Weekly Newsletter September 11, 2013

September 11, 2013

• Understanding today’s consumer
  If you approach the boomer market the same way you approached the senior market, you’re likely to be disappointed with the results.
• A sales skills primer
  • Part 1 – Here are some pointers on how to ask provocative questions.
  • Part 2 – How to listen with total focus.
• 7 in-your-face quotes the insurance industry needs to hear
  At the LIMRA/LOMA Social Media Conference for Financial Services in Boston this month, keynote speaker and best-selling author Gary Vaynerchuk, presented his story and ideas. Here are seven of Vaynerchuk’s key messages, told in his own blunt and candid voice.
• How do you educate prospects about life insurance?
  Three top producers share their tips and techniques for explaining to clients why life insurance is important.
• What ‘Breaking Bad’ can teach you about insurance sales
  Three important insurance-related lessons from Walter White and company.
• 14 reasons why life insurance is the best
  Turns out life insurance does a lot of good – for families, the economy and even happiness.
• How to leverage Life Insurance Awareness Month
  Producer Brock Jolly uses LIAM to start important conversations with his clients. Following his lead is easier than you’d think.
• 10 timely life insurance riders
  The right rider can be a persuasive sales point. Here are 10 that you need to know.
• Hispanics are a natural market for life insurance
  In the next 20 years, Hispanics are projected to grow three times more than any other ethnic group in the U.S.
• Q&A with Curt Knotick
  Advisor of the Year Curt Knotick shares why he is dual-licensed, what referrals mean to his practice and why he brings LTCI into every client conversation.
• A Menu of Services Can Underline Your Value
• How to succeed as an independent advisor
  For the right person, the benefits of independence can be as thrilling as Icarus’ early moments in the air.

• Aviva:
  • September webinar schedule & instructions
  • September 19^th – Retirement Path Roadmap – An Introduction to the system
  • September 24^th – Annuity Illustration Center
• John Hancock:
  • TOMORROW, September 12^th – LTC Captivate Webinar – morning session
  • TOMORROW, September 12^th – LTC Captivate Webinar – afternoon session
• MetLife:
  • TOMORROW, September 12^th – Life Insurance Review for Business Owners Webinar
• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10am CT
    Teleconference Number: 800-910-2399 Pass Code: 224032
• North American:
  • TODAY, September 11^th – Accelerated Benefit Endorsement Webinar
    Event Password: (case sensitive) Webinar1
    Dial-in number: 877-937-0681 Passcode: 9264795
  • TOMORROW, September 12^th – Demystifying IUL – How to Sell
• Transamerica:
  • September 19^th – Are You Having the Right Conversations for Sales Success?

• Aviva:
  • Transition to Athene & Global Atlantic
    View this one-page summary of what to expect. Also, watch the video from Mike Miller.
• ING:
  • Revenue Ruling 2013-17 – summary
    Get the details on the ruling to treat same sex married couples the same for tax purposes as heterosexual married couples regardless of where they reside.
• North American:
  • Score a Touchdown with a Client Tailgate Party!
    The beginning of football season brings a great opportunity to treat your clients, and possibly some prospects, to a fun event. A football tailgate party can be a chance to build your relationship with clients and prospects, while creating a lasting memory. Contact your North American distributor, or Sales Support to gain access to this powerful idea…866-322-7066.
• Transamerica:
  • Federal Same-Sex Marriage – update

