October 1, 2014

UPCOMING WEBINARS

Accordia Life:
- October webinar schedule and instructions Get the full schedule here.

Genworth:
- Index UL 101 LIVE – webinar series Designed for busy financial professionals, these short yet packed-with-information sessions will give you an introduction to Index UL, tips to starting the conversation and closing the sale, the confidence and know-how to serve your clientele and insightful sales tips to improve your sales volume immediately. Conducted the same day and time every week, these live and interactive webinars are just what you need to gain a competitive edge. By investing less than an hour a week, you’ll have access to this sharply focused sales education series along with several bonus sales tools. Register here!
  - October 2^nd – 2:00 PM ET – Retirement Income Strategies: Starting the Conversation and Addressing Objections to Help Close the Sale
  - October 9^th – 2:00 PM ET – Beyond the Death Benefit: Building Cash Value with Index UL Insurance
  - October 16^th – 2:00 PM ET – Index UL Insurance Advanced Sales Concepts: Beyond the Death Benefit
- eValuate – new field underwriting tool for Long Term Care During this webinar, you will learn how to quickly determine if your client is insurable with the built-in prescreening questions. eValuate makes it easier for you to assess your clients for potential underwriting categories for Flex 2 and Flex 3. Dialin number: 1-646-307-1722 Access Code: 901-603-809
  - October 2^nd – 2:00 – 2:30 PM ET
  - October 9^th – 2:00 – 2:30 PM ET
- Protect & Grow Clients’ Money Before They Retire learn how to uncover missed opportunity in the qualified plan market by utilizing age-based, in-service withdrawal. Age-based in-service withdrawals may offer greater control for your clients as they plan for their future.
  - October 7^th – 2:00 PM ET
- Positioning Death Benefit Index UL Charlie Gipple will share Death Benefit Index UL positioning strategies for three different types of clients.
  - October 14^th – 2:00 PM ET

MetLife:
- Secure Flex Universal Life Firm Training Dial-in #: 800-553-0288

Minnesota Life:
- 15-minute sales strategy teleconference – every Wednesday at 10:00 AM CT Dial-in Number: 1-800-910-2399 Passcode: 224032
  - October 1^st – How our New Business Team makes doing business with us easy
- Estate Planning – Individually Centered (EPIC) A new turn-key approach to estate planning.
  - October 2^nd – 1:00 PM CT

SALES ARTICLES

5 ways to compete with the new industry challengers Google and Amazon may not sell insurance (yet), but they still pose a competitive threat to the insurance industry in the battle for engaged and loyal customers.
Should buying life insurance be like buying a new iPhone? Some things, you just can’t automate.
9 ways to unleash the power of social media in insurance Fifty-five percent of insurance consumers say they would use insurance services offered through social media. That’s too big a number to ignore.
42 reasons to love being an insurance agent Selling insurance is challenging, but it’s also one of the most rewarding jobs in the world.
Fear in life insurance: right, wrong or innovation opportunity? An innovation opportunity lies with whoever explores this, and more importantly, tries something new.
7 things you need to know about term life insurance A term life insurance policy promises to pay a death benefit to a beneficiary only if the insured dies during a specified term.
Estate planning for the modern family Laws and policies across the U.S. have largely failed to keep pace with shifting family structures.
The case for the child-owned life insurance policy Making child-owned policies part of the toolkit could be one solution to the Achilles Heel of many an advisor’s practice.

CARRIER & INDUSTRY

IRS finally answers after-tax IRA rollover question Can after-tax money in 401(k)s be converted to a Roth IRA tax-free?

Genworth Financial:
- Contracting and Appointment Requests Producers, Agencies, and General Agents have a broad array of services available to help them manage contracting and appointment requests, such as a multi-carrier contracting system. If a multi-carrier contracting automation system is used to complete Genworth’s Producer Information and Appointment Form (PIF), it is the Producers, Agencies, and General Agent’s responsibility to ensure the responses to Genworth’s specific Business practices questions are accurate, the proper details have been provided, and the signatures are appropriately applied.
- Producer Screening Requirements – reminder

North American:
- Advertising Materials – reminder All advertising materials that discuss or reference the Company or its products must be submitted to the Ad Review team for approval prior to use.

Transamerica:
- Welcome Robert Ahearn & Caroline Elrod to the Advanced Marketing team

Voya Financial:
- Voya Financial on CBS The second Voya sponsored “Eye on Money” segment aired on September 10th. View the segment – The 3 Big Financial Goals – now.

