Open MIC is open for anyone.

Transcription

1 15 Years and still rolling. Open MIC is open for anyone. 9:00: AM Pacific Thursday Code is IF YOU WOULD LIKE TO FIND OUT MORE ABOUT US CALL OR ANTHONY OWEN AGENT (24368) OR VISIT OUR WEBSITE 1 Open MIC notes for the Crew

2 Leads, lead management, product support, selling support, marketing support: We are agents too! My brother-in-law, Frank, is retired, his hobby is cutting firewood at his property in Hoquiam WA. A huge tree fell last week and he thinks there is enough wood to heat his house for several years. What do you think? 1 P age Open MIC Notes, 24 Years and Still Rolling Along

3 Next week is the 4 th of July, Open MIC will be on Hiatus next week, we will return July 13 th. Our plans FOR Open MIC this summer is this: Open MIC July 13 th July 20 th July 27 th After July 27 th, Open MIC will be on Hiatus until after Labor Day. If anything, important happens that affects your leads, the DOL, the annuity industry, we will reach out via: notification, vis Open MIC News, and our Alert System Annuity Agents Alliance, Anthony Owen First Annuity As always, thank you for your attendance, your ideas, your sharing and being part of this wonderful organization. 2 P age Open MIC Notes, 24 Years and Still Rolling Along

4 Guarantees, who is the guarantor? It could be the insured and not the insurance company. Who always wins? The insurance companies! Why? Because they write policies that allow for changes when it becomes important to them. Just like Variable Annuities, companies selling Universal Life have a back door to sneak out of if they need to. That back door is the provision to change the cost of insurance if things do not go their way OR if more bottom line is needed. I remember a company based in Vancouver BC selling UL here in Washington. They were illustrating huge returns and in a competitive case, I was beaten by another agent because they illustrated so much more gain. The end result was easy to understand, not only could they not meet those returns but they also had to increase the COI. Our insurance commissioner here banned their sales. The competitive case eventually bought from me because our products had cash value and COI guarantees. Remember: In UL, the insured assumes the guaranteed risk (no guarantees), the company can make the changes necessary to remain free from operating risk, they can increase the COI. If you have sold Universal Life and depended on the company to meet their illustrations, might be worth a second look. The COI can be adjusted based on the company s mortality expense and the need for more bottom line. This came across in today s mail. 3 P age Open MIC Notes, 24 Years and Still Rolling Along

5 I only like complete guarantees, guaranteed whole life promises, guarantees our wonderful FIA promise. The FIA world is spinning very fast. With fear over the DOL Fiduciary Rule, many companies are using the opportunity to re-work their product line. Many are decreasing the surrender period on their products. Why? My guess is to move to the middle of the pack and make every attempt to avoid class action from the legal side. In doing so, another thing has happened regarding pricing these shorter year surrender products, commissions are dropping. It only makes sense, the shorter the surrender period, the less time the company is guaranteed to be able to hold the money. That of course leads to us making less. This is all happening when the world of lead generation is increasing as Google and Bing put the screws to SEO searches. The cost to buy the word annuity on Google has increased from $2, 6 years ago to over $21 today. 4 P age Open MIC Notes, 24 Years and Still Rolling Along

6 It takes about 10 clicks to obtain a lead, then it must be scrubbed and sorted. My guess is high quality scrubbed leads will be over $400 in a year or so. What should we do? BUY all the leads you can, it is a numbers game. Invest in marketing, we have the two best systems in the industry, scrubbed leads and Safe Money Radio. Feel disheartened? Do what Jed Mayfield does, buy leads, uses radio, adds it all up at the end of the day. Yesterday, he sold $800k in FIA from a lead he had purchased in April. How many leads does he buy? ALL he can. How much radio time does Jed buy? ALL he can. 5 P age Open MIC Notes, 24 Years and Still Rolling Along

7 I wanted to share with you my thoughts and suggestions that have bene part of Open MIC this past 6 months. I have looked at every Open MIC since we began this year and enclosed some important thoughts and notes for you. January 5 th Big Truck Partners shared marketing ideas and we Started Mutual Funds Part 1. January 12 th, we talked about the lack of saving many Americans have. About how Long-Term Bonds cannot compete with annuities and how to explain why. January 19 st, we talked about radio marketing, referrals and fact finding. I offered the Baby Boomer s Guide to IRA Planning (free). January 26 th, we talked about the DOL and I introduced you to Legal White Collar Thievery February 2 nd Brad Pistole shared his letter to his congressman and how to take action regarding the DOL. Chad announced the founding of Annuity Agent s Academy. February 9 th We talked about social media and how to position yourself as an expert in your local market. 6 P age Open MIC Notes, 24 Years and Still Rolling Along

8 February 16 th More talk about the DOL and I offered Key Financial Data to anyone who wanted a copy. Chad announced dates for the Academy. February 23 rd Chad was our guest and we spoke about his upcoming Academy, Bill Roth also was on the call. Safe Money Radio marketing and Jed Mayfield reputation enhancement. March 2 nd More DOL discussion, I spoke about the lowering of Medicare reimbursements and the effect on our target market. Carl form First Annui8ty was a guest speaker and spoke about Client Duplication seminars March 9 th, I introduced internet credentials and how important it was to build them. Our guest speaker was Whitney Gramlich from American Equity, the topic was the new Rate Shield Annuity. March 16 th Lots of DOL talk, I spoke in depth about reputation enhancement and how to become an author with annuity.com. March 23 rd Medicare issues, we introduced JED Mayfield s 10 Minute Miracle and When is an egg an annuity? (variable annuity antimarketing) March 31 st We talked about commissions, US Treasuries, lead calling and appointment with Kriss Montierth, expenses in mutual funds, and the evil FINRA. April 6 th Lots of DOL updates, how to adopt change in your life and your business, the Income Illustrator and how Anthony uses it for sales. Review of recent retirement survey. April 13 th More help in reputation enhancement, the LinkedIn survey about internet searches, W.A.I.T., Steve Kerby shared sales idea. April 20 th Guggenheim and MS Diversified Select Index strategy, volatility in the stock market, marketing to women, Derek Spangler shared about internet credentials. 7 P age Open MIC Notes, 24 Years and Still Rolling Along

9 April 27 th FINRA and fines, NAIFA video launch, Trot Briggs and Nate Murphee talked about Phoenix Life. Boston College survey. May 4 th Buying leads without bias, video we produced about variable annuities shared, SEC info, NAFA DOL fight. May 11 th DOL info, Jenny Lewis and life insurance discussion, and. To Be Or Not To Be (replacement of annuity talk), Suitability, Warren Buffett and Health Care Costs. May 18 th US Treasuries, Fake News, Income and accumulation pots on FIA, life insurance policies. June 1 st Wells Fargo and Medallion signature guarantees, compliance, the $11 lead sale, closed end mutual funds. June 8 th State of American s savings, more Wells Fargo, NAPA and Errors and Omissions insurance, Junk Bonds. June 15 th Census annuity data, Fact Finding, Dave Martinez was the guest talking about the DOL rule. June 22 nd Internet reputation, article writing, new website info, Robert Kelly guesting regarding IRA conversion sale, LTC stats. Of all the Open MICs we have done during the past 24 years, to me the most important one was from last week. how to build and protect your internet credentials. It is the way of the world now, if you don t join in, probably a big mistake. There you have it, a summary of the first half of 2017, we try and provide as much meaningful information as possible. We hope you use it to expand your marketing, your business and your lives. 8 P age Open MIC Notes, 24 Years and Still Rolling Along

