Video #2: North American’s SmartMoney Concept

Video #1: Lincoln’s MoneyGuard® II

Sales Outside Resident State Form

Reps must now complete the Certification Form for Sales to Applicants Outside of Their Resident State (EF-054) if an applicant is buying a life or annuity contract outside the applicant’s primary residence state. See the instructions for how/when to complete it.

Suitability Questionnaire

There is a new Suitability Questionnaire (CF-21-31018) and new instructions (CF-21-31019). The Questionnaire can be used in all states except Florida. Older versions are still accepted at this time, but begin using the new form now.

Other Form Updates

Systematic Withdrawal Request forms (IL-00-1812 & NI-00-1813)

Individual Retirement Account RMD forms (IL-77-31013 & NI-77-31008)

Partial Withdrawal/Policy Loan Request forms (IL-77-0052 & NI-77-0049)

Request for Surrender forms (IL-77-0053 & NI-00-1842)

All paperwork kits will be updated online and available for order by August 31, 2015

One-Question Worksheet

One question can lead to more annuity sales. We have a worksheet that states it clearly … concisely … simply. Try it with your clients.

One Question »

Annuities are issued by Integrity Life Insurance Company, Cincinnati, OH, or National Integrity Life Insurance Company, Greenwich, NY. Integrity operates in DC and all states except ME, NH, NY and VT, where National Integrity operates. W&S Financial Group Distributors, Inc. is an affiliated agency of the issuer. Issuer has sole financial responsibility for its products. All are Western & Southern Financial Group members.

Indextra:
Single Premium Deferred Annuity contract series ICC14 ENT-03 1406, ICC14 ER.03 GLWB-I 1406, ICC14 ER.04 GLWB-S 1406, ICC14 EE.21 GMAV-7 1406, ICC14 EE.22 GMAV-10 1406, ICC14 EE.23 SI-MY-PTP 1406, ICC14 EE.23 SI-PTP 1406, ICC14 EE.23 SI-MA 1406, ICC14 EE.24 ROP 1406, ICC14 EE.25 WWC 1406, ENT-03 1406, ER.03 GLWB-I 1406, ER.04 GLWB-S 1406, EE.21 GMAV-7 1406, EE.22 GMAV-10 1406, EE.23 SI-MY-PTP 1406, EE.23 SI-PTP 1406, EE.23 SI-MA 1406, EE.24 ROP 1406 and EE.25 WWC 1406.

Interest rates are declared by the insurance company at annual effective rates, taking into account daily compounding of interest. Riders are optional and contain additional cost. Diversification may not protect against market risk. See your financial professional for guidance regarding your specific situation.

Payment of benefits under the annuity contract is the obligation of, and is guaranteed by, the insurance company issuing the annuity. Guarantees are based on the claims-paying ability of the insurer. Product approval, availability and features may vary by state. See your financial professional for details and limitations. Earnings and pre-tax payments are subject to income tax at withdrawal. Withdrawals prior to age 59½ are generally subject to a 10% IRS penalty tax. Western & Southern member companies and their agents do not offer tax advice. Consult an attorney or tax advisor.

© 2015 Western & Southern Financial Group. All rights reserved.
CF-46-33007-IA-081015

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!

In an effort to standardize how Indexed Universal Life (IUL) policies are illustrated and compared, the National Association of Insurance Commissioners (NAIC), the U.S. standard-setting and regulatory support organization, has recently adopted Actuarial Guideline 49 (AG49). The first phase of requirements will be effective September 1, 2015.

Changes to Illustration Regulations for Indexed UL Products

All policies sold on or after September 1, 2015 are subject to a maximum illustrated rate established in accordance with the NAIC’s methodology. Additional illustration requirements regarding loans and disclosures will take effect March 1, 2016. These requirements only impact how IUL policies are illustrated and do not change the way our IUL products function.