LIFE INSURANCE

Accordia Life:
- Life Assure – why settle for only one “sweet spot”? Accordia Life Assure is a top 5 competitor in a wide range of scenarios. You can feel confident recommending this product for affordable death benefit protection to your clients.
- Control Your Destiny – sales idea This piece describes how Jared works with his insurance agent and uses Accordia Life’s Lifetime Builder to gain financial independence and protection from financial uncertainties.

AIG:
- Underwriting improvements Recent underwriting enhancements include the elimination of treadmill stress tests! Find out more about this and other improvements.
- Looking for really competitive level term for your clients? AIG is in a market-leading position for 15, 20, 25 and 30 year term non-tobacco classes. See how AG Select-a-Term stacks up against its competitors.
- Elite Index II and Elite Survivor Index II – now available in NY & CA Get more details here.
- Help your clients protect their family assets Watch this new video to learn how chronic illness coverage can play a key role in protecting family assets. Check it out on the “Telling the Story” page via RetireStronger.com.

Genworth Financial:
- Working Your Book This producer guide – Working Your Book – provides tips and ideas to consider when enhancing your relationship with existing clients.
- Compensation restriction for Accelerated Benefit Rider for LTC services removed in WI This announcement pertains to all Wisconsin Asset Builder Index UL and Foundation Builder Index UL policies with the Accelerated Benefit Rider for Long Term Care Services with policy dates on or after September 1, 2014. Effective immediately, Wisconsin has removed their restrictions imposed on the first year percentage of commission amounts payable for the Accelerated Benefit Rider for Long Term Care Services. Genworth is now able to use the standard national commission rate for business issued in Wisconsin.

Lincoln National:
- Are Your Clients Protected from Market Risk? Help clients overcome market risk. Give them the opportunity for market-driven growth potential with asset diversification and volatility management. Life insurance from Lincoln can be an important component to help fill the gaps in your clients’ retirement portfolios. This financial resource can help provide added security during periods of market decline while offering death benefit protection with tax-efficient growth and income potential.

MetLife:
- Secure Flex UL offers protection and flexibility for your clients Secure Flex Universal Life (UL) provides:
- On-line tools to make field underwriting easier

Mutual/United of Omaha:
- Guaranteed Refund Option – COMING OCTOBER 1^st Beginning October 1, 2014, all qualifying GUL and GUL Plus policies will be issued with the new Guaranteed Refund Option. This new feature provides clients with three windows where they can get their ‘stash’ back, giving them flexible options for the future. Learn how this new rider works and read the transition rules. Why does the GRO rider matter to clients? You never know what the future holds. The client may decide to keep their insurance and never use this rider; however, by having it at no additional cost, the client at least has options if their situation changes.
- Improved GUL pricing – effective October 1^st The pricing improvements will strengthen product competitiveness for non-tobacco users ages 45-75. And remember, it’s important to always enter the client’s date of birth when running illustrations to ensure you are also quoting using the most competitive age last birthday rates.
- Use the ABR to help protect a client’s assets The assets your clients have accumulated could face threats from taxes, creditors, and lawsuits. If clients need extended long-term care, their assets may even be at risk because of their own health. The Accelerated Death Benefit Riders, available at no additional cost, were recently improved to provide greater protection against the costs of extended care. Listen to this Advanced Markets Minute podcast to learn more. Why does the ABR matter to clients? View this Real Life Story from Life Happens – and then keep Jim’s story in mind when recommending a product. Sometimes extra benefits are worth a minimal price difference.
- Life Insurance – an asset that creates predictability Without proper planning, a sudden market decline may cause you to leave behind significantly less than you intended. That’s why it’s important to diversify and balance your assets.

North American Company:
- Teach Your Clients About Term and Permanent Life Insurance! – video
  Your clients might know the basic difference between term and permanent life insurance, but they might not know how this choice could affect their options in the future. North American’s Term vs. Perm video offers a quick and engaging way to share this important message with your clients via email, social media, or your website.