10 David, Chad, Anthony. the crew at First Annuity and me. Occasionally something completely unique comes through my computer. Is there anything more complex than our social security issue, how to make ss viable for a definite period of time. BTW, there is one slight problem, do you see it? This is from Kiplinger Here s the plan. For every baby born in the U.S., the government sets up an account and seeds it with $7,000. A blue-ribbon panel invests the money in a diversified portfolio that earns an average annual return of 7.68% (the average projected return of the nation s public pension plans). After 35 years, the original $7,000, adjusted for inflation, is returned to the government so that the program becomes self-sustaining, funding accounts for future newborns. The balance continues to grow until the account holder reaches age 70. At that point, an individual s account will hold almost $1 million, which will be enough to generate a retirement benefit of $73,000 a year (today s average Social Security benefit adjusted for 70 years of inflation) for 23 years. Edelman believes enough beneficiaries would die before age 93 to fund additional benefits for those who live longer. BTW2, I am not a fan of Edelman and his ideas, this one would work IF..????? (guess). 2 points The average return over 35 years 9 P age Open MIC Notes, 24 Years and Still Rolling Along

11 The longevity issue, remember the folks who priced LTC 25 years ago? Last week, Bob Kelly shared with us a case he wrote using a life product with a LTC rider attached. I did not disclose the product, here it is. One America Asset CARE. 2 PDF attached to notes Questions about contracting? Ask any of us. 10 P age Open MIC Notes, 24 Years and Still Rolling Along

12 Let me share with you another way to use this product to make that extra sales. 11 P age Open MIC Notes, 24 Years and Still Rolling Along

13 State Life Care Solutions Asset-Care Guaranteed single premium coverage for long-term care using the foundation of life insurance Products and financial services provided by The State Life Insurance Company a OneAmerica company NOT A DEPOSIT NOT FDIC OR NCUSIF INSURED NOT GUARANTEED BY THE INSTITUTION NOT INSURED BY ANY FEDERAL GOVERNMENT AGENCY MAY GO DOWN IN VALUE I-20937

14 Protect your assets Asset-Care is designed to help you protect your assets by using the safety of whole life insurance. With your one-time premium, you receive a guaranteed amount of life insurance coverage, all of which can be used for qualifying long-term care benefits. The cash value is credited with a minimum guaranteed interest rate, and grows each month. And, should you ever decide Asset-Care no longer fits your needs, you can request and receive a full return of premium (less any prior distributions taken). Asset-Care can help to safeguard the rest of your estate by providing coverage for qualifying long-term care such as care in your own home or in an assisted living facility. Long-term care benefits are paid out of your policy s death benefit. You can qualify for long-term care coverage in one of two ways: 1. Being unable to perform at least two of six activities of daily living 1 2. Requiring care as a result of a cognitive impairment (such as Alzheimer s disease). Before your policy can provide long-term care benefits, you must pay the first 60 days of qualifying benefits (known as the waiting period). Single premium guaranteed With Asset-Care, you can utilize an existing asset typically money you currently have in CDs, savings, annuities, IRAs, or retirement plan funds as your guaranteed single premium. This allows you to avoid ongoing, non-guaranteed annual premiums usually required by other forms of long-term care insurance. Consequently, your money can work more effectively for you in case of long-term care expenses. It can also be a significant addition to your estate. Since it s life insurance, any unused long-term care benefits pass to the named beneficiaries. A full return of premium is available in single premium Asset-Care policies, meaning you can decide at any time that you no longer want your Asset-Care and receive at least the single premium you paid (less any prior distributions taken). 2 Asset-Care is medically underwritten, meaning you must be in average or better health to qualify. Learn how this policy might work for your situation. Ask your insurance representative for a personalized illustration and an Outline of Coverage. 1. Activities of daily living are bathing, continence, dressing, eating, toileting, and transferring. Please review more details in the Outline of Coverage, which your insurance representative will provide you. The Outline of Coverage also has more details on policy coverage, as well as exclusions and limitations. 2. Full return of premium is available for base coverage only. Options and single premium riders have a first-year return of premium.

15 How Asset-Care could work Asset-Care can be purchased on a single life basis, or with two insureds. For this example, let s meet Ray and Marge Smith.3 Both are age 65. They planned well during their working lives and retired a couple of years ago. Realizing they have their retirement income needs under control, they now turn to planning for expenses associated with end-of-life health care (also known as long-term care). After meeting with their insurance representative, they conclude that a CD that is maturing next week (worth $100,000) would be better served in an Asset-Care policy. Here is how Asset-Care could work for them: 3. All individuals used in all scenarios are fictitious and all numeric examples are hypothetical and were used for illustration purposes only. $100,000 Single Premium Asset-Care = $195,311 death/long-term care benefits Their $195,311 death/long-term care benefits are guaranteed, and available to them on a monthly basis. In this example, they could receive $3,906 per month, per insured, for qualifying long-term care expenses. The coverage would last 50 months total, and is available for either Ray or Marge, or both at the same time if needed. If they don t use all of the death benefit, the remainder would be paid to the beneficiaries after the last insured s death. This joint version of Asset- Care has been given United States Patent #6,584,446. Single life Asset-Care works in the same manner your premium purchases an amount of death/longterm care benefits, which can be accessed monthly for qualifying expenses.

16 Asset-Care Enjoy tax advantages You and your beneficiaries enjoy tax advantages with Asset-Care: Your policy earns tax-deferred interest each year; Your beneficiary will pay no income taxes on the life insurance proceeds that you leave them (Internal Revenue Code Section 101(a) allows proceeds received under a life insurance contract by reason of death of the insured will not be includable in gross income); and Should you ever use Asset-Care for qualifying long-term care expenses, these benefits are income tax-free (Internal Revenue Code Section 101(g) allows for any amount received under a life insurance contract on the life of a chronically ill insured to be treated as paid by reason of the death of the insured, and not includable in gross income) Long-term care benefits Asset-Care provides comprehensive long-term care coverage for qualifying care, such as expenses incurred at home, at an assisted living facility, in adult day care and in a nursing home. In addition, coverage is provided for hospice care, respite care, caregiver training as well as supportive equipment. Information on long-term care coverage can be found in an Outline of Coverage, which your insurance representative will provide you, and in your policy. Long-term care benefits are paid from your Asset-Care policy s death benefit on a monthly basis. Review the example in the How Asset-Care could work section. Optional lifetime benefits at fixed premiums While Asset-Care s base policy guarantees long-term care benefits for a significant period of time, should you ever need long-term care, how long you will require this care is unknown. That is why you should consider increasing your guaranteed length of coverage with Asset-Care Plus. This continuation of long-term care benefits rider can offer lifetime benefits for an additional peace of mind. Asset-Care Plus is an optional rider you may select when you apply for your Asset-Care policy. You can pay for the rider with a single premium, or on an annual basis. With either payment option, you are assured the premium is guaranteed never to increase. This continuation of long-term care benefits rider is intended to be qualified long-term care insurance under Internal Revenue Code Section 7702(B), and as such, benefits received would be considered income tax-free. When you own Asset-Care, you can be confident that: Your single premium is guaranteed The amount of death/long-term care benefits you have is guaranteed Your money earns interest with a minimum guaranteed interest rate You can have lifetime coverage at a guaranteed premium Any benefit amount paid reduces the policy s death benefit and cash value. You will be reimbursed for qualifying expenses up to the monthly maximum stated in your policy, once the waiting period has been met.