• American General:
  • Select-a-Term – HOT NEW, LOWER TERM RATES!
  • Lifestyle Income Solution
    49% of retirees anticipate they’ll need to provide financial assistance to family. Find out how Lifestyle Income Solution can help your clients be prepared. Check out the new customizable flyer.
• Genworth:
  • Colony Term rates decrease
    Colony Term is back in the running. Colony Term 10, 15 and 20 rates decrease by an average of 12%.
• ING:
  • Using Business Dollars to fund ING Retirement Extra Using Life Insurance or S.O.L.A.R. Insurance Arrangements
  • Using Select Loans to Help Reduce Out-of-Pocket Costs (for ING Retirement Extra Using Life Insurance)
  • National Grandparents Day was September 8^th
    Show grandparents how life insurance can help the financial futures of their children and grandchildren with these marketing materials:
  • Hush Little Baby Lullaby Email – for consumers
  • Hush Little Baby Lullaby Postcard – for consumers
  • Put Your Money Where Your Heart Is Email – for consumers
  • Put Your Money Where Your Heart Is Postcard – for consumers
  • Leave a Legacy They’ll Never Forget Brochure – for consumers
  • Intra-Family Loans: An Alternative to Gifts Brochure – for consumers
  • Multi-Generation Trust Producer Guide – for producers
  • GST Tax Producer Guide – for producers
  • Individual life insurance credited interest rate changes – effective October 1^st
    View the Q&A.
  • Term insurance risk class change
    ING will only permit a change to the Insured’s risk class for certain term life insurance products and if the requested risk class was available at the insured’s age on the policy date.
• Legal & General:
  • New Underwriting Guidelines Brochure
  • When Prudence Prevails – white paper
  • XXX & AG38 – white paper
    The bruhaha late last year about the new version of AG38 and its application to then-prevalent guaranteed universal life designs inspired LGA CEO Jimmy Atkins to write this white paper. Within it, he provides a history and explanation of XXX and AG38, reserve requirements that inspired the use of captive reinsurance and other non-traditional strategies around reserves.
  • QuickQuote improvements
  • New field for family history
  • You can now add the facts you’ve gathered about five specific medical concerns instead of just three
  • There are now dropdown choices for common medical impairments or you can just choose “other”
  • If you’re asking for a quote because of a non-medical concern, it’s also now a dropdown option
  • Increased character limit for your quick descriptions from 500 to 700
  • Cookies have been enabled so your agency contact information will be saved
  • AppAssist increased to $10 million
    The amount parameters for our AppAssist (tele-application) program have been increased for ages 20-70, from coverage amounts through $5 million to coverage amounts through $10 million.
  • Coverage for spouses NOT limited to $1 million
    A dependent, non-wage-earning spouse is routinely determined eligible for at least $1 million in coverage. Legal & General will consider all coverage amounts on an individual case basis. Factors include: the earned income, coverage mount(s) applied for and in force on the wage earner, the relationship of this total line of coverage to the amount of coverage the wage earner qualifies for and the total line of coverage for the couple.
• MetLife:
  • The Enhanced Care Benefit Rider has launched!
    This rider is the newest addition to all five products in the Promise Whole Life portfolio. Clients now have a way to lessen the financial burden should they suffer a permanent illness in the future. With the Enhanced Care Benefit, policyowners will be able to accelerate up to 90% of their policy’s death benefit if the insured develops a permanent illness and use it to help meet additional needs such as paying for:
  • Costs associated with the insured’s ongoing care during such an illness
  • Professional assistance to help care for the insured, helping to alleviate stress on the family
• Minnesota Life:
  • Index Crediting Bonus – facts
  • Policyholder treatment – brochure
• North American:
  • The new Guarantee Builder IUL is here! – video
    Be sure to quote Guarantee Builder on your next IUL case! Take a moment to review the bulletin and marketing materials to learn more.
  • Guarantee Builder IUL with Critical Illness bulletin
  • Builder IUL Series Agent Marketing Guide
  • Guarantee Builder IUL Consumer Brochure
  • Guarantee Builder IUL Tip Sheet
  • ADBE Marketing Guide
  • ADBE Consumer Brochure
  • Certification of Trust form – revised
• Transamerica:
  • Trendsetter LB Terminal Illness ADB now available in TX
  • Lifetime Planning – Why existing clients make the best prospects
    A life insurance sale is no longer a one-time event. The clients you work with today can be the clients you work with well into the future.
  • Talking to clients about value
    Only one third of clients care about price, while the majority care most about value. Show clients the real value of their policy.
  • Tax implications of Living Benefits – what you need to know
    Living Benefits are a great add-on to a policy; make sure you’re aware of the tax consequences with our new whitepaper.
  • A solution to key employee turnover – presentation
    Help small business owners keep key employees with a unique combination.
  • Overcoming objections to GUL
    Get clients to purchase without the fear of being locked in if their situation changes in the future.
• United of Omaha:
  • TIA/Conditional Receipt – underwriting clarification
    Be sure to know the eligibility requirements of TIA and when coverage is provided.
  • Want to get paid sooner?
    Who doesn’t? Check out these simple steps that will get your new business issued sooner.
  • Express Life Underwriting – MIB Information
    Effective immediately, when necessary, United of Omaha will clarify information received from the Medical Information Bureau (MIB) directly with the proposed insured.
  • Insurance Reviews – sales tip
    When was the last time you took a few minutes to review your own personal insurance? Have you done the same with close family members?
  • Case study – Rheumatoid Arthritis
    See how this rheumatoid arthritis patient used fit credits to get a lower premium.
  • The Power of the Producer Recommendation – sales tip presentation
    As a life producer, you truly do have more influence on your client’s purchasing decision than you may think. Let’s walk through some recent market insights that can help you offer the best recommendation for your clients.

