Insurance Solutions for Today s Financial Professional

Transcription

1 Insurance for Today s Financial Professional

2 Why Senior Market Sales, Inc.? Question: What s Missing from other IMOs who offer just and? Do we really need another insurance marketer? No doubt that s probably the biggest question you have at this point. Now let s take a moment to consider a client s biggest questions as they approach retirement: When should I elect? How will impact my retirement plan? Other IMOs Answer: Insurance (, ) forms the foundation of most peoples retirement. Yet most financial advisors are not involved in helping their clients make the right choices when it comes to these programs. How can an advisor take a holistic approach to retirement planning while ignoring and? A lot of IMOs can offer your advisors another and Annuity product. So can we. Now let s talk about what sets Senior Market Sales apart from the others Measures Platforms rketing Team et Sales Ma Senior Mark

3 We Complete the Circle In addition to, Long-Term Care and, Senior Market Sales offers unique solutions around and that will provide your advisors with solutions for their existing client base, help them market themselves more effectively, retain more clients and ultimately generate more revenue for your firm. And, while other IMOs may say they focus on, they simply cannot match the technology and the controls SMS has put in place.

4 Patent-Pending Software 57% of married couples age now expect Planning from their financial advisor. Special Report Planning: A Cornerstone of Your Financial Practice Patent-Pending Software FINRA-Reviewed Seminar Personalized Micro-site What s at Stake? Calculator Training Videos Private-labeled or Co-branded When to elect is often the most important decision a married couple makes about their retirement. Yet, despite the importance of this decision, most people make the wrong choice. In fact, more than $10 billion in benefits could go unclaimed because people don t make optimal decisions1. With our software, an advisor can run a report that looks at hundreds of possible election strategies and age combinations and pinpoints the one that offers the highest lifetime benefit. The difference between the best and worst option as identified by the software often exceeds $100,000 in lifetime benefits (today s dollars). Service & Support: Subscribers to have access to live phone support to help them learn how to use the software and run reports for their clients. The videos and FAQs on the web site are also great learning tools for advisors who want to understand more about the mechanics of. Marketing: Each subscriber gets his or her own micro-site and What s at Stake? calculator, which they can personalize and use to market themselves and the service. Advisors who do business with SMS also gain access to a number of advisor-tested marketing programs, including a FINRA-Reviewed seminar. 1 Alicia H. Munnell, Steven A. Sass, Alex Golub-Sass and Nadia Karamcheva (2009). Unusual Claiming Strategies: Costs and Distributional Effects. Boston College Center for Retirement Research

5 Insured Retirement Fixed annuities have found a growing list of admirers since the financial meltdown. Research shows clients are now more interested in safety and guarantees than accumulation. As a result, more advisors are employing fixed annuities to supplement to create a guaranteed income stream that will insure the client s current lifestyle and, with certain products, keep pace with inflation. We define fixed annuities in 3 basic categories depending on the planning objective. Guaranteed Interest Traditional Fixed / MYGAs Guaranteed Income SPIAs, Income Riders Recent product innovations coupled with client s growing need for guaranteed income have led to the surging popularity of SPIAs and indexed annuities sold with income riders. Guaranteed Minimum Indexed Growth in structured products in recent years is a reflection of growing consumer demand for principal protection with growth potential. Annexus Partner Case Design & Illustrations Training Webinars Client Presentations Marketing Materials Point-of-Sale Assistance As a proud member of the Annexus Group, Senior Market Sales has exclusive rights to distribute the world s most client-friendly indexed annuities. With 10 patents issued and 12 more pending, the Annexus Group has revolutionized how FIAs are designed and how they re sold. Senior Market Sales has been part of that revolution. Service & Support: Our team of annuity experts will work with your advisors to properly position fixed products in their client s portfolio, create illustrations, and prepare presentations. Once an application is submitted, our case managers work with the carrier to get it issued and paid as quickly as possible. Income 10/10 Compliant Products

6 / is in our Culture It takes a lifetime to build a reputation, but only 15 minutes to destroy it. Warren Buffett Contact Manager Flexible Reporting Capabilities Training Officer In-house Counsel Secure Platform New Business Processing Case Managers Coming from the highly regulated industry, Senior Market Sales understands that approaching each situation with diligence and prudence is paramount. One mistake can literally set a company back years; we ve seen it happen. That is why we built our infrastructure to ensure that we are compliant in everything we do. Staffing We staff a full-time Officer and in-house counsel. Of our 110 employees, nearly half are insurance-licensed and many have industry-recognized designations, including CFP, ChFC, CLU, C, LLIF, RHU, REBC and many others. Culture Every employee is issued a compliance manual and undergoes mandatory compliance training upon hire and annually thereafter. Fraud, waste and abuse, privacy and anti-money laundering are just part of the training. We pride ourselves on our stellar reputation in the industry, which has afforded us the opportunity sit on the advisory councils for many of the nation s largest insurance carriers. Our proprietary Contact Management System gives us the ability to do any reporting desired yearly, quarterly, monthly, weekly, daily as well as manage sensitive relationships that have specific requirements. We also employ a Secure Platform to ensure that all our communications comply with HIPAA and all other applicable privacy laws. Bottom Line: is a part of everything we do here at SMS. It is a consideration in how we market our products, make our decisions and manage our relationships.