17 Asset-Care will work for you It provides long-term care benefits in excess of the single premium you pay If you never use the long-term care or only a portion of it, it will distribute a death benefit to your beneficiaries The amount of benefits you have is guaranteed If you decide you no longer want your policy, return it to receive a full return of your single premium (less any prior distributions taken) If extended long-term care is a concern, lifetime coverage can be purchased at premiums guaranteed never to increase If you are concerned that the amount of money you have set aside for long-term care expenses may not be enough, or want to expand the amount of money you wish to provide to your heirs, place of worship or favorite charity, Asset-Care may be the answer. Note: Issued and underwritten by The State Life Insurance Company (State Life), Indianapolis, Indiana. Asset-Care is whole life insurance or annuity and whole life insurance combination that allows access to 100 percent of the life policy death benefit and/or annuity cash value for qualifying LTC expenses (paid monthly). Asset-Care policy form numbers L301, SA31, R518 and R501 may not be available in all states or may vary by state. All guarantees are subject to the claims paying ability of State Life. Provided content is for overview and informational purposes only and is not intended as tax, legal, fiduciary, or investment advice.

18 It s time to plan for tomorrow... today. About State Life The State Life Insurance Company, a OneAmerica company, is focused on providing asset-based long-term care solutions. State Life is a recognized leader in providing these solutions, which utilize life insurance, fixed-interest deferred and immediate annuities. The company s extensive Care Solutions portfolio of products helps consumers prepare for future long-term care needs by helping to protect their assets. About OneAmerica OneAmerica Financial Partners, Inc., is headquartered in Indianapolis, IN. The companies of OneAmerica can trace their solid foundations back more than 130 years in the insurance and financial services marketplace. OneAmerica s nationwide network of companies offers a variety of products to serve the financial needs of their policyholders and other clients. These products include retirement plan products and services; individual life insurance, annuities, long-term care solutions and employee benefit plan products. The goal of OneAmerica is to blend the strengths of each company to achieve greater collective results. The products of the OneAmerica companies are distributed through a network of employees, agents, brokers and other distribution sources that are committed to increasing value to our policyholders by helping them prepare to meet their financial goals. We deliver on our promises when customers need us most. NOT A DEPOSIT NOT FDIC OR NCUSIF INSURED NOT GUARANTEED BY THE INSTITUTION NOT INSURED BY ANY FEDERAL GOVERNMENT AGENCY MAY GO DOWN IN VALUE The State Life Insurance Company a OneAmerica company P.O. Box 406 Indianapolis, IN OneAmerica Financial Partners, Inc. All rights reserved. OneAmerica and the OneAmerica banner are all registered trademarks of OneAmerica Financial Partners, Inc. I I /06/17

19 Asset-Care Asset-Care producer guide OneAmerica is the marketing name for the companies of OneAmerica For use with financial professionals only. Not for public distribution.

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21 Asset-Care from OneAmerica Asset-Care protects against the risk of long-term care (LTC) expenses and provides a wealth-transfer mechanism through specially designed whole life insurance policies. All Asset-Care plans include the following guarantees: death benefit, cash value growth, access to 100 percent of the death benefit for qualifying LTC expenses and an optional rider for lifetime LTC coverage at never-to-increase premiums. All Asset-Care solutions are available on a single life or joint life basis. Preferred risk class applicants are typically nonsmokers, while standard risk class applicants are typically smokers. Overview of the Asset-Care solutions Asset-Care I Single-premium whole life policy with an accelerated death benefit for qualifying LTC expenses Available for issue ages (age last birthday) Typically funded through money currently in CDs, money market funds, savings, stocks, bonds or life insurance cash values Asset-Care III An annuity that funds a 20-payment whole life policy with accelerated death benefit for qualifying LTC expenses Available for issue ages 59½ 80 (age last birthday) Typically funded through money currently in qualified retirement plans such as 401(k)s, 403(b)s and IRAs 3

22 Asset-Care IV Whole life insurance with an accelerated death benefit for qualifying LTC expenses Available for issue ages (age last birthday) Premiums can be paid over the insured s lifetime to age 100 or with guaranteed payment options from 10 to 20 years Premiums can be paid annually or through modal options (monthly, quarterly or semiannually) The State Life Insurance Company (State Life) and our representatives do not give legal or tax guidance. The tax comments in this brochure simply reflect our understanding of the current tax laws as they relate to life insurance. These laws are subject to interpretation and change; therefore, your client should consult with an attorney, accountant or other qualified tax advisor regarding life insurance taxation. Table of contents Page Product overview 5 7 LTC benefits 8 Inflation Protection Rider 9 Continuation of benefits 10 Common questions and answers 11 Taxation 12 Additional information 11 Submitting Asset-Care applications: Tips and notes 16 Submission checklist 17 Notes 19 About OneAmerica 20 Important notice: This informational brochure is for licensed agents and brokers only. It is not advertising and should not be shown to prospective clients. For more details, consult the policy. 4

23 Asset-Care producer guide Product overview Source of premium Issue ages (age last birthday) Asset-Care I Simple reallocation of CDs, stocks, mutual funds, money markets or savings accounts into Asset-Care I can provide LTC protection and income-tax free life insurance proceeds to beneficiaries. Single: Joint: (must have joint equal age of 35 80)¹ Maximum 25-year age difference between unrated joint insureds Asset-Care III Your client can utilize IRA or retirement plan funds for LTC protection. Single: 59½ 80 Joint: Owner/annuitant must be 59½ 80; spouse or second insured can be 40 80¹ Maximum 25-year age difference between unrated joint insureds Policy structure Single-premium whole life insurance² Annuity and whole life policy² Guarantees Return of premium (all years) Minimum 4% interest rate No additional premium required Cash value growth Death benefit Long-term care benefits Policy provides up to 2% of the death benefit per month, per insured subject to policy limits. Applies to LTC facility, assisted living and home care (see page 6 for details). Option to use LTC benefits up to 3% or 4% per month, per insured (additional premium required). No surrender charges apply to qualifying LTC benefits. The Continuation of Benefits Rider (not available in all states and may vary by state) can extend LTC benefits to provide additional coverage (additional premium required; see page 6 for details). Premium type Single premium Annuity contract is funded at issue. Whole life policy is funded through annual withdrawals from annuity. Life policy is paid up after 20 years. Premium amount is guaranteed at issue. Minimum premium $10,000 (differs in CA, MN, SD, WA and WI) $20,000 (differs in CA, MN, SD, WA and WI) 1 Joint coverage is not available in PA. 2 The policy is universal life in MD and PA. 5

