Weekly Newsletter May 22, 2013

May 22, 2013

SALES ARTICLES

Change: There’s a middle option
Relax. Industry change is real, but it’s not as scary as you think.
Tell a better story
What we say about ourselves can make us better or worse.
Generation stress
Young people in this country are stressed about their finances and there is really no reason why they shouldn’t be
5 steps to leverage your referral process
3 term life selling roadblocks – and how to overcome them
How advisors can help solve the health care cost crisis
When it comes to planning for retirement, no hurdle appears to loom larger for consumers than how to account for healthcare costs.
Have a tough-to-reach prospect?
Five tips for getting through to your dream clients.
A little bird with a big chirp
The financial world is on Twitter. Are you?
The seminar antidote – video
Fireside marketing 101 – video
Beware of becoming a commodity

UPCOMING WEBINARS

American General:
- Schedule for 2^nd Quarter Training Webinars
Aviva:
- May webinar schedule & instructions
Genworth:
- May 23^rd – Learn where TLC beats the competition
- June 18^th – LTC webinar: Claims & Policyholder Survey
Minnesota Life:
- Weekly 15-minute sales strategy calls – every Wednesday at 10am CT
  Teleconference Number: 800-910-2399 Pass Code: 224032
  TODAY, May 22^nd – Human Life Value Campaign
North American:
- Demystifying Indexed Universal Life Insurance
  Since the first sessions were such a success, North American has extended this series into June. Make 2013 strong by improving your knowledge on Indexed Universal Life (IUL). The webinars below will help you better understand the nuances of this product design. These quick hitting webinars are 30 minutes, but may be extended for a discussion portion to answer all of your questions. Session times are CENTRAL TIME – make sure you accommodate to your location. Click on the link above to register.
  - TOMORROW, May 23^rd – Compelling Features
  - May 28^th – Illustration Tips
  - May 30^th – Illustration Tips
  - June 4^th – How to Sell
  - June 6^th – How to Sell

CARRIER & INDUSTRY NEWS

Aviva:
- Aviva’s Brainshark library
- Aviva’s technology guide
Genworth:
- Anti-Money Laundering – reminder
ING:
- ING U.S. Names Dave Wilken to Lead Individual Life Distribution
- New replacement regulation for WY
Legal & General:
- Microsite for institutional business – watch the video
Protective Life:
- Organizational change

