Weekly Newsletter September 25, 2013

September 25, 2013

• Multicultural markets: Positioned for growth
  A demographic shift in the U.S. is well underway. But who are the multicultural markets, and how are agents reaching them?
• 6 trusts you should know about
  Which trust is right for your client? Learn how the big six work during lifetime and upon death.
• 5 things to know about the Hispanic market
  What does the fastest growing market in the U.S. want? Life insurance.
• Life settlements: What you don’t know can hurt you
  Nearly half of financial advisors fail to recommend life settlements because they’re uninformed.
• A brief history of life insurance
  How life insurance went from coffee house side order to billion-dollar industry.
• Why multicultural markets won’t be underserved for long
  Multicultural markets are underserved by the financial services industry for many reasons – but that’s finally starting to change.
• The multicultural consumer
  For both Hispanic and African-American prospects, life insurance is perceived as the top product need.
• 6 advantages of selling to multicultural markets
  Less competition, more potential for referrals and the opportunity to reach an increasingly affluent client base are three very good reasons to start serving these markets.
• The ‘key’ to selling to women
  Hint: There isn’t one.
• How to speed up the underwriting process – and place more cases
  Being a good field underwriter can minimize processing delays and prepare your clients for realistic outcomes.
• 9 tools to cultivate a thriving agency
  Having the right tools can mean the difference between cultivating a bountiful agency and watching it wither.

• American General:
  • TODAY, September 25^th – How to Illustrate Power Index Plus & Choice Index 10
    How to run and understand Index illustrations using Fore Sight.
  • October 3^rd – Secure Survivor GUL II
    No caps, large lump sum and 1035, and illustrating ROP feature
  • October 9^th – Accident Choice Plus
    Product overview and updates.
  • October 17^th – Secure Lifetime GUL II
    No caps, large lump sum and 1035, and illustrating ROP feature. Product Overview and Updates
  • October 23^rd – NEW Index Annuities: Power Index Plus & Choice Index 10
    Product differences and similarities, Innovative Income Rider.
  • October 31^st – Secure Lifetime GUL II with LIS Illustration
    Lifestyle Income Solution details, illustrating the LIS and sales concepts
  • November 6^th – Critical Care Plus
    Product overview and updates.
  • November 7^th – Understanding IUL
    IUL value proposition, IUL how does it work and interest crediting options
  • November 20^th – Overview on Immediate & Delayed Income Annuities
    SPIA & DIA, Platinum Income and Future Income Achiever, How it works, Sales Concepts.
  • November 21^st – Elite Global Plus II
    Target Market, Index Strategies and Sales Concepts
• Genworth:
  • TODAY, September 25^th – Run it, See it, Sell it. The Illustration that can change your Life.
  • TODAY, September 25^th – Total Living Coverage Webinar
• Minnesota Life:
  • Weekly 15-minute sales strategy calls – every Wednesday at 10am CT
    Teleconference Number: 800-910-2399 Pass Code: 224032
    TOMORROW, September 25^th – Buy-Sell Arrangements Teleconference
  • TOMORROW, September 26^th – Buy-Sell Arrangements Webinar
• Prudential:
  • October 1^st TELECONFERENCE – Index Advantage UL & Custom Premier II re-price
    Times: 11-11:45am ET & 3-3:45pm ET
    Dial-in #: 800-230-1951
    Learn more about this re-pricing and the renewed emphasis on life insurance that has the potential for cash accumulation.

• Prudential loses appeal, is designated a SIFI
  Under the Dodd-Frank Act, Prudential is entitled to bring an action within 30 days in U.S. federal court to have the final determination be rescinded.
• American General:
  • New Dedicated Service Model – COMING SOON!
    American General is pleased to announce their latest enhancement to their service model focused on their primary customer – the BGA. Effective October 7th, your existing underwriting team will be expanded to include dedicated new business case managers.
• Aviva:
  • Mandatory Disclosure of Adverse Actions
  • New Life Company name announced – Accordia Life
  • Aviva USA to Athene Annuity & Global Atlantic transaction nears closing
• Genworth:
  • Replacement regulations patterned after NAIC Model Regulation adopted in CT
  • Policy Disclosure Form and instructions for RI
  • Replacement Form changes for WY
• ING:
  • Supreme Court Rules on DOMA – updated flyer
• Legal & General:
  • Underwriting microsite – NEW!
  • Celebrate! Legal & General Group Turns 177
• Prudential:
  • 2nd Quarter Financial Earnings
• SBLI:
  • SBLI unveils iGO e-App
    SBLI is proud to offer iGO e-App. The introduction of this intuitive, state-of-the-art electronic application is a logical progression of our no-nonsense philosophy, and it will significantly improve accuracy, processing time, policy placement, and client satisfaction. The iGo e-App can be accessed through your GA website. A drop ticket is also being prepared; which, among other things, will give agents the choice of either completing a full e-Application or “dropping a ticket” to have one of SBLI’s call centers do so on their behalf.
  • SBLI products are now available in MN!
• Transamerica:
  • HIPAA regulations lead to changes in new agent contracts