24 Product overview Access to cash value Type of contract for tax purposes Premium funding vehicles Funding options Asset-Care I Accumulated interest withdrawn with no surrender charge. Loans made at 7.4% in advance (4% net cost). Modified endowment contract (MEC). Loans and withdrawals taxable to the extent of gain in the contract. CDs, money market accounts, mutual funds, life insurance cash values, stocks and bonds $1,000 with application and remainder within 45 days (not required in CA) CD transfer Full premium with application 1035 exchange from life insurance If selected, include Continuation of Benefits Rider annual premium with application Asset Care III From annuity: No surrender charge applies for any minimum distribution withdrawal in excess of premium for life insurance. From life insurance: Loans made at 7.4% in advance (4% net cost). Nonqualified annuity: Withdrawals are taxable. Life insurance: See page 8. Qualified retirement plans and IRAs 1. Direct transfer from an IRA or a qualified retirement plan 2. Rollover from an IRA Surrender charges 11% of cash value the first year, decreasing over 10 years. 9% of cash value the first year, decreasing 1% per year. Client will receive a full return of premium or the cash value minus surrender charges, whichever is greater. Cash surrender value Client will receive the greater of: their full return premium less any benefits received or loans taken OR the net cash surrender value. Client will receive the greater of: their full return premium less any benefits received or loans taken OR the net cash surrender value. 6

25 Asset-Care producer guide Product overview Asset-Care IV Issue ages (single and joint)¹ 10- to 20-pay Whole life Guaranteed level premiums spread conveniently over Continuous premiums guaranteed never to increase the period selected at application, from 10 to 20 years Maximum 25-year age difference between unrated joint insureds Maximum 25-year age difference between unrated joint insureds Policy structure Limited-payment whole life² Pay-to-100 whole life² Long-term care benefits Base policy provides up to 2% of death benefit per month, per insured, subject to policy limits. Applies to LTC facility, assisted living and home care. Option to use LTC benefits up to 3% or 4% per month, per insured (additional premium required). Continuation of Benefits Rider (not available in all states and may vary by state) can extend LTC benefits to provide additional coverage (see page 6 for details). Same Minimum death/ltc benefits (differs in CA, MN, SD and WI) Guarantees Issue ages 20 50: $100,000 Issue ages 51+: $50,000 Premiums never increase Cash value growth Death benefit Same Same MEC status See page 8 for information. Same Guaranteed 4% 4% interest rate Modal factors : Annual : Semiannual : Quarterly : PAC Same Surrender charge (as a percentage of surrender dollar amount) Waiver of premium Years 1 5: 75% Years 6 10: Decreases by 5% per year Year 11: 35% Year 12: 20% Years 13+: 0% Available at additional premium. Premium waived if qualifying care received and waiting period satisfied. Same Years 1 5: 100% Years 6 14: Decreases by 10% per year Year 15+: 0% Same 1 Joint coverage is not available in PA. 2 The policy is universal life in MD and PA. 7

26 LTC benefits Asset-Care covers: Care in a LTC facility (all levels), hospice care, adult day care, respite care (21 days per calendar year) Care in an assisted living facility Home health care, including hospice care and homemaker services Bed reservation (31 days per calendar year) Care coordination and caregiver training Supportive equipment International facility coverage Review your state s outline of coverage for a specific and complete list of policy exclusions and limitations. Waiting period After 30 days of qualified home health care within a 180-day period, Asset-Care will pay benefits. For all other types of care, a 60-day waiting period applies. Other information Pre-existing conditions are covered if fully disclosed at application. Asset-Care benefits are not excluded if the chronically ill individual has LTC costs due to a mental or nervous disorder. Note: Coverages and waiting periods vary by state. Monthly benefits The policy monthly LTC benefit is 2 percent of the death benefit per month for each insured or actual charges, whichever is less. The full monthly benefit is available for qualifying expenses. If the option to use 3% or 4% of the death benefit per month, per insured, for LTC is selected at issue, the same limits apply to care in all of the above-listed settings. Additional premium required for 3% and 4% options. 8

27 Inflation Protection Rider Not available in all states Asset-Care offers an Inflation Protection Rider (IPR) to help protect against the rising cost of qualifying LTC expenses. This optional benefit, available with an additional premium, guarantees that the base policy LTC benefit will increase. This increase in turn increases the monthly maximum benefit for LTC. IPR premiums are noncancelable. Premiums cannot increase, and only the policyowner can terminate the rider. Four choices are available to the policyowner: 3% simple growth (not available in all states) 3% compound growth (not available in all states) 5% simple growth 5% compound growth IPR premiums are paid in the following ways: Asset-Care I: Choice of premium and annual premiums to age 100 Asset-Care III: Premium is withdrawn from the annuity, along with the life policy premium over 20 years Asset-Care IV: Premium is the same duration as the base premium (e.g., a 15-pay policy has a 15-year IPR payment period) Premiums are waived if an insured has satisfied the waiting/elimination period and is receiving qualifying care. On a joint life policy, premiums do not change after the first insured has died. IPR affects only the base Asset-Care coverage; see the Continuation of Benefits Rider for information about extending LTC benefits beyond the base policy. Example (client age 60, base policy monthly benefit limit of $3,000) Client age No IPR 5% simple growth 5% compound growth 61 $3,000 $3,150 $3, $3,000 $3,750 $3, $3,000 $4,500 $4, $3,000 $5,250 $6, $3,000 $6,000 $7,959 9

28 Continuation of benefits Not available in all states Asset-Care includes a Continuation of Benefits Rider that protects against the costs of extended qualifying care. The rider may be added to any Asset-Care base policy with an additional premium at application. This rider is noncancelable. Premiums cannot increase, and only the policyowner can terminate the rider. Rider benefits start after the base policy LTC benefits are reduced to zero. Two choices of extended benefit periods are offered: limited and lifetime. The limited period depends on the maximum monthly LTC option: 2% = 50 months of extended benefits 3% = 33 months of extended benefits 4% = 25 months of extended benefits On a joint policy, the lifetime benefit applies to both insureds for one premium rate. Inflation protection and nonforfeiture benefits are available on this rider for an extra premium. Payments can be made on a single premium, 10-pay, 20-pay or pay-to-100 premium basis. Example Asset-Care base policy guarantees benefits for at least 50 months (based on 2% LTC option) + Continuation of Benefits Rider 50-month extension = 100 months of available benefits Note: Your Asset-Care illustration will provide continuation of benefits rates with the applicable options for your state. or Asset-Care base + lifetime extension = a lifetime of available benefits 10

29 Common questions and answers Q: Should joint applicants name each other as beneficiaries? A: No. It is very important to remember that Asset-Care policies do not pay the death benefit until the last insured dies. It is common on joint policies to name children, a trust, siblings or a charity as the beneficiary. Q: What type of 1035 exchange is permissible? A: Internal Revenue Service Code Section 1035 allows individual single life insurance to be exchanged for single life Asset-Care I annuity. Section 1035, however, does not allow one or more individual single life insurance policies to be exchanged for a joint Asset-Care I policy, nor can you exchange an existing annuity for an Asset-Care I. Q: How does a certificate of deposit (CD) transfer work? A: By completing a Request of Funds Form, the owner of the CD(s) authorizes the transfer of the full, matured value or a specific dollar amount to on the maturity date. Once the form is completed and sent in, it is forwarded to the appropriate financial institution. The CD funds are automatically transferred to State Life on the maturity date. This process is the most convenient way for the client to liquidate a CD. Q: What forms should be included with submissions? A: See page 10 in this producer guide for a complete chart of all forms necessary for each Asset-Care product according to the funding asset used. If you have questions forms, call