LIFE INSURANCE NEWS

American General:
- The American’s mindset on retirement…one year later
- Have you talked to your clients about the New Economy?
- Harness the Power of Indexed Universal Life – article
  How Index UL offers security, flexibility and the potential to grow cash for your clients who want it all.
- A sales idea to help you grow your IUL sales
Aviva:
- New Tax Law – what am I going to do now? – brochure
- Using indexed universal life insurance to build future cash value
Genworth:
- Release notes for term re-price
- Colony Term rate changes
- Seed vs. Harvest – video
  This quick video discusses how 69% of consumers do not know that life insurance benefits are tax free. Take a moment to watch the video; which explains tax free money vs. tax deferred money and how an Index Universal Life policy can help clients achieve these objectives.
ING:
- Upcoming individual life insurance rate changes
  There will be changes to Index Universal Life product participation rates, Index Universal Life product caps and crediting interest rates on Individual Life Insurance products. View the Q&A on these changes here.
- Shared Dollar Life Insurance Arrangement – consumer brochure
  Flexible, inter-generational approach to retirement planning using life insurance.
- How to Sell Executive Benefits
  This popular series easily walks you through the sales process. Get started here:
  – Part 1: Setting the Stage
  – Part 2: What are Executive Benefits?
  – Part 3: Who are Your Prospects?
  – Part 4: How to Be the Problem Solver
Lincoln Financial:
- GA weekly update
MetLife:
- What if 10-year term is too much for your clients? Here is the answer!
Minnesota Life:
- Guaranteed Income Agreement (GIA) for Eclipse IUL – available May 20^th
  GIA offers more living benefits for your clients. Your clients can take comfort in knowing that by using this agreement, their distributions will be fixed and guaranteed for their lifetime, regardless of policy performance after the GIA has been exercised.
North American:
- How to Use Life Insurance for Annuity Maximization – video
Symetra:
- President’s budget proposal sparks potential life insurance opportunities
Transamerica:
- TransAce – add life to your business planning
- GUL – why it still matters and how to sell more
- New Final Expense products now available in GA
  The new Immediate, 10 Pay and Easy Solutions final expense products are now available in Georgia. These products offer competitive premiums, straightforward underwriting, face amounts up to $50,000 and a Children’s/Grandchildren’s Benefit Rider with Immediate Solution. See the list of states where new final expense products are authorized to sell.
- TransACE 2013 now available in CT
  TransACE 2013 offers the guarantees, flexibility and control clients need today. TransACE includes the MultiFlex Surrender Endorsement (MSE), a new two-year rolling target, and is built to be sustainable for the long term with Real Time Pricing.
  – TransACE Product Bulletin
  – TransACE State Availability
  – TransACE Product Guide
  – TransACE Quick Facts
- TransACE 2013 LTC Rider & Hypothetical Illustration now available in CT
  The Long Term Care Rider on TransACE 2013 provides long term care protection in the event that the insured qualifies as a chronically ill individual. It is designed to accelerate the TransACE death benefit up to the LTC specified amount to provide benefits to offset long term care expenses. The hypothetical Illustration provides additional LTC Rider information and demonstrates potential claim scenarios. The hypothetical report does not need to be signed and is not required with the formal application.
- Required endorsement for MD – effective June 1^st
  Effective June 1^st, all producers must submit a signed endorsement with every application taken in the state of Maryland. Maryland is requiring all insurers to amend the Fraud Warning Disclosure on applications and all claims forms. Until the revised applications are approved, producers must submit the signed endorsement. Transamerica will not issue any policies or contracts on applications signed after June 1st that do not have the signed endorsement. Please note that the effective date for this change (communicated in last week’s TransWeekly) has been moved from May 8^th to June 1^st.
United of Omaha:
- GUL Plus re-price – effective June 1^st
- New Life App Packs – effective June 1^st
- New product & underwriting guides – available June 1^st
- New Children’s Whole Life (CWL) App Pack for DE

ANNUITY NEWS

5 prime annuity prospects
In a sea of annuities prospects, these are the ones you should target.
Do you want to pay taxes now or later?
Most Americans do not understand the progressive nature of income tax law. That’s where you come in.
Florida Senate extends annuity law to all ages
The new law would also impose stricter criteria when recommending an exchange or replacement of an annuity.
American General:
- Enhancement to SPIA/DIA period certain only payout option
American National:
- Strategy Indexed Annuity PLUS 7 & 10
- Strategy Indexed Annuity PLUS product training
- Annuity suitability for KS & MI – effective June 1^st
  Effective June 1^st, Kansas and Michigan will require suitability form 4465 for all annuity new business submissions. This requirement will replace form 4466. Agents will also be required to complete product training prior to the sale of an annuity in Kansas and Michigan.
Genworth:
- NAIC Suitability Model Regulation requirements of producers – updated
- Product specific training for fixed index annuities – effective June 15^th

LONG TERM CARE

Section 1035 alternatives for long-term care protection
Section 1035 exchanges provide creative and tax-favored approaches to helping clients prepare for their future.
Long-Term Care: Denial Is Not One of the Choices
Genworth:
- In-force rate action implementation for ME & TX
John Hancock:
- LTC Captivate – your window to web-based LTC insurance sales – NEW!
- Sales & training materials for gender-distinct rates – updated
  – Custom Care III featuring Benefit Builder producer guide
  – Facts-at-a-Glance reference guide
  – Training presentation
  For a complete list of available materials, check out the product collateral guide. Please note: When conducting sales in the Compact states, fillable applications are no longer available.
United/Mutual of Omaha:
- LTC06U rate adjustment approved for WA

DISABILITY

How to overcome your prospect’s DI denial
What is disability income insurance? How much do I need? When should I buy? We’ve got answers to the classic questions your prospects are asking.
United/Mutual of Omaha:
- Two new discounts approved in CA
  Help BUILD your DI business with tools that work – two new discount programs!
- Disability Insurance Awareness Month: Seize the Opportunity – video
  Mutual of Omaha’s Disability Income Choice portfolio is uniquely designed to help you meet the needs of your middle market clients.

AGENT CONTESTS

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.

Weekly Newsletter May 22, 2013

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