Prudential:
- BenefitAccess Rider competitive comparison tool – NEW Many prominent carriers offer products that provide death benefit and chronic illness care protection. This piece was created to help evaluate the differences and similarities between these products and help determine which product or carrier is appropriate based on your clients’ needs.
- Buy/Sell Arrangement Using A Stock Redemption Strategy Tony and Robert’s S Corporation is thriving. Two senior employees own interest in the business, Tony and Robert each own 40%, and two senior staff members each own 10%. The PruLife UL Protector can offer a solution that gives Tony and Robert the liquidity they need to repurchase the company’s shares should either of them or a staff member owner die unexpectedly. See the case study here.
- New Advanced Marketing Modeling Calculators Leverage new consumer approved Excel and PDF presentations from Prudential’s Advanced Marketing team. See the available materials here.
- Activate Your Assets Strategy Activate Your Assets is an asset repositioning strategy using life insurance to help clients leave more for their heirs and position idle assets more efficiently.
- Get a NEW Perspective on Life You often recommend traditional guaranteed UL for permanent life insurance protection, you’ll want to discover the full palette of what PruLife Founders Plus UL can offer your clients-cost-effective, flexible coverage, the potential for cash value accumulation, and an extended no-lapse guarantee.

SBLI:
- Whole Life that covers all the bases – flexibility, integrity and guarantees SBLI’s suite of whole life products feature great living and death benefits. Your clients can choose from 6 products and up to 7 flexible riders for their evolving coverage needs. Each product boasts strong guaranteed cash values. All of their whole life products participate in dividends – and SBLI has an excellent actual-vs.-projected dividend history. View this handy, one-page summary.
- Life insurance application form revision for MA – effective October 8^th
  Slight changes are being made to the MIB wording. Also, several questions are being revised on the Part 1. Click here to see a sample.

Symetra:
- Symetra Classic UL w/ Lapse Protection Benefit (LPB) provides even lower premiums As if premiums weren’t low enough, Symetra now offers LPB Premier – a unique pricing program that provides even lower premiums for your premier clients. With LPB Premier pricing, premiums average 6-10% less than the number 2 ranked GUL carrier. What’s more, it requires no additional effort on your part. If your clients meet the eligibility criteria, Premier pricing will be automatically applied when you run an illustration.

Transamerica:
- Income Protection Option – sales tip Many clients are looking for alternatives to leaving a large sum of money to their heirs at the time of their death. Additionally, they are looking for simple solutions to distribute the death benefit to the beneficiaries of the policies. With the Income Protection Option available on Transamerica life insurance policies, you can create multiple ways to distribute the death benefit for that policy owner without the need for the client to create a trust.
- TransACE 2014 – NEW! The 2014 edition of TransACE guaranteed universal life has been updated to include a new rate band (for policies $10,000,001 and above) and new kind codes, with rebalanced pricing to make the product more competitive in level-pay scenarios. TransACE 2014 continues to offer the guarantees, flexibility and control clients want today. TransACE includes the MultiFlex Surrender Endorsement (MSE), Income Protection Option (IPO), and is built to be sustainable for the long term with Real Time PricingSM. TransACE also offers the Long Term Care Rider, subject to jurisdiction availability. For more details, view the information below.
- TransACE 2014 Transition Rules
- Trendsetter Super 20 Price Adjustments Premium rates for Trendsetter Super 20 have been adjusted to maintain an overall competitive price position and maintain a top-three premium ranking in a wide range of risk classes and issue ages. Trendsetter Super combines all the benefits of term life insurance with a variety of features, including an available Return of Premium Rider (ROP), Income Protection Option (IPO) and a non-med band for up to $99,999 without a medical exam. For more details, view the information below.
- Trendsetter Super 20 Transition Rules
- Foreign Nationals Connection – your information hub Visit Foreign Nationals Connection today! This dedicated website helps you understand the Foreign Nationals opportunity, process business through Transamerica and locate potential clients. The site utilizes responsive design allowing for an optimal viewing experience across all your devices.
- Trendsetter LB materials

Voya Financial:
- Premium Financing Opportunity with the new Premium Deposit Fund (PDF) Rider This case study shows the value of the PDF rider in premium financing – clients can take out large loans at lower interest rates.
- Improved rates for some Breast Cancer histories With Voya, Standard rates without a flat extra premium are a possibility immediately after completion of treatment on some DCIS breast cancers. Get the details here.
- Looking for a Voya App/Form? ING U.S. recently changed its name to Voya Financial. As part of rebranding efforts, they are making updates to various electronic submission and online applications. Here are a few tips to remember when doing a search for forms and applications.