30 Taxation LTC benefits Under the Health Insurance Portability and Accountability Act of 1996, Asset-Care insureds who receive LTC policy benefits will have the entire amount treated as an income-tax free prepayment of the death benefit. Annuity withdrawals on Asset-Care III are taxable to the extent of gain, which could be deducted when it is considered an unreimbursed medical expense (to the extent the taxpayer itemizes and based on current tax laws). Example A client enters nursing home with a $100,000 death benefit and a $40,000 cash value: $25,000 original premium and $15,000 gain State Life pays $20,000 in LTC benefits during the calendar year The entire $20,000 is paid to the policyowner income-tax free Death benefits Asset-Care I Amounts not paid for LTC pass income-tax free to the named beneficiary. Asset-Care III Amounts not paid for LTC benefits under the life policy pass income-tax free to the named beneficiary. If the spouse is the beneficiary on the annuity, he or she can assume the policy and continue to defer any gain or select a payment option. Asset-Care IV Amounts not paid for LTC benefits pass incometax free to the named beneficiary. Loans and withdrawals Asset-Care I Asset-Care I policies are always a modified endowment contract (MEC). Lifetime distributions (loans and withdrawals) are interest first, then principal. Interest-only distributions are subject to income tax. Distributions taken by an owner before age 59½ are subject to an additional 10 percent tax by the IRS. 12

31 Asset-Care III annuity policy Withdrawals from the annuity portion are fully taxable. Annuity withdrawals by an owner younger than age 59½ are subject to income tax and an additional 10 percent tax by the IRS. (Consult your tax advisor for complete details.) Annuity withdrawals to fund the life policy are taxable as ordinary income. Asset-Care III life policies The life policy is a MEC at all issue ages. Asset-Care IV Generally, Asset-Care IV policies are not MECs but some situations may cause a MEC to occur. Contact the Care Solutions Sales Desk for more information. 13

32 Additional information Effective date Asset-Care coverage is effective the later of the date full premium is received or all required medical exams and tests are completed and received. See the conditional receipt with the Asset-Care application for more details. Forms The outline of coverage, illustration and NAIC Long-Term Care Shopper s Guide must be given to the client before the application is taken. After the sale, the customer must receive the Temporary Insurance Agreement, when applicable. Free withdrawals Asset-Care I After the first policy year, accumulated interest may be withdrawn without a surrender charge. However, if both principal and interest are withdrawn within a 180-day period, surrender charges apply on the total amount withdrawn. Asset-Care III (from an annuity) Up to 10 percent of the cash value can be withdrawn annually without a surrender charge. The amount withdrawn to pay the life policy premium is included in the 10 percent withdrawal amount. Loans Life insurance policy loans are available but reduce the LTC benefits. Loans are typically for a temporary need. Unpaid loans can cause a policy to lapse. The net cost of borrowing is 4 percent. Asset-Care withdrawals Partial withdrawals proportionally reduce the policy s cash value, death benefit, LTC benefits and subsequent policy premiums. A withdrawal (unlike a loan) permanently reduces the death benefit. Asset-Care IV Withdrawals from the limited-pay whole life products are subject to applicable surrender charges. Required minimum distribution (Asset-Care III annuity) State Life will calculate the required minimum distribution after age 70½ according to current tax regulations. Any minimum distribution in excess of the life premium is forwarded directly to the policyholder. 14

33 Illustrations and outlines of coverage Complete individualized Asset-Care illustrations must be given to each prospect. Outlines of coverage must be delivered before clients complete the application. Your OneAmerica marketing representative can give you more information on running illustrations and obtaining outlines of coverage. Premium tax states Qualified annuities are exempt. A front-end premium tax is imposed in Maine (2 percent), South Dakota (1.25 percent) and Wyoming (1 percent) on nonqualified annuities. 15

34 Submitting Asset-Care applications: Tips and notes Accurately and legibly complete the entire application. Be sure to indicate the amount of premium and the source on the application. For Asset-Care III applications, remember to complete the state-specific SL302 annuity application and the SL301 life application. You must also complete the withholding form attached to the annuity application. On joint cases, both spouses must sign any attachments, such as beneficiary designations or additional medical information to be included with the application. On joint cases, do not name either of the insureds as the beneficiary. Joint life Asset-Care is a second-to-die policy, requiring another beneficiary to be chosen. If applicants have severe medical problems, contact State Life at Marketing representatives can provide you sales and underwriting information. Be sure to have the applicants sign and date all necessary applications, forms and attachments. Refer to the submission checklist on page 17. If you have questions about necessary forms, call Special notes Provide your clients A Shopper s Guide to Long- Term Care Insurance and the appropriate outline of coverage before taking an application. Make sure your client needs the coverage you are offering. Inquire and make every reasonable effort to identify the coverage types and amounts the client has. Make every reasonable effort to determine that your client has adequate income or assets to purchase and maintain adequate coverage. When replacing coverage with Asset-Care, confirm the client understands any coverage variance and all pertinent product differences (including issues relating to surrender charges and taxes). Have your client complete and sign the thirdparty notice on the life application in case of unintentional lapse. Be sure to use a complete illustration and obtain the client s signature. For support with quotes, supplies, sales and administrative needs, call your back office or the Care Solutions Sales Desk at

35 Submission checklist Asset-Care I CDs Mutual funds Money market account Asset-Care life application (state-specific) Asset-Care annuity application and withholding form (state-specific) CD transfer/request of funds form Mutual fund transfer/request of funds form IRA (qualified funds) transfer/ request of funds form Direct rollover/ request of funds form 1035 exchange/ request of funds form Life or LTC insurance replacement form Full premium Minimum $1,000 partial premium payment (Balance due within 45 days) Patriot Act questionnaire Full Continuation of Benefits Rider premium Key Required Optional If required by state If the full Continuation of Benefits Rider annual premium is included, the single, partial or modal premium amounts for the base policy do not need to be included with the application. The client has 60 days from the issue date to submit the premium balance. Stocks or bonds Life insurance policy Asset-Care III 401(k) or Keogh Any pension plan SEP or IRA Asset-Care IV 10- to 20-pay Whole life 17

