Video #2: North American’s SmartMoney Concept

Video #1: Lincoln’s MoneyGuard® II

Income Protection lies at the heart of what life insurance is all about. And yet, with today’s busy lifestyles, ensuring that income protection needs are met can sometimes be overlooked.

North American’s Income Protection Sales Concept Kit provides you with the tools you need to help your clients provide income protection stability for their loved ones. This effective kit, along with the recent enhancements to North American’s ADDvantage® term products and our SimpleSubmit® e-app process will equip you to serve your clients’ needs objectively, professionally and efficiently!

Few argue the need for interfamily relationship management. Why attempt to work with your clients’ children? They will be the largest-inheriting generation on record, plus many of them are high income earners with high COI potential. Not to mention, they want and need your advice.

It’s a natural evolution of your relationship with the parents; ultimately, if you’re providing holistic wealth management, you’ll need to work directly with their children.

However…we only have so many hours in the day. Depending on the size of your client base, there may be more children than you can reasonably contact. This means you’ll need to prioritize and create a strategy. We’ll save you some legwork on this. Here’s a process we’ve seen work with magical results… 〉 SEE FULL ARTICLE

Looking to grow your business in the hottest market? Spreadsheeting isn’t the answer.

Watch Transamerica’s John Oliver discuss why spreadsheeting is DEAD and how to Sell Smart to grow your sales.

If you’ve checked out our educational section, you will find a white paper discussing Qualified Longevity Annuity Contracts and the exciting new IRS rules regarding QLAC. Here are some of the practical advantages:

1. Lower tax bill for several years
2. Avoid “bracket creep”
3. More assets at age 85 that traditional treatment of qualified money (see math here)
4. Never outlive assets
5. Clients get to enjoy retirement during their most active retirement years by freeing up Non-Qualified assets to actually be used for the travel and activities they’d otherwise bypass in their worries about qualified money being spent down through RMDs.

Additionally, besides using the new IRS rules to assist your current clients who don’t like being forced to take RMDs, use this concept to gain brand new clients without having to prospect too hard!

How to use QLAC to expand your client base. Do you have relationships with CPAs? Be a hero to them by discussing how the IRS allows seniors to shield up to 25% of their Qualified IRA/401k money from RMDs all the way out to age 85. Every year accountants have clients upset at the tax bill on their RMDs. You know how excited CPAs can get when they find a way to save clients on their taxes! So, start off your conversation with one simple question: “What if I could save your clients 25% on their RMD tax bills from now until they turn 85?” Do you see them funneling clients your way? Think about not just the extra annuity business, but Assets Under Management, MoneyGuard/LTC, or life sales with these brand new clients with whom you’ve never had a previous relationship. Get your accountant friends excited about saving their clients taxes on one of the biggest sources of taxation aggravation among seniors and watch them feed you new clients!

Check out these articles, FAQs, and home office pieces to get up to speed, then call us to discuss a plan of action.

〉 Curtis Cloke DIAs & QLACs What the new Treasury regulations mean for ad (PDF)
〉 QLAC AIG Client Piece (PDF)
〉 QLAC AIG FAQ For Professionals (PDF)
〉 QLAC AIG FAQ (PDF)
〉 QLAC Minimize RMD Income (PDF)
〉 QLAC White Paper (PDF)
〉 QLAC Basics (PDF)
〉 QLAC Lincoln Offering Q&A (PDF)
〉 Retire Without Reducing Social Security Benefits (PDF)

He systematically finds current policyholders with the wrong ownership, beneficiaries and/or other miscellaneous service issues and wins their business as a result of being professional in the seemingly small areas.

〉 Life Check Up Producer Guide (PDF)
〉 Life Check Up Consumer Piece (PDF)
〉 Life Check Up Needs Analysis PLC (PDF)
〉 Life Check Up Postcard (PDF)
〉 Life Check Up Consumer Prospecting Letter PLC (DOC)
〉 Life Check-up Letter to the Insurance Company PLC (DOC)

Survivor Needs Presentation

Put some actual planning behind the numbers and be more than a death benefit order taker? This presentation assists you in underscoring the purpose of life insurance as family income replacement and allows you to help the client come to the conclusion of how much he or she really needs. More often than not, the need is much higher than you’d think!
〉 View Presentation (PDF)

Business Continuation Presentation

Since many personal lines agents don’t routinely work in the business markets, we want to make you more confident as you deal with your business clients. So if you’re not sure how to address concepts like Buy-Sell or Key Employee when discussing the continuation of your clients’ businesses? This presentation will be helpful!
〉 View Presentation (PDF)

Estate Planning

Help your clients mitigate the damage done to their legacy by the IRS. Learn how to help them protect their assets going to actual heirs and eliminate “unwanted heirs” such as probate, taxes, and other estate settlement costs.
〉 View Presentation (PDF)

Special Needs Planning

While you won’t run into this area as often, we feel it’s vital for you know how to address the concerns of your clients with special needs children. There are so many areas not touched in regular income replacement planning that we want to give you the vital information needed to go the extra mile. There’s no room for under-insuring when planning with your clients for special needs.
〉 View Presentation (PDF)