• 2013 Advisor of the Year: Curt Knotick
  Advisor of the Year Curt Knotick’s mission: Uncover guaranteed income his clients can depend on in retirement.
• Tennessee clarifies insurance-only advisor activities
  Tennessee joins Arkansas and Iowa in more finely tuning what insurance-only agents can discuss with clients contemplating an annuity purchase.
• American National:
  • LPES now includes ASIA PLUS
    The LPES electronic illustration package has been updated to include product illustrations for ANICO Strategy Indexed Annuity PLUS. New user? Install now.
  • Strategy Indexed Annuity PLUS 7
  • Strategy Indexed Annuity PLUS 10
  • Strategy Indexed Annuity PLUS state approvals
    New state approvals include North Carolina and Texas.
  • Product withdrawals – effective October 1^st
    Due to the innovative new features of Strategy Indexed Annuity PLUS (ASIA PLUS), American National will withdraw the following products as of October 1, 2013:
    – Equity Index Annuity (EIA)
    – Strategy Indexed Annuity 7 (ASIA 7)
    – Strategy Indexed Annuity 10 (ASIA 10)
    Important deadlines for withdrawn products:
  • Applications must be signed and dated by September 30, 2013 and received in the Annuity Processing Center by October 3, 2013. This includes Cash with App.
  • Exchanges must be signed and dated by September 30, 2013 and received no later than October 3, 2013. Monies must be received within 60 days.
  • Wire Transfers must be signed and dated by September 30, 2013 and received no later than October 4, 2013.
  • Suitability for FL – effective October 1^st
    Effective October 1^st, Florida will officially adopt a special version of the NAIC Annuity Suitability Standards. Due to legislation on replacements requirements, these form changes will take place:
    • Form 10294 will be required for ALL ages, not just ages 65 and over. Form 4465 will no longer be accepted after September 30.
    • Form 10293 will be required for ALL ages where a replacement or exchange is taking place.
    • Product Specific training is already required.
    • Florida has not changed their current annuity CE training requirements; the agent must still complete 3 hours of suitability training every 2 years.
• Aviva:
  • TargetHorizon now available in TX
• Lincoln Financial:
  • Deferred Income Solutions Annuity
  • State approvals
  • Client brochure
  • Facts At-A-Glance
  • Lincoln Leader – annuity publication
  • Annuity rates – for September
    Click here for New York rates.

• Genworth:
  • Privileged Choice Flex Partnership in CA – update
  • In-Force Rate Action implementation announcements for: KY, ME, NV & NY
• John Hancock:
  • How does $60 a month for LTC insurance sound? – sales idea
• Transamerica:
  • TransCare III – now available!
    This new Long Term Care insurance product just became available September 10^th.
• United/Mutual of Omaha:
  • Arkansas added to MutualCare Solutions launch on September 16^th

• MetLife:
  • SUP now leads industry in coverage amounts
    Effective immediately, the Simplified Underwriting Program (SUP) coverage limits have been increased to industry leading amounts. Metlife will now issue up to $6,500 for individual (IDI) coverage and up to $10,000 for Business Overhead Expense (BOE) coverage.
    SUP is a program that makes it easier for clients to obtain the income protection they need by requiring no additional medical or financial documentation. All they need to do is complete a full application and a telephone interview depending on age and benefit amount. Imagine, your clients can obtain up to $78,000 for IDI and $120,000 for BOE with no medicals or financials! View the client flyer.
• United/Mutual of Omaha:
  • Individual and DI at Work Premium Savings
    Applying premium savings to your client’s policy makes income protection more affordable for them and you more valuable to your client.

• American National:
  • Annuity Cash is King (June 1 – November 30, 2013)
    Receive a cash bonus for Strategy Indexed Annuity (ASIA) PLUS sales.
• Aviva:
  • Commission/bonus for TargetHorizon sales! (ENDS September 30, 2013)
    All writing agents TargetHorizon 10 and TargetHorizon 10 Select applications received
    between May 1^st and September 30^th (and funded and issued by November 15^th), will qualify for 50 bps bonus.
• John Hancock LTC:
  • Sponsored Group 90 Days of Summer Sweepstakes (ENDS September 30, 2013)
    This is YOUR opportunity to grow your business AND enter for a chance to win one of two new iPads!
• 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.
• North American:
  • 1% Commission Blitz Bonus (ENDS September 30, 2013)
    Receive 1% Commission Blitz Bonus Special on all RetireChoice applications received between February 11^th and September 30^th.
  • Annuity Sales Sizzler (EXTENDED to September 30, 2013)
    Don’t miss out on these great specials!
  • The Great Escape (August 1 – October 31, 2013)
    Write IncomeChoice Fixed Index Annuity business with North American and earn travel rewards! The more IncomeChoice Fixed Index Annuity business you write, the farther you can go! Receive a travel reward along with concierge travel services.
• Transamerica:
  • Bonus Program (EXTENDED to December 31, 2013)
    Transamerica is offering this limited-time incentive bonus program on TransACE and TransACE Survivor life insurance policies.
  • 2013 Finish Strong Multi-Life Sales Contest (September 1 – December 15, 2013)
    Heat things up this fall with this special Executive Advantage Program sales contest. It focuses exclusively on Employer Pay All (EPA) sales. You will receive entries just by submitting your EPA cases through the Executive Advantage Program. You can receive entries based on cases and applications generated. There will be a new prize and winner every month and a grand prize at the end. You can win multiple times!