36 18

37 Notes 19

38 For support with products, state availability, illustrations and more, contact your back office or the Care Solutions Sales Desk at Note: Products are issued and underwritten by The State Life Insurance Company (State Life), Indianapolis, IN, a OneAmerica company that offers the Care Solutions product suite. Asset-Care Form number series: L301, SA31, R501, R518, R519 and R525 (or state variation). Not available in all states or may vary by state. Key aspects of the joint life Asset-Care have been awarded patent 6,584,446 by the U.S. Patent and Trademark Office. Provided content is for overview and informational purposes only and is not intended as tax, legal, fiduciary, or investment advice. NOT A DEPOSIT NOT FDIC OR NCUA INSURED NOT BANK OR CREDIT UNION GUARANTEED NOT INSURED BY ANY FEDERAL GOVERNMENT AGENCY MAY LOSE VALUE About OneAmerica A national leader in the insurance and financial services marketplace for nearly 140 years, the companies of OneAmerica help customers build and protect their financial futures. OneAmerica offers a variety of products and services to serve the financial needs of their policyholders and customers. These products include retirement plan products and recordkeeping services, individual life insurance, annuities, asset based long-term care solutions and employee benefit plan products. Products are issued and underwritten by the companies of OneAmerica and distributed through a nationwide network of employees, agents, brokers and other sources that are committed to providing value to our customers. To learn more about our products, services and the companies of OneAmerica, visit OneAmerica.com/companies OneAmerica Financial Partners, Inc. All rights reserved. OneAmerica and the OneAmerica banner are all registered trademarks of OneAmerica Financial Partners, Inc. I (IPR) 03/22/17

39 The information used in this example is generic, please consult your marketer or the company for any specific situation. Here is how to sell SPL, by selling benefits, not product. First you need a REAL fact finder, this is a case we did a couple years ago. (edited) How to Outsmart the Taxman. Mrs. Jones, If I could show you a way to gain a tax advantage in our tax system that was perfectly legal, already approved by congress and fully supported by the IRS, would you be curious to learn more. If you were able to state that sentence during a fact finder (or meeting) with a prospect, how much more interested would you think they might be? Outsmarting the tax man is very difficult, especially in the digital age we live in, there are few REAL opportunities available. I will show you one. 12 P age Open MIC Notes, 24 Years and Still Rolling Along

40 Outsmarting the tax man is getting an edge, it doesn t matter exactly how much, it is just getting the odds a little more on your side. Have you ever considered the different odds in a Las Vegas Casino? Which gaming venues are best for you and which are best for them. Remember, all the games are set to provide the casino with the advantage, sometimes you win, and sometimes you don t. (BTW, it is the slot machines) What if the overall tax odds were in your prospects favor, would they have an interest in listening to you? As long as any percentage is on your prospects side, it is an advantage. I will show you how to do this and how to sell this. How would you like to use this with your prospect as a hook? Mrs. Jones, this system has 1 tax disadvantage and up to 4 tax advantages, how they play out over time is based on events in your life. I will show you how to correct one of your tax disadvantages and convert it to a tax advantage. The first disadvantage is that the funding is after tax, the first advantage is the account grows tax deferred, the second advantage is what happens in your life, it can either be fully tax advantaged or it can partially tax advantaged. The difference is your life, if you live a long time and use the income portion, it will only be a partial tax advantage. But, if a disaster occurs, the account will be fully tax advantaged. It all depends on your personal life situation. But the advantage is always in your favor, you can outsmart the taxman Regardless of what happens, it will be either a huge tax advantage or it will be just a tax advantage. Let me show you what I mean. According to our discussion, I know you have a bank CD with a value of $200,000, that asset is NOT tax advantaged. Why? Because the interest you are accumulating is taxable. The 2% interest you are adding to your account each year is diminished by the taxes you must pay on it. Since your income tax rate is 20%, you are actually only receiving 1.6% (20% taxable) as your net yield. 13 P age Open MIC Notes, 24 Years and Still Rolling Along

41 Since these funds are warehoused funds (set aside for some unknown future need) why not let the funds sit in a different type of vehicle, a tax advantaged vehicle. 1. The funds on deposit at the bank are after tax so they are tax disadvantaged, the interest earned at the bank is taxable, so that is tax disadvantaged. Instead keep the fund tax advantaged, move them to an insurance company and deposit them as a lump sum into a single pay life (SPL) insurance policy. Your funds will earn interest based on the company formula (here you would use the indexing explanation) and under no circumstances would your account value ever decrease, that is contractually guaranteed. Regardless of what might happen in the future, you are guaranteed to never lose money and always to have a minimum interest credited (depends on the policy, call for information). Mrs. Jones, the first tax disadvantage (taxable interest) has now been changed to tax advantaged (tax deferred). Since the funds were deposited in a single premium life insurance policy, the policy has a death benefit which is greater than your deposit, should you die prematurely. Once the initial deposit is made, your $200,000 now becomes $400,000 in the event of your death, and it is paid tax free, the second tax advantage for you. This increase is called the insurance bump another advantage to you. 14 P age Open MIC Notes, 24 Years and Still Rolling Along

42 2. The $400,000 is tax free and it has increased from $200,000 by using the insurance company bump. This is paid tax free. We have talked about earning more interest and how a deposit can be bumped up thus increasing the amount actually inherited by your heirs and how it now has been converted to tax free. Mrs. Jones, let me show you how the tax advantaged benefit can help you primarily and your beneficiaries secondarily. I will explain two different directions your life can take, let s think of it as a fork, a fork in the road. One fork leads to a long and wonderful walk through the golden years. You live a long and happy retirement. The other fork is illness and tragically you end up in a care faclity, a nursing home. Let s start with the nursing home fork. Your new single premium life policy (in addition to the tax advantage and the insurance bump) also has a feature that allows you to access the policy benefits for care in the nursing home. And guess what, the amount you can access is NOT your original deposit of $200,000 but the amount of the insurance bump, the $400,000! The $400,000 would be paid out over 60 months at 1% of the insurance value, in this example $4,000 a month. Your orginal deposit of $200,000 is non taxable, the balance is taxable. Here is a kicker, most tax 15 P age Open MIC Notes, 24 Years and Still Rolling Along

43 professionals consider nursing home expenses as medical expenses (or a portion) so your tax liability* is likely to be nil. But, it is far more enjoyable to take the other fork, the one that leads to a lovely and wonderful retirement. Mrs. Jones, remember the $200,00o deposited in your SPL? All these years it has grown tax free and now can be convereted to income for you. The IRS allows you to make one more change to your contract, it allows you to drop the insurnace bump and change it to a retirement income annuity. In making this change, you assume no additional tax laibility. As an example, let s assume your acocunt value has grown from $200,000 to $300,000. If you cashed in the contract, you would assume a taxable gain of $100,000, but if you used the money as retirement income, the IRS allows you to spread out the taxable money over the term of your retirement. This allows you to balance and manage your tax liability. 3. I am suggesting a 1035 exchange converting the life insurance to an annuity. I am using the exclusion ratio by using annuitization the account value. Many life policies may have higher settlement rates in the contact than MAY be available, Mrs. Jones should always receive the highest payout, I have found that converting it to an annuity is normally the highest, but who knows in the future. Using an income rider would also be an option, you would need to explain the tax advantages and disadvantages separately. Mrs. Jones, let me summarize. By using the SPL policy, you have: 16 P age Open MIC Notes, 24 Years and Still Rolling Along