• American General:
  • No more sticker shock with rated term cases
    American General’s rated term pricing may surprise you. Their table C and D premiums often beat premiums for lower table ratings among leading carriers.
  • Beneficiary Review provides unique service to clients
    This unique and non-threatening program involves collecting client data which may identify additional needs or coverage gaps. All the tools you need are available.
  • You are in control with Lifestyle Income Solution
    As your client’s needs change, their policy can too. Find out how Lifestyle Income Solution can help protect your clients against outliving their retirement income.
• Aviva:
  • Wellness for Life receives patent!
• Genworth:
  • UL new money interest rate change – including GenGuard UL
  • Total Living Coverage interest rate increase – reminder
    See the important TLC Simulator update . Action needed.
  • Requirements for insurance sales to residents age 65 or older in CA
  • Asset Builder Index UL now available in DE
    Also, the Accelerated Benefit Rider for LTC services is now available in DE & NJ.
  • Colony Term rate decrease now available in OR
  • Personal Supplemental Income – Stronger protection. More income. One solution.
• ING:
  • Re-introducing IUL-GDB
    ING has re-introduced its’ indexed universal life insurance product with a lifetime no-lapse guarantee.
  • IUL-Protector now available in CA & PR
  • I.S.O.L.A.R Insurance Arrangements – consumer flyer
  • No better time to sell Executive Benefits
    Three recent developments make this a good time to talk to business owners about life insurance-funded executive benefits for their key employees.
• Legal & General:
  • Underwriting Case Study: Family History Progress
  • Use the fillable PDF or JPEG to spread the word about family history progress
• MetLife:
  • Underwriting requirements – enhanced
  • Promise Whole Life Select 20 – college fund planning
    View this one-minute trainer.
• Minnesota Life:
  • New index crediting bonus
    Can help clients increase their cash value, potentially enhancing distributions by up to 17 percent.
• North American:
  • Learn more about North American’s new Critical Illness benefit – video
  • ACH payments offered on life death benefit proceeds – effective October 1^st
• Protective Life:
  • Changes to informal guidelines – effective October 15^th
• Prudential:
  • Bring your life cases seeking cash value accumulation to Prudential!
  • Expand your markets with this eKit for Women & Multicultural Consumers
    It’s the opportunity you can’t ignore.
• SBLI:
  • Accelerated Death Benefit Rider included with CA & CT policies
    As of September 12^th, an Accelerated Death Benefit rider will be included at no premium charge with all SBLI term and whole life policies issued in California and Connecticut. This means the rider will now be included with every term and whole life policy issued across t SBLI’s 49-state footprint.
  • SBLI products are now available in MN!
• Symetra:
  • Using flexible guarantee durations to reduce premiums
    See how one high-net-worth client reduced his annual premiums by 17% simply by reducing the no-lapse guarantee duration from age 121 to age 100.
  • How your client’s good health could earn cost-saving credits
    Learn how one client’s good health earned him enough Symetra GoodLife Rewards credits to reduce annual premiums by 20% — despite a lifelong medical condition.
  • Setting a new “Standard”
    Effective September 30^th, Symetra is introducing lower rates for their Standard Non-Nicotine rate class on Symetra Classic Universal Life Insurance with Lapse Protection Benefit.
• Transamerica:
  • TransACE LTC Rider now available in CA & MT
    The LTC Rider provides long term care protection in the event that the insured becomes chronically ill, and is designed to accelerate the TransACE death benefit up to the LTC Specified Amount to provide benefits to offset long term care expenses. Client-facing materials and the TransWare Hypothetical Illustration which provides additional LTC Rider information and demonstrates potential claim scenarios, are not yet available in California, but are available in Montana. Take a look at the information below.
  • Available Jurisdictions and Licensing
  • Quick Facts
  • Guide to Doing Business
  • Rider and Underwriting Guide
  • FAQ Flyer
  • Trendsetter LB w/Terminal Illness ADB now available in CT
    The Connecticut contract does not include the critical or chronic illness accelerated death benefits. Trendsetter LB offers non-med underwriting options up to $249,999 and a choice of 10, 15, 20, 25 and 30-year level premium periods. A Monthly Disability Income Rider is also available on this product at an additional cost and upon approval. View the information below for more details.
    • Trendsetter LB State Availability
    • Trendsetter LB Quick Facts Flyer
    • Trendsetter LB Consumer FAQ
  • New Terminal Illness Form required in TX
    Texas now requires a Terminal Illness form in addition to the Chronic and Critical Illness Form on Trendsetter LB.
  • Final Expense products now available in NY & VT
    The Immediate, 10 Pay and Easy Solutions final expense products are now available for sale in New York and Vermont. New York is currently available without the Accelerated Death Benefit Riders (with and without the Nursing Home Benefit). Backed by the Transamerica name, these products offer competitive premiums, straightforward underwriting, face amounts up to $50,000 and a Children’s/Grandchildren’s Benefit Rider with Immediate Solution.
• United of Omaha:
  • FIT Underwriting Success Story: Multiple Sclerosis