7 Health Care Costs: The Client s No. 1 Concern The next evolution for financial advisors will involve expertise in and retiree health care costs. Investment News, May 2012 More than half of people age rate their knowledge of and insurance as low. This should be a concern for financial advisors because misconceptions about and Medicaid often lead to financial planning pitfalls. Financial planning and health care planning have traditionally been carried out in isolation from one another. These two planning processes are rapidly converging, however, as skyrocketing costs turn health care into a financial issue. Clients are increasingly looking to their financial advisor for help with questions, and the ability to answer them can be a powerful differentiator for an advisor. More than half of respondents to a survey by Nationwide1 said they would be more likely to stick with their current advisor if they could discuss how and overall health care costs could affect their retirement plan. We re not under any illusion that Registered Reps are going to run out and get health licensed and start selling insurance. We d rather help advisors incorporate as part of the financial planning process without it becoming a distraction from their core business. Working with Senior Market Sales, your advisors will feel like they added a staff member who specializes in. Insurance Direct: Advisors can utilize and/or refer clients to InsuranceDirect.com to quote, compare and buy insurance plans. Advisors and clients will also have the option of consulting with a licensed Benefit Advisor who will help them choose the plan that best fits their budget and needs. Best of all, advisors don t have to worry about losing their client to another professional who is providing this type of service and fulfillment. 1 Nationwide Insurance and Harris Interactive.(2012).Healthcare costs in Retirement consumer study. Call, Click, Mail or Meet Service Expert Benefit Advisors Training Marketing Support Online Quotes & Forms Electronic Enrollment Options InsuranceDirect.com

8 Long-Term Care Protection when they Need it Most 70% of Americans over the age of 65 will require some form of long-term care. National Clearinghouse for Long-Term Care Information Online Quotes Pre-Underwriting Status Updates Point-of-Sale Support New Business Processing Case Design Marketing Materials Even the best financial plans can quickly be devastated by a long-term care situation. Clients who have enough assets to create a comfortable income stream and even create a legacy for their children and grandchildren will be forced to liquidate their hard-earned assets if they don t have a long-term care plan in place. Long-Term Care Insurance (i) can be a complicated product, though, and many advisors don t feel confident navigating the maze of care, payment and carrier options. Our i department can guide your advisors through the process of presenting the product, selecting the carrier and getting the policy issued. Service & Support: Our long-term care experts will support your advisors with training, quotes, pre-underwriting, pre-screening of new business, status updates, marketing materials and even point-of-sale support. With Senior Market Sales, your advisors don t have to be i experts to help their clients protect their hard-earned assets. From an SMS Producer... It s very difficult to find good partners in our industry. Everybody s out to get their dollars and then they re done with you; there s no support on the back-end. But I ve found that you and your team have really helped us with the paperwork; any issues that have come up you ve helped address it. It s really been a great partnership and we ve found you guys to be very helpful. Rocky Lin, CFA

9 Tax-Efficient Wealth Transfer Strategies Insurance LIMRA expects that in 2012 and 2013 life insurance sales should rise 28%. Registered Rep magazine, April 2012 It may not be the most exciting product in the world, but there is no more efficient way for a client to transfer wealth than life insurance. Senior Market Sales strives to make writing life cases as hasslefree as possible for the advisor. Our staff will run illustrations, schedule paramed exams, interface with underwriting and give status updates. Our comprehensive life portfolio leads with 5 A-rated carriers that offer name-brand recognition, competitive products and peace of mind for clients: Aviva, Genworth, Met, North American Company (NACOLAH), United of Omaha. 5 A-rated Carriers Illustrations Status Updates Paramed Scheduling Service Underwriting Support Online Quotes & Forms

10 Get to Know Senior Market Sales Learn more about how Senior Market Sales helps insurance and financial professionals leverage time, make more money and put their business in a position of distinction. Learn more about why hundreds of advisors are using our patent-pending software to help their clients maximize their benefits. Mature Health Center Our online resource center where boomers and seniors can learn more about their insurance options, get online quotes or speak to one of our Benefit Advisors about the best plan for them. INSURANCE DIRECT Learn more about our consumer quote engine for Supplement, Advantage and Part D prescription drug coverage. Advisors can refer their clients here and not worry about losing them to a competing firm. SM Travelers from all over the world visit TravelInsuranceCenter. com to quote, compare, buy and save on travel insurance, international health insurance, travel accident insurance and other travel-related products. SMS LinkedIn Group - Join over 1,300 agents and advisors in the Senior Market Sales LinkedIn Group for news, discussions, sales and marketing tips, and networking opportunities.

11 Our Team Milt Kleinberg Owner, CEO James F. Summers President Bill Kauffman CLU, CHFC, LUTCF, LLIF VP, Financial Products Joe Elsasser CFP, RHU, REBC Director, Advisor Services Heather Jansen Director, Institutional Sales Greg Bolton Officer

12 Senior Market Sales, Inc Senior Market Sales is not affiliated with or endorsed by the United Sates government or the federal or programs W. Dodge Road, Ste. 510 Omaha, NE