44 Gained the advantage of tax deferral. You have gained the insurance bump which doubles your account and makes it tax free You have put in place your LTC insurance WITHOUT paying premiums You have set up an additional acocunt to help supplement your retirement on a fully tax managed basis. How does the insurance company gain from this relationship? How do they provide you all these benefits? Simple, they get to hold your money long term and they get the use of your money. Just like the guy selling products late at night on TV says: But wait,we have more! There are two other important benefits to know. Should you need your money before any of the other benefits are used or selected, your money is fully available to you, it is merely funds on deposit at the insurance company instead of the bank. (see 4.) If you select the income or LTC benefits and were to die prematurely, the unused porton is inherited by your heirs. 4. Agents, you need to know the details of the product you are offering, if there are surrender penalties, you will need to explain them. I do so by saying, if you want the benefits offered, you must allow the insurance company to hold your money. By explaining the benefits of a SPL, Mrs. Jones ws able to superimpose her personal situaton into the scenario. The reason this product was suggested is because during the fact finder I was able to undestand what she wanted to accomplish and I was able to learn the purpose of the $200,000 on deposit. 17 P age Open MIC Notes, 24 Years and Still Rolling Along

45 *Never give tax advice unless you are licensed and authorized to do so. Always refer to a professional. The information used in this example is generic, please consult your marketer or the company for any specific situation. We are excited to inform you about new improvements at Retire Village including 2 new additional downloads available for your marketing. The menu has changed making it much easier to view and share your download library. Your download library looks like this: 18 P age Open MIC Notes, 24 Years and Still Rolling Along

46 19 P age Open MIC Notes, 24 Years and Still Rolling Along

47 In addition to The Safe Money Guide, 2017 Annuity and Investment Report, Best Annuity Rates Report, the Life Insurance Guide.we have added.. Use this 10 Secret marketing piece to explain to your prospects how annuities can benefit them! and. 20 P age Open MIC Notes, 24 Years and Still Rolling Along

48 44 pages full of info about how banks and brokers charge fees. Use this to fight back! In your download library has two other papers, Obamacare and Variable Annuity Secrets. Powerful marketing. If you are a member of RV s Custom Group, each of these papers are laden with downloadable videos to explain a topic in depth. These videos are completely customized to the individual agent. Masterful selling tools. 21 P age Open MIC Notes, 24 Years and Still Rolling Along

49 Q: Bill, I have been asked to speak to a local AARP group (about 30 people) about annuities. I know you have done a lot of public speaking. I have my presentation ready; can you give me some tips? A: You bet, here are some common sense (and practical tips). 1. Use notes, no one in the audience cares. I would say that I was using notes so I didn t forget anything important. 2. Don t sell, provide information, Information sells. 3. Practice your entire talk out loud, last month I was asked to speak on a topic I was not fully knowledgeable on, I went to the location the day before and practiced out loud, I gave my talk 3 times all alone. It really worked, I was completely at ease. 4. Be precise on your time, don t go long! 5. If you are making a point, use yourself or a family member as the example. This personalizes it. 6. If you take questions, always listen to the entire question before offering an answer, always thank the person for the question. AND if you don t know the answer, admit it. NEVER guess. 7. Arrive early, never be late. 8. If possible, give away a gift. This is a perfect way to end your talk. I always gave away flowers. 9. Thank AARP for the opportunity, do this at the start of your talk. 10. Smile always start with a smile. 11. If you use visual aids, let them make the points, lessen your words. 12. ALWAYS offer more information, a book, an opportunity something to extend the relationship. This is a call to action 22 P age Open MIC Notes, 24 Years and Still Rolling Along

50 View in Web Browser ISSUE DATE: June 26, 2017 Annuity.com David Townsend Me View Website Video: Vitality Active Rewards with Apple Watch John Hancock Vitality members love that they can order an Apple Watch Series 2 for as little as $25 by exercising regularly. But did you know that it s also a great conversation starter, lead generator, and relationship builder for you? Watch this short video to learn more about this great benefit. Help Grandparents Leave a Lasting Legacy Along with family recipes, coin collections and other keepsakes, it s also important for grandparents to leave behind non-tangible things like peace of mind and security. Life insurance can help grandparents secure the futures of their kids and grandkids. Use this What Would You Like to Pass Along to Your Grandkids? brochure to help your clients understand how the gift of life insurance can help leave a financial legacy. Case Study: Executive Bonus Plan You have a client who is a successful business owner and would like to reward one of her valued employees to help secure his future employment with the company. The employee has a young family with a substantial need for additional life insurance. Your client would also like him to have the option to get back up to 100% of the cumulative paid premiums if he doesn t need the death benefit when he retires. In a new case study, see how a business owner rewarded her employee using an executive bonus plan with a Symetra UL-G policy that included a Return of Premium (ROP) Rider. It gave the employee and his family added security and the possibility of additional retirement income, and it provided her business with a tax deduction. Don t Overlook the Clients Who Feed the World Building and growing a family farm requires attention to current operations and what the owner wants to pass on to the next generation - and that requires important financial preparation right now. The BOLD Family Farm Strategy helps you address this critical need. Learn more. Survival Tips for Recent Grads 23 P age Open MIC Notes, 24 Years and Still Rolling Along

51 Are any of your clients recent grads? Help them prepare for the next phase of their life. These financial survival tips are well worth the share and can help them get through the present and prepare for their future more efficiently. Annuity.com David Townsend Me View Website Connect with Us! Forward 24 P age Open MIC Notes, 24 Years and Still Rolling Along

52 June 26th, 2017 THIS WEEK'S ANNUITY CARRIER NEWS American Equity American Equity is making changes to their income rider. Effective 07/10/17, the 3% No-Fee rider will be discontinued. The 6% for 10 years and 5.5% for 20 will also be discontinued. Those riders will now have a rollup of 5% for 20 years, and American Equity is also dropping their payout percentages. AIG AIG will be slightly reducing a few rates effective, 07/03/17. The majority of the changes will be on the AIG shelf products and the Power Select line will mainly stay the same. If you would like more details please call your Advisor Consultant with First Annuity. EquiTrust EquiTrust is decreasing rates effective 06/30/17. Click here for more details. 25 P age Open MIC Notes, 24 Years and Still Rolling Along

53 INDUSTRY ARTICLES DOL Best Interest Contracts Could Cause Surge in State Litigation State-level litigation against brokers could begin to ramp up next year, if the Department of Labor s best interest contract exemption rule goes into full effect, reports Ignites. An increase in lawsuits in all 50 states would be expected, since the [ ] States Pushing Fiduciary Rule Standards (With Success) While industry attention remains laser-focused on the Department of Labor fiduciary efforts, states are sneaking into the regulation game with bold moves. Nevada surprised industry insiders by quickly debating and passing Senate Bill 383 revising the Nevada Securities Act to [ ] New Nevada law imposes fiduciary duty on brokers 26 P age Open MIC Notes, 24 Years and Still Rolling Along