The maximum illustrated rate for IUL policies will be the average annual return for the S&P 500® Annual Point-to-Point assuming a 100% participation rate, a 0% floor rate, and the product’s current annual cap using rolling 25-year periods going back 65 years. The maximum illustrated rate may vary by index selection but cannot exceed the rate defined above. North American will set the maximum illustrated rate for each index strategy at the lesser of the maximum rate for the S&P 500 or a rate calculated using a similar method, applied to the other index selection.

North American is supportive of standardizing how IUL policies are illustrated. The NAIC is enforcing principles that we have encouraged for many years—specifically, that policy designs with more favorable index parameters should be illustrated at higher rates. We believe the illustration requirements will highlight that North American’s IUL products continue to be very competitive.

Important dates to know:

• July 28, 2015

In preparation for the required September 1 changes, North American will be updating our illustration software with new default illustrated rates. The default illustrated rates for the index accounts will be set at the maximum rate that will be allowed under AG49 starting in September of 2015. However, you will be allowed to input the illustrated rate up to our current maximum until the August 25, 2015 software update.

• August 25, 2015

We will officially release the new maximum illustrated rates, which will be reflected in the NACIS software. At this time, you will be able to update your software and will be prompted to do so.

• August 31, 2015

You will not be able to run your NACIS illustration software after this date until you update your software to reflect the updated maximum illustrated rate.

The following are examples of how you will be able to use the illustration software before and after August 31, 2015:

The current maximum illustrated rate for Builder IUL® with an S&P 500* Point-to-Point 13.5% cap is 8.2%. After the July 28 update, the software will default to 7.42%. You will be allowed to override this default and enter any rate up to 8.2%. After August 31, the maximum illustrated rate will be 7.42%.

The current maximum illustrated rate for Rapid Builder IUL® with an S&P 500* Point-to-Point 12.5% cap is 7.8%. After the July 28 update, the software will default to 7.05%. You will be allowed to override this default and enter any rate up to 7.8%. After August 31, the maximum illustrated rate will be 7.05%.

*Different index selections will have their own maximum and default rates.

• September 1, 2015

Please be advised that any illustration for applications dated September 1, 2015 or later must be illustrated equal to or less than the maximum illustrated rate, which is specific to product and index selection. Illustrations showing a rate higher than this rate will not be allowed.

For further information on these changes, please contact Sales Development at 800-800-3656 Ext. 10411 or SalesSupport@nacolah.com.

THE STANDARD & POOR’S 500® COMPOSITE STOCK PRICE INDEX; THE STANDARD & POOR’S MIDCAP 400® COMPOSITE STOCK PRICE INDEX; and THE DOW JONES INDUSTRIAL AVERAGETM (DJIA®) COMPOSITE STOCK PRICE INDEX

These Indices do not include dividends paid by the underlying companies.

The “S&P 500®”, “S&P MidCap 400®” and “DJIA®” Indices (“Indices”)” are products of S&P Dow Jones Indices LLC or its affiliates (“SPDJI”) and have been licensed for use by North American Company for Life and Health Insurance. Standard & Poor’s® and S&P® are registered trademarks of Standard & Poor’s Financial Services LLC (“S&P”); Dow Jones® is a registered trademark of Dow Jones Trademark Holdings LLC (“Dow Jones”); and these trademarks have been licensed for use by SPDJI and sublicensed for certain purposes by North American Company for Life and Health Insurance. The product is not sponsored, endorsed, sold or promoted by SPDJI, Dow Jones, S&P, or their respective affiliates and none of such parties make any representation regarding the advisability of investing in such product(s) nor do they have any liability for any errors, omissions, or interruptions of the Indices.

These Index Universal Life products are not an investment in the “market” or in the applicable index and are subject to all policy fees and charges normally associated with most universal life insurance.

Builder IUL (policy form series LS172) and Rapid Builder IUL (policy form series LS176) are issued by North American Company for Life and Health Insurance, Administrative Office, Sioux Falls, SD 57193. Products, features, riders, endorsement or issue ages may not be available in all jurisdictions. Restrictions or limitations may apply.

ORIGINAL ARTICLE

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.

〉 QLAC White Paper (PDF)