July 10, 2013
IN THE NEWS
Moody's Investors   
Moody's Upgrades Lincoln National Rating
Raised from A1 to A2 and outlook is stable
 
Moody's Investor Service raised its credit rating for Lincoln National Corporation by one step and they are now listed as A2 and the outlook is stable.  The upgrade reflects the group's strong business profile, highlighted by multiple and productive distribution channels according to a recent article in The Wall Street Journal.  The upgrade was accredited to Lincoln's ability to manage the interest rate and equity market risk embedded in its secondary guarantee universal life and variable annuity business lines, which are viewed as higher risk.  Lincoln's de-risked product portfolio has helped and will continue to improve its credit profile.  
  
      Gandolfini    
Gandolfini's $30 Million Estate Tax Mistake
Don't let your client's make the same mistake
  
The IRS will be the biggest beneficiary of actor James Gandolfini's estate thanks to poor estate planning.  Gandolfini's estate was worth an estimated $70 Million at the time of his death.  Gandolfini had a will but that was not enough to protect his estate from the IRS.  Gandolfini split a majority of the money between his 2 sisters, his wife and his daughter.  His son received the proceeds from his life insurance policy which is not subject to estate taxes.  While this may sound ordinary, the will missed opportunities in estate planning which could have been an unlimited deduction for estate tax purposes for gifts made to a surviving spouse.  According to this article from Daily Finance you not only need a will but other vital documents to back up the will.  Financial planning is important and it can be as simple or as complex as you make it.
    
SALES IDEAS
Confused Man  
 
Is Your Client Concerned About Outliving Their Retirement Income?
Lifestyle Income Rider on Secure LIfetime GUL will protect them if that happens
  
No one knows when they will die so it's hard to determine how long you will need to make your retirement savings last.  American General Life has introduced a Lifestyle Income Rider on their Secure Lifetime GUL policies.  The policy allows your client an option to start making withdrawals from the policy when the client expects that their retirement savings will run out.  The withdrawal is not a loan but rather is deducted from the death benefit.  Here are the highlights of the policy:
  • The rider is designed to be optimal if distributions are taken out at age 85.  They can be taken out earlier, a discount factor will apply. 
  • The payout reduces the Death Benefit
  • Death Benefit guarantee is designed to age 100
  • Distributions are of course tax free up to cost basis

  Click Here to watch an informative video   

  
Contact our marketing department today at (800) 626-5888 or [email protected] for a quote from American General.  To view a sample illustration Click Here.
  Protective   
 
Can't convince your client to buy permanent coverage?
Protective Life has an alternative option for you
  
A key factor is selling an insurance policy is always the price.  Many clients can only afford term insurance and it may seem like the right choice at the time but what happens when the term expires?  For most term policies premium goes up exponentially and you need to find a different insurance solution for your clients.  In many cases, your client may be unhealthy or too old for a new policy.  Protective has a solution, Custom Choice UL.  The new "term-like" policy offers a great solution to your clients when the term expires.  Instead of the premium increasing at the end of the term, the premium will remain the same and the death benefit will decrease.    
 
 
Contact our marketing department today for an illustration for your client at (800) 626-5888 or [email protected] and see why many producers are making Protective Life their go to company for term insurance.  Protective Life is also great for your impaired risk clients.  They are also now available for the Shaw American ASAP service, submit a Shaw Assist Form today.
Shaw Assist form  
Do You Use the Shaw Assist Form?
Have questions about how it works?
  
We have gotten several questions lately regarding this Shaw Assist Form and how it works.  The Shaw Assist Form is designed to make it as easy as possible for both you and your client.  The agent needs to fully complete the attached one page form and send it to Shaw American.  Tell your client to call Shaw American at our toll free number (800) 626-5888 at their convenience.  Your client should have access to their email and be able to sign an electronic application at the time they call us.  We will ask your clients any additional questions that we need for the electronic application, walk them through signing the application and transmit directly to the home office once it's signed.  The process is very simple and the fastest way to send the application to the home office.  In some cases the home office may also need to contact in your client directly and we will notify your client of that when we speak to them.  Shaw American will always have a staff person available during regular working hours (9:00 - 5:00 EST) to take your clients call.  Since your client is calling into us, we know that it is a convenient time for them and since they electronically sign while we have them on the phone we are not following up with them at inconvenient times.  The process will take about 15-30 minutes with your client. 
       
  
If you still have questions please contact someone in our marketing department at (800) 626-5888 and they will be happy to answer any questions or address any concerns.  Shaw Assist is available for the following companies: AXA, Banner, Genworth, ING, John Hancock, Lincoln Benefit, Lincoln Financial, MetLife, Nationwide, Principal, Protective, Prudential, Transamerica and United of Omaha.
COMPANY & PRODUCT CHANGES
Repricing & Forms
Banner 
Banner Life now accepts coverage amounts up to $10 Million for ages 20-70

Legal & General has raised the coverage amount for AppAssist cases from $5 Million to $10 Million for clients aged 20-70.  Submit a case today using the Shaw Assist Form.