54 Brokers in Nevada will have to meet a fiduciary standard when providing investment advice under a law that will take effect July 1. The measure revises a current fiduciary law applying to financial planners that excluded brokers and investment advisers. [ ] SEC Chairman promises action on fiduciary rule SEC Chairman Jay Clayton pledged to move forward on the fiduciary rule in a coordinated process with the Department of Labor. Clayton presented the agency s trimmed-down $1.6 billion budget request before a Senate subcommittee Tuesday, noting more than half would [ ] RIAs, Don t Assume You re Already in Compliance With DOL Fiduciary Rule If you re like many RIAs, you take pride in the fact that you always act in the best interests of your clients. You don t sell high-commission products like nontraded REITs or equity index annuities. So you might be assuming that [ ] A.M. Best Briefing: Opposition to Department Of Labor s Fiduciary Rule Continues Despite Initial Implementation OLDWICK, N.J. (BUSINESS WIRE) The delayed initial compliance deadline for the Department of Labor (DOL) fiduciary rule has passed, and as a result, portions of the rule have become effective immediately, including the Best Interest Contract Exemption (BICE), the Class Exemption for [ ] Labor s Alexander Acosta and SEC s Jay Clayton tell lawmakers they will work together on fiduciary rule Labor Secretary Alexander Acosta and Securities and Exchange Commission Chairman Jay Clayton told lawmakers on Tuesday that their agencies would work together on investment advice regulation. In separate appearances before Senate panels, the two regulators stressed the cooperation that Republican [ ] 3 Alternative Ways To Hedge Against A Market Downturn What an ideal time to be in the market! Long-term stock investors are reaping the benefits of a massive, eight-year-long bull market. Driven by ultra-low interest rates, fiscal stimulus, economic growth, and a pro-business White House, equities just keep pushing [ ] 27 P age Open MIC Notes, 24 Years and Still Rolling Along

55 Life Insurers Courting of Millennials Pay Off Who says life insurers are too stodgy or boring for Millennials? Companies have undertaken large-scale initiatives, from accelerated underwriting to souped-up digital interfaces, to appeal to the demographic segment, and it appears those efforts are paying off. New Harris Poll [ ] The 50 Best Annuities: Guaranteed Income for Life Annuities have long had a reputation for being sold, not bought. And for years, the $2.8 trillion annuity industry has grown fat on commission-based products sold primarily through insurance agents and brokers, sometimes with little regard for whether they were [ ] Study: 37% of American Adults Skip Life Insurance AUSTIN, TEXAS (June 21, 2017) A recent survey from insurancequotes.com finds that 37% of adults do not have life insurance. And while expense was the most commonly cited reason for not purchasing a policy with 59% of those without a policy saying [ ] 5 Ways Washington Is Choking Your Annuity Business If you sell or market annuities, you may face a frustrating problem. This should be the best market for retirement savings products ever. Employment is pretty good. More than 15,000 U.S. adults are turning 50 every weekday. At least about [ ] Great American Parent Explains Annuity Unit to Wall Street Executives from American Financial Group, the parent of Great American Insurance Group, recently briefed investors and securities analysts on the state of its operations and on its prospects for future growth. One thing the executives did was to sell Wall Street players, at the [ ] Study shows retirement literacy is shockingly low The American College of Financial Services conducted an online survey containing 38 questions to assess retirement literacy among those near or in retirement. Respondents were between ages 60 and 75 with at least $100,000 in household assets, not including their [ ] 28 P age Open MIC Notes, 24 Years and Still Rolling Along

56 Indexed Annuity Sales Fall 14%: Wink All of the uncertainty surrounding the U.S. Department of Labor s fiduciary rule hit sales of indexed annuities and annuities with multi-year rate guarantees hard in the first quarter, according to Wink s Sales & Market Report. Indexed annuities accounted for about [ ] Mass Mutual Leads in Whole Life in 1Q 2017 Mass Mutual Life finished as the top seller of whole life insurance in the first quarter 2017, industry tracker Wink s Sales & Market Report said this week. Mass Mutual was the top whole life seller in In the first [ ] IUL Market in 1Q: The Top-10 Shuffle First quarter indexed life sales rose 3.4 percent to $446.5 million compared with the year-ago period, according to Wink s Sales & Market Report. Sales dropped 16.4 percent compared with the previous quarter. This is part of a cyclical trend that [ ] 4 Ways to Overcome Media-Driven Annuity Misconceptions How many of you have seen the national television ad where a financial advisor looks straight into the camera and says he would never sell an annuity to a client? Not only does he say he ll never sell an annuity, [ ] What Americans Will Miss Most When They Retire One tool that may help you do a better job of meeting the needs of retirement planning prospects is understanding how they see their future selves. What do you imagine when you think of your own dream retirement? Are you [ ] An Annuity Can Help Restore Your Confidence in Retirement Sometimes we forget just how fragile a nest egg can be. When the economy tanked in 2008, retirees watched in horror as U.S. markets suffered historic losses. The Dow declined by more than 50%, its biggest drop since the Great [ ] 29 P age Open MIC Notes, 24 Years and Still Rolling Along

57 Retirement Confidence with Annuities As an industry professional, you understand the features and benefits of annuities, and are working to ensure these powerful products remain easily accessible to consumers regardless of their net worth. With so many regulatory and legislative issues on the table [ ] This Is the Basic Tax Rule for Annuity Payments The basic rule for taxing annuity payments (i.e., amounts received as an annuity ) is designed to return the purchaser s investment in equal tax-free amounts over the payment period (e.g., the annuitant s life expectancy or a guaranteed certain period of time) [ ] Female Breadwinners in Need of Financial Advice Data shows that a burgeoning number of U.S. women are either the primary, or coprimary, household breadwinner these days albeit reluctantly so. A closer look at the numbers shows women have high degree of angst over taking financial responsibility. [ ] A Fiduciary Rule For Annuities? Annuity suitability regulations could come to mirror the Department of Labor s fiduciary rule, an industry official said Tuesday. An NAIC committee is looking at whether annuity suitability rules in the states should be adjusted in light of the best interest [ ] State Regulators Study Fiduciary Rule Standard for Annuity Sales The National Association of Insurance Commissioners has formed a working group to examine the possibility of state regulators using key principles of the DOL fiduciary rule for annuity sales. That s according to an article published Tuesday in InvestmentNews. Click HERE [ ] What You Need to Know About Annuity Classes Classifying things into types is always a tricky business. Consider a red Chevrolet Corvette. What is it? THIS THINKADVISOR STORY IS EXCERPTED FROM: Well, that 30 P age Open MIC Notes, 24 Years and Still Rolling Along

58 depends upon the type or types of classifications we re using. It s a motor vehicle. But [ ] Annuities Offer Stability, Lump Sum Takers Say Many people who opt for an annuity are happy with them, but what of people who chose the lump sum over an annuity? Do they have any regrets about choosing the lump sum? Turns out that many lump sum recipients, [ ] Women s Worth Women often find themselves assuming the role of primary caretaker for their families ensuring the well-being of everyone else in their lives. It is important for them to also take care of themselves by prioritizing their own financial wellbeing. [ ] SEC Should Have Been The Agency To Deal With Fiduciary, Ex-Chief Says WASHINGTON Former Securities and Exchange Commissioner Paul S. Atkins expressed disappointment this morning with Labor Secretary Alexander Acosta s initial handling of the controversial fiduciary rule. In a Wall Street Journal op-ed last month, Acosta announced that he would permit the [ ] 31 P age Open MIC Notes, 24 Years and Still Rolling Along

59 We Recommend: If you are not using this "Free" resource you are missing out... did I mention it is free? There is a ton of info here, it requires no password and it is up to date information P age Open MIC Notes, 24 Years and Still Rolling Along