COMBO PRODUCTS

Genworth:
- Total Living Coverage (TLC) Accelerated Benefit Rider (ABR) and Extension of Benefits Rider (EBR) By paying an initial lump sum premium for TLC, your clients immediately create a death benefit as well as a pool of benefits to pay for covered long term care needs. The following fact sheet and case study help define what exactly this pool of benefits is.
- TLC competitive comparison
- Positioning TLC

ANNUITIES

5 ways regulation is affecting the annuity industry From financial planners to annuity producers, everyone has felt the effects of regulatory restraint on both the local and national level.

American National:
- Value-Lock 10 Value-Lock 10 is an indexed annuity with NO CAP on the amount of interest that can be credited to the contract. See how the Lock-In works here.

Athene:
- Current version of Athene Benefit 10 discontinued in 4 states – effective October 13^th On October 13, 2014, sales will be discontinued
  for the “current” version of Athene Benefit 10 in Alaska, Massachusetts, Missouri and Vermont.
- Make way for the NEW Athene Benefit 10! Athene Benefit 10 is currently sold by agents contracted with Athene Annuity (DE), Wilmington, DE. This product is being retired in conjunction with the launch of the new Athene Benefit 10 issued by Athene Annuity and Life Company, West Des Moines, IA. Watch for information on new Athene Benefit 10 product availability in the four states where the current Athene Benefit 10 product is being retired. If you’re not already contracted with Athene Annuity and Life Company, now is a great time to make the transition.
- Athene MaxRate 5 discontinued – effective October 3^rd Athene MaxRate 5 and Athene MaxRate 5 Enhanced Liquidity (EL) multi-year guarantee annuities will be discontinued after October 3, 2014. The Athene MaxRate 7 and Athene MaxRate 7 Enhanced Liquidity (EL) products will remain available in all approved states. Please note: Athene MaxRate 5, Athene MaxRate 5 EL, Athene MaxRate 7 and Athene MaxRate 7 EL will continue to be available in New York. Be sure to check the state availability chart for the latest information on the availability of Athene Annuity products.

Genworth Financial:
- Materials to get your clients talking about retirement!
- Rate changes On October 1st, SPDA rates increase for the National and New York versions of Independence, Liberty, and Smart Rate. Rate Saver is increasing as well. Also, SPIA rates have gotten even more competitive. The shortest period certain only will be 5 years 6 months. FIA caps/rates are staying the same. View the current rates.

North American:
- Product changes in Oklahoma Read this bulletin for:
- Enhanced RetireChoice and IncomeChoice – new enhancements NAC RetireChoice and IncomeChoice fixed index annuity series have been enhanced with a new volatility control index and Annual Point-to-Point with Index Margin crediting method.

LONG TERM CARE

5 ways to kill the LTCI slump You have plenty of excuses to give up. Here’s how to keep going.

Genworth Financial:
- LTCI is too expensive and complex. Right? Until recently, affordability and complexity made it harder for you to offer your clients long term care insurance (LTCI). Now you can overcome both challenges with FlexFit packages. FlexFit packages help you design a Privileged Choice Flex 3 policy that best fits your clients’ needs. They start at less than $100 a month for qualified applicants, making it easier to fit LTCI into clients’ budgets. And, their prepackaged features and benefits help make the product simpler to understand, explain, and sell. Check out Genworths’ special site where you can learn more about FlexFit packages. You can also view the following case studies that show the different FlexFit packages that can help meet your client’s LTCI needs:

John Hancock:
- 2013 and 2010 in-force rate action notifications for late October The 2013 in-force rate action includes John Hancock LTCI individual policies originally issued in New Mexico and Wisconsin. Also, we will continue implementation in Arizona and begin notifications for additional products in that state. The 2010 rate action applies to John Hancock and Fortis LTCI individual policies in Texas, where we will continue implementation and begin notifications for additional products in that state. Click here for more information.
- Updated Sponsored Group consumer materials Now that employee benefits season is here again, it may be a good time for you to seek out new LTC insurance sales opportunities in the worksite and affinity marketplaces. John Hancock is prepared to support your efforts by providing you with updated consumer marketing material for the Sponsored Group Discount Program, available in all states except Hawaii. Get a list of materials for Employer and Affinity markets. Also, make sure you have the correct the application booklets.

Mutual of Omaha:
- LTC Sales Idea How do you get people talking about long-term care? Check out this month’s sales idea.

