHASED IMPLEMENTATION for Alabama
  • PHASED IMPLEMENTATION for Alabama Group Trust States: AL, NJ, MA, AK, AZ, CT, MI, MS, PA, SD, WY
  • Cost of Care – better data makes better plans
  • New Requirements to Access Special (Couples) Benefits Form for Montana

• John Hancock:
  • Support materials during tax season – updated
  • Tax guide
  • Prospecting brochure to leave-behind or mail to consumers
  • LTC insurance state tax incentive guide
  • Flier to help start a conversation about long-term care planning during tax season
  • 15-minute training presentation to walk through the potential tax deductibility of LTC insurance premiums for individuals, the self-employed and business owners. In addition to the guidelines for each, examples of how to calculate the portion of the premium that may be deductible are also included.
  • Consumer Reports reprint article available to email to clients
    Consumer Reports recently published an article written by Orly Avitzur, M.D. about the need for long-term care insurance.
  • 2010 in-force rate action notifications for late April
  • John Hancock makes it easy to stay compliant to sell LTC Insurance
    Visit www.jhpartnership.com to stay compliant! Our website lets you check your state’s training requirements and our CE Vendor, LTC Connection, reminds you when your training is due again. You can take your training online or via webinar. If you take it via webinar, you do not need a proctor and you do not need to take an exam. (Not all states qualify). Visit www.jhpartnership.com for more information.

• Mutual of Omaha:
  • MutualCare Solutions Partnership update for Idaho
    Idaho has approved an additional Partnership option for the new MutualCare Solutions (LTC13) product.
  • Common Employer Allowance – a new way to generate multiple sales
    Look for people who share a common employer. Using the new Common Employer Premium Allowance is easier than a true multi-life sale because there’s no group approval to obtain. When five or more co-workers purchase LTCi policies from you, they each save five percent on their premium.
  • Watch the savings add up
    Saving money is top of mind these days. With the high cost of everything from gas to groceries, there’s never been a better time to focus on the premium allowances available on the LTCi products you sell. These allowances are available on products in the MutualCare Solutions (LTC13) portfolio:
    • Partner (both issued) – 30%
    • Partner (one issued) – 15%
    • Preferred – 15%
    • Association/Sponsored Group – 5%
    • Common Employer – 5%
    • Producer – 5%

• Transamerica:
  • Learn the benefit differences between ADB and LTC
    Are you currently selling or planning to sell life insurance with living benefits? If so, make sure you have the answers to the differences between benefits provided under an Accelerated Death Benefit (ADB) and benefits provided under Long Term Care Insurance (LTCI) and Long Term Care riders on life insurance policies, when making your next living benefits sale. The link above provides answers to questions about ADB and LTCI differences such as:
  • What are the differences between the ADB and LTCI benefits?
  • What are the differences between benefit eligibility criteria?
  • Does an elimination period apply?
  • What if the benefits are never needed?
  • What if the benefits are needed?
  • Are there restrictions on benefit amounts?
  • Are the benefits subject to federal income tax?
  • What are the income and death benefit considerations?
  • LTC News
    In this issue:
  • What Sets Transamerica LTC Apart – a summary of the key reasons you should sell Transamerica LTC.
  • Highlights from the VIP Red Room at the ILTCI Conference – Transamerica painted the ILTCI Conference red with a kickoff event of jazz, cocktails, and desserts.
  • LTC Tax Q&A Brochure
  • Upcoming 15-Minute Power Crunch – April 1^st & 2^nd
    Tax Advantages of LTC Insurance! Register today for 15 minutes of facts about taxes and stand-alone Long Term Care insurance.
  • Multi-Life Producer Guide – the guide has been updated to include New York specific information about Flex and Flex Plus products for Associations.

• Mutual/United of Omaha:
  • DI Choice Underwriting – updated guidelines
    Mutual of Omaha will be releasing revised underwriting guidelines for the products DI Choice and DI Choice at Work.

• American National:
  • Cash is King 2014 (ENDS April 30^th)
    Earn a CASH BONUS for annuity sales! Total of all fixed/ indexed annuities paid. Minimum of 3 applications.
  • $500,001 – $750,000 = $750 cash bonus
  • $750,001 – $1,000,000 = $1000 cash bonus
  • $1,000,000+ = $1500 cash bonus
  • 2015 Marketing Conference (qualification period 1/1/2014 – 12/31/2014)
    You and your guest will enjoy five days and four nights at The Cove Atlantis, Paradise Island, Bahamas from May 17-21, 2015 if you are one of American National’s top 80 qualifiers.

• Genworth:
  • Index Universal Life incentive to Grow Your Business in 2014 (1/1/2014 – 6/30/2014)
    $100 producer incentive for each IUL policy received in the Genworth Home Office between January 1, 2014 and June 30, 2014 and placed no later than September 30, 2014.
  • 2015 Distribution Leaders Summit (1/1/2014 – 12/31/2014)
    Discover South Africa – April 15 – 24, 2015!

• Legal & General America:
  • Go Figure Contest(3/1/2014 – 12/31/2014)
    This agency incentive begins March 1st and runs through 2014, BUT the qualifications restart again on July 1^st, and then again on October 1^st. To win an iPad or Android Tablet, you need to focus on financial institutions!

• Minnesota Life:
  • Earn an extra $700 (ENDS March 31^st)
    Beginning January 1, 2014, through March 31, 2014, you have the opportunity to receive up to $700 in Visa gift cards for the business you place with Minnesota Life.

• North American:
  • Elite Agent Bonus Program (1/1/2014 – 12/31/2014)
  • Click here for details on the Elite Silver Level Agent Bonus Program.
  • Click here for details on the Elite Gold Level Agent Bonus Program.
  • Triple Pay Program is Back! (3/1/2014 – 8/31/2014)
    Recruit new agents and earn $100 for each of your first three paid life insurance cases! View the video.