• FIA holders like those “free” withdrawals
  Fixed indexed annuities with GLWBs are relatively new. But a recent study gives insight into policyholder behavior.
• Do Income Annuities Increase or Decrease the Liquidity of a Retirement Income Portfolio?
• What I learned from investigating a prospective client’s annuity
  Even with a prospect, you have to dig deep sometimes to make a recommendation, especially with annuities.
• American General:
  • Annuity rates
  • Seeking higher rates in today’s market?
    The new Power Index Plus Index Annuity offers an index rate cap of 6% for the Annual Point-to-Point Index Interest Account and an index rate cap of 3% for the Monthly Point-to-Point Additive Index Interest Account. Rates are as of September 1^st and subject to change at any time.
• American National:
  • 8.8% on Fixed Annuity – Palladium Century 7
• Genworth:
  • SecureLiving SmartRate Optional Return of Premium now available in CT, NY, OR, TX & WA
  • NAIC Suitability Model Regulation Requirements of Producers
  • Current annuity rate flyers
  • SecureLiving Index 10 Plus commission change
• Lincoln Financial:
  • Compensation increase for OptiPoint Fixed Indexed Annuity
    Compensation has been increased for Lincoln OptiPoint 8 & 10 fixed indexed annuity contracts issued October 8^th and later. Also, the minimum premium has been increased to $10,000, effective with applications received October 1^st or later.
• United/Mutual of Omaha:
  • Annuity interest rates – for October
  • New training requirement for annuities in FL

• Gender-distinct pricing
  Marketing concerns once trumped actuarial considerations. That’s changed.
• Genworth:
  • Total Living Coverage interest rate increase – reminder
    See the important TLC Simulator update . Action needed.
    • In-force rate action approved in GA
    • Privileged Choice Flex – a closer look
    • Privileged Choice Flex 2 TrueView Underwriting
    • LTC Sales Center
    • LTC processing – update
  • November is LTC Awareness Month – start reaching out now!
• John Hancock:
  • 2010 in-force rate action notifications for late October
  • New Custom Care III policyholder statements
  • Benefit Builder rate of return
  • New version of Hansel now available for download
    All users must download the new version of Hansel (Release 16.1.1); available on www.jhltc.com.
• United/Mutual of Omaha:
  • MutualCare Solutions available in NV – effective October 1^st
  • MutualCare Solutions gains Partnership approval in AR, NE, OR, RI & TN
  • LTC04i & LTC06U rate adjustment approved in TX
  • LTC compensation
    Mutual of Omaha LTC has Family 1, Family 2 and Family 3 compensation. Below is what it means.
    • Family 1 will be the only ones posted on TMA website.
      The difference between the 3 Families is that Family 1 is the standard schedule which you are used to where the commissions have been restored to what they were prior to 08/01/12 (15 pts).
    • Family 2 is ‘heaped’
    • Family 3 is ‘levelized’ commission levels which we do not anticipate will be used often.
      The Level 2 and Level 3 schedules can be found on Sales Professional Access under Forms and Materials if you would like to review on Mutual of Omaha website.

• United/Mutual of Omaha:
  • DI Sales Tool – Sales Ideas That Work – NEW!

• 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!