Principal   
Underwriting Changes Effective July 1

Paramed Exams are no longer required with Tele-App applications.  Examiners will still go out and take blood and urine samples as well as height, weight and blood pressure but the examiners will not ask medical questions.
  
Enhancements to Healthy Lifestyle Credits.  Clients with a favorable HLC score can not have flat extra ratings taken off of their policy with the HLC program when the flat extra is the only rating that applies.
  
Diabetes clients over age 70 with good A1C and no cardiovascular history and lifetime non-smoker can not apply for preferred rates.
  
Tobacco users must now be tobacco free for 24 months to be considered for preferred rates.  This is being changed from 12 months.  Clients who are tobacco free for 12 months will now be considered at super standard rates.   
 
JOIN US - UPCOMING WEBINARS AND CONFERENCE CALLS
Prudential Logo   

 

The Five W's of Chronic Care
  
July 17, 2013 2:00 EDT

 

The Prudential Insurance Company of America will sponsor an illuminating presentation featuring industry expert Dr. Robert J. Pokorski, Vice President and Medical Director, The Prudential Insurance Company of America; and Mammen Verghis, Vice President, Product Marketing, The Prudential Insurance Company of America.
  
During the session, you will learn:
  • What the Five W's of Chronic Care are, and what they mean for your clients
  • The impact non-financial risks can have on your clients' lives before and during retirement
  • How life insurance can help protect against these concerns

 To Register, Click Here

Genworth LTC 
Learn How to Streamline Your Index Universal Life (IUL) Insurance Applications Webinar
 

July 17, 2013 - 2:00EDT

We have brought our award winning service and industry-leading technology* to Index Universal Life insurance. An industry first, IUL is now available for electronic ticket and fulfillment. Genworth is also the first carrier to offer ePolicy Delivery for IUL. Features of IUL Quick Request include:
  • Easy hand-off of illustration from BGA to Agent/Producer
  • Seamless pathway from the illustration to the IUL Quick Request Ticket
  • No need to capture client's wet signature at point of sale
  • Fast and simple ticket for agent to complete in less than 15 minutes for Index Universal Life
  • Same great Life Quick RequestSM fulfillment as ColonySM Term and GenGuard UL (faster cycle time & place more business)
Presented by Ebix University, join Ken Leibow, Director Operations, Service Development & Marketing, for a demo on July 17th at 2:00 EDT, to see just how much quicker it can be to run an illustration and submit a ticket. 

 

To Register, Click Here

 

Genworth LTC 
Run it, See it, Sell it. Selling from the Illustration Webinar

July 23, 2013, 2:00 EDT

Do you want to be more effective when selling Index Universal Life insurance to your clients? The Selling from the Illustration Webinar can help you sharpen your skills on presenting Index Universal Life insurance to your clients. 
  • Discover illustrations that are designed to provide clarity, creating a roadmap you can use to walk clients through their policy in a logical manner
  • Help your clients understand and appreciate the important step you are helping them take with charts and graphs that are informative and visually pleasing.
Join Charlie Gipple, CLU, ChFC on July 23rd at 2:00 EDT to see how Genworth has made it easier to explain how Asset Builder Index Universal Life works and easier for clients to understand how it can meet their needs.  
 

Genworth LTC 
Total Living Coverage (TLC) Webinar

July 25, 2013 -   2:00 pm EDT

Find out where TLC has the competition beat. When compared to its competition, TLC can give your clients:

Better protection
  • Your clients will always be guaranteed a minimum level of long term care and life insurance benefits
  • In the unlikely event that your client's benefits eventually drop to their guaranteed minimum benefit levels, TLC still provides greater value than its main competitor.
That means in most cases our worst case scenario is better than their best!

Stronger guarantees
 
  • Unlike its main competitor, TLC provides Couples Discounts and Preferred Health Discounts. 
  • TLC offers more risk classes, which adds up to better rates for preferred risk classes.
  • TLC provides more care coordination services. The competition takes that cost out of your client's coverage maximum.
Click Here to Register
2013 SALES CAMPAIGN
 
Want to vacation with Shaw American!!!  Just write a combined target premium of $75,000 in 2013 and you can join us!  We will be traveling to The Royal Cancun in February 2014 for an all inclusive vacation.  We don't want you to miss this!!  Call us today for quotes on any cases that you are currently working on or let us take a look at your past business to see if we rewrite a case for a better rate.

Shaw American Financial Corp.
Phone: 800.626.5888
Fax: 888-329-7429
The Wonder Writers!
Give us a call today!
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