Source Brokerage, Inc.

Life, Annuity and D.I. - News & Updates

February 2016

Welcome to our updated newsletter format. The responsive design was added to open effectively on mobile devices. The Quick Links and Sales Tip areas are now located at the bottom of the layout.

Life Plans

Effective March 7th, Genworth will withdraw from the life and annuity markets to focus exclusively on long term care products. The last day they will accept life and annuity

applications is Friday, March 4th.

Download the mobile app to our Term/GUL Spreadsheet Quote engine. It works great on either iPhones or Androids. Run quotes anywhere, anytime.

Effective March 1st, North American will discontinue their CustomGrowth and CustomTermGUL products due to low sales. They will continue to offer their uber-competitive CustomGuarantee GUL product as well as their industry leading IUL plans.

Please contact Julie Adams at ext. 233 or Jeff Darnell at ext. 225 for details and sales ideas.

Annuity Plans

Managing the risk of a down market. Many economists are predicting another market crash and another recession. Consider diversifying a portion of your clients indexed annuity funds into one of the following crediting options designed for down markets:

Inverse Performance Trigger: If at the end of the contract year the S&P 500 is the

same or less than it was at the beginning of the contract year, your client's policy is credited with a healthy return. The return varies by carrier and length of surrender charge period.
Volatility Control Indices: These indices measure the performance of the 100 least volatile stocks in the S&P covering 10 market sectors for diversity and manage volatility by re-allocating portions of the portfolio in certain market conditions. When volatility increases, more is allocated to cash. When volatility decreases, more are allocated to stocks.

Please contact Julie Adams at ext. 233 for or Jeff Darnell at ext. 225 for details & supplies.

Disability Income Plans

Join our Virtual D.I. Study Group. This is an opportunity for brokers to come together, share ideas from each other, get input from D.I. experts, and learn how to overcome challenges.

Study groups have long been considered a best practice. Commit yourself to join our study group and watch your D.I. business grow. Below is a list of topics for our 20 - 30 minute meetings. They will be held twice a month from Feb. 18th to May 26th:

Opening The D.I. Conversation
A Conversation With A Strong D.I. Producer
Pick An Underwriter's Brain
The Difference Between Group LTD and Individual D.I