DISABILITY & CRITICAL ILLNESS

Mutual/United of Omaha:
- Kiplinger DI Video Don’t forget about the Kiplinger DI video! It’s an effective way to show clients the importance of disability income protection.
- New Beginnings – Cancer, Heart Attack and Stroke Brochure The New Beginnings Cancer, Heart Attack and Stroke brochure can help your clients decide which policy is right for them.

MEDICARE SUPPLEMENTS

Mutual/United of Omaha:
- How to submit business without really trying Your busiest time of the year for Med supp business is about to begin. During the annual Medicare open enrollment period (OEP), October 15 – December 7, Mutual of Omaha is ready to handle your Med supp submissions. Get easy application submission tips here.
- 12% Household Discount – available in Oregon New Medicare supplement underwritten by Omaha Insurance Company offers your clients a 12% household discount in Oregon.
- Assure your Med Supp clients Our AEP postcard can help you assure your clients during the Fall surge. It can be a confusing time for clients when they see advertising messages everywhere.
- October Rate Release for Colorado Good news! Medicare supplement rates in Colorado are declining.

AGENT CONTESTS

AIG:
- Win $1,000 gift card or iPad (8/1/2014 – 10/31/2014) Now is a great time to explore how accident and health (A&H) products can strengthen clients’ financial resources while creating new income streams for your business. View the contest rules and a 15-minute training session are available on the contest website.
- AIG Better Ride Contest (8/1/2014 – 1/31/2015) Now is your chance to rev it up, get in gear, and gain some traction! Producers will receive points based upon the sale of our permanent products, and additional points for selling AG Asset Protector on Secure Lifetime (AAS Rider & LIS Rider), and the AAS Rider on Elite Index II. For every 5 points a producer earns they will get a raffle ticket towards the drawing of a 2 year lease on a BMW 528i. Get complete details.

American National:
- 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. Click here for details.

Athene:
- Top Producers Dublin 2015 (1/1/2014 – 12/31/2014) Produce $3.5 Million or more (received during the qualification period of January 1, 2014 – December 31, 2014) with Aviva or Athene products and then get ready to pack your bags for Ireland. Click here for details.

Genworth:
- 2015 Distribution Leaders Summit (1/1/2014 – 12/31/2014) Discover South Africa – April 15 – 24, 2015! Click here for details.
- The 2015 Masters Tournament – April 6-12, 2015 (8/1/2014 – 12/31/2014) Click here for official rules, award information and qualification details!

Lincoln National:
- Double Your Credit (7/1/2014 – 12/31/2014) Help your clients prepare for the future and earn double PAP credit on all Lincoln MoneyGuard Solutions cases placed in force between July 1 and December 31, 2014. Click here for complete details.

North American:
- Elite Agent Bonus Program (1/1/2014 – 12/31/2014)

Transamerica:
- Break Away and Travel with Transamerica (4/1/2014 – 12/19/2014)
  - Agents who place $25,000 of premium (minimum 3 TLIC life applications) will earn a 3-day vacation package valued up to $1,400 for yourself and a guest.
  - Agents who place $75,000 of premium (minimum 5 TLIC life applications) will earn a 5-day vacation package valued up to $5,000 for yourself and up to 3 guests.
  - Click here for complete details.
  - Long Term Care production can help you win the above trip! Now earning your Break Away is even easier. Long Term Care production is being included towards qualifying! View the Break Away travel site for complete details.
  - Break Away and Hit the Links! Transamerica is excited to announce new destination options for Break Away. By popular demand, singles golf outings are now available! That’s right, by qualifying for a three-day Break Away prize package, you could find yourself teeing off under the blue skies of Palm Springs, California or enjoying the sea breeze on Amelia Island, Florida. Sell more, go farther! By qualifying for the second level Break Away prize package you can take your pick from the world famous courses of Pebble Beach, Pinehurst, and six TPC courses including Sawgrass and Scottsdale! All golf packages are for one person. Challenge your friends to qualify for their own trip and meet you on the greens! Start planning your outing today! View the new golf packages here.
- Leading Distributors Convention in Barcelona (1/1/2014 – 12/31/2015) This is your opportunity to experience one of the world’s top destinations in an entirely unique way-the Transamerica way! Sun-filled days, exciting nightlife, and the breathtaking beauty of Barcelona await, when you qualify for the 2016 convention – held May 11-15, 2016. Click here for details. View the producer flyer.

Weekly Newsletter October1, 2014

October 1, 2014

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