Weekly Newsletter September 4, 2013

September 4, 2013

• Endangered estate planning tools? At least we still have life insurance
  Several estate planning tools are being targeted by Congress, but simple life insurance might be the best choice for your client anyway.
• Boost your brand with community-based marketing seminars
  How to build your image and your bottom line with simple local marketing programs tailored to your strengths.
• Are you giving prospects your best?
  You should learn this valuable lesson in putting clients first.
• Term life: An increasingly better option for clients
  Next-generation term life policies minimize the drawbacks and maximize the benefits.
• Want to stand out? Show up.
  Power down the computer and get out there.
• 5 ways you may be failing your clients
  In a competitive market, good service simply isn’t enough. Here are five ways to make sure your clients get the very best.

• MetLife:
  • TODAY, September 4^th – Life Insurance Portfolio Enhancements Update
  • 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
    – September 4^th – no call due to the holiday.
• North American:
  • Demystifying IUL Series
    Click on the link above to register for any/all sessions.
  • Session 4: Illustration Tips
    TOMORROW, September 5^th at 2pm CT
  • Session 5: How to Sell
    September 10^th at 10am CT
    September 12^th at 2pm CT
  • September Product Changes Webinars
    Click on the above link now to register. After clicking the link, click on the “register” button for any of the webinars you want to attend. You will then receive a personalized invite for the meeting with additional information.
    Event Password: (case sensitive) Webinar1
    Dial-in number: 877-937-0681 Passcode: 9264795
    • TODAY, September 4^th – September Changes – overview
    • TOMORROW, September 5^th – September Changes – overview
    • September 5^th – Guarantee Builder IUL
    • September 9^th – Guarantee Builder IUL
    • September 10^th – Accelerated Benefit Endorsement
    • September 11^th – Accelerated Benefit Endorsement
• Transamerica:
  • September 19^th – Are You Having the Right Conversations for Sales Success?

• American General:
  • Informal submission guidelines
• Aviva:
  • Learn who will be a part of the leadership team for Global Atlantic Life & Annuity
  • Thoughts about the future with Global Atlantic – video
• Genworth:
  • Insights from The Hill – FREE SUBSCRIPTION
    Visit the Index Institute and subscribe today to receive your complimentary updates.
• MetLife:
  • New locations
    MetLife is excited to announce Charlotte, North Carolina as the new site for its U.S. Life New Business and Underwriting Retail Operations and Tampa, Florida as the new site for Shared Services.
• North American:
  • Temporary limit on application kit orders
    Because of upcoming changes to forms, application kits are temporarily limited to 25 per product.
  • New Annuity Suitability Form required
  • Advanced App no longer available after September 30^th
  • 1035 exchange form – revised

• AIG/American General:
  • Longevity Protection – sales concept
    Problem – Possible Retirement income shortfall due to illness
    Solution – Life insurance you don’t have to die to use
    Use Lifestyle Income Solution – an optional feature that provides guaranteed income to the client – can be added to Secure Lifetime GUL. This longevity protection rider draws down the death benefit to provide a backstop to the client’s retirement planning. To view more sales concepts, visit the playbook!
  • Secure Survivor GUL II – new and improved second-to-die GUL
  • Tax diversification as a solution
    Lower Retirement Tax Bracket? Think Again. Clients depending on lower tax brackets at retirement? Consider this. The top federal income tax bracket has been greater than current top bracket 60% of the time in last 100 years. Find out about tax diversification as a solution.
  • Client Preparation Guide
    When using the AG Quick Ticket model, share the Client Preparation Guide with clients to make sure they are prepared before the process beings. Preparation is critical to a successful experience plus it can help the case be processed as quickly as possible.
• ING:
  • The Legacy Max Strategy using life insurance – help protect clients’ hard-earned money
  • Individual Life Insurance Credited Interest Rate changes on in-force products – effective October 1^st
  • Individual Life Insurance BOLI Credited Interest Rate changes on in-force products – effective October 1^st
  • Some things you may not know about Cash Value Life Insurance
• Lincoln Financial:
  • Weekly GA Update
• MetLife:
  • Why should clients add the Enhanced Care Benefit to their Promise Whole Life policy?
    Find out why adding the Enhanced Care Benefit to a client’s MetLife Promise Whole Life Policy could be very beneficial. Visit the microsite for more information.
  • Guaranteed Level Term – product updates
• North American:
  • New Indexed Universal Life product – COMING SOON!
• Protective Life:
  • Lower rates for Custom Choice UL (10-30 years)
  • Simplified applications for Life Insurance & Conversions/Exchanges
    Effective immediately, the new simplified Term and Universal Life Application packet is available for print or download from www.myprotective.com. The packet only includes basic forms, state required forms and a few optional forms for single sided print only.
    Please note: this simplified application packet does not include some of the optional forms that may be required depending on your submission. Other forms must be printed or downloaded separately when necessary. (The full application packet – including supplemental forms – two sided print – remains available for print or download.) In addition, the new simplified Application for Conversion or Exchange is also now available on the My Protective website. Login and select “Doing Business” and click on “Forms and Applications”. (The old application form will continue to be accepted until everyone’s supply is exhausted.) Enhancements to the Policy Conversion and Replacement Information sections of the Application for Conversion or Exchange eliminate the need to submit a full application with evidence of insurability questions that do not apply.
• Transamerica:
  • TransACE 2013 now available in MT
• United of Omaha:
  • Guaranteed Universal Life Catch-up Provision
    Review this GUL illustration and discover how GUL is flexible to keep up with life’s changes.
  • Life & Disability application packet revisions – reminder
    While changes are being made, it would be best to not order large quantities of stock until late October, after all the application packets have been updated.

• How to explain annuity surrender charges to avoid complaints
  Don’t gloss over these charges in your presentation. Help your client understand them.
• Income riders and parachutes: the three key questions advisors need to be able to answer
• American National:
  • Nationwide training required to sell annuities
  • Annuity rates – for September
  • Strategy Index Annuity & Equity Index Annuity – withdrawn effective October 1^st
• ING:
  • Fast Track online annuity application entry – presentation
• North American:
  • New Annuity Suitability Form required
  • Guarantee Choice HOT MYGA rates!

• Elder care planning: An important part of the long-term care message
  Your aging clients and their children need to prepare for much more than just long-term care.
• Genworth:
  • Diabetes underwriting change for Privileged Choice Flex 2
  • In-Force Rate Action implementation for VA and Additional Alabama Group Trust State: Virginia
• United/Mutual of Omaha:
  • MutualCare Solutions – new LTC portfolio – COMING September 16^th
    Mutual of Omaha is excited to announce their new long-term care insurance portfolio.

• MetLife:
  • Simplified Underwriting Program enhancements
    More DI coverage with fewer requirements!
  • Overcoming disability insurance underwriting barriers – article
  • Underwriting tools to help set expectations and deal with difficult outcomes
  • Disability Income Reviews – white paper
    Simplifies how a business can provide salary continuation benefits to key employees.
• United/Mutual of Omaha:
  • Long-Term Disability rate decreases
    Recent rate reductions may create an advantage for your next Long-Term Disability sale.
  • Life & Disability application packet revisions – reminder
    While changes are being made, it would be best to not order large quantities of stock until late October, after all the application packets have been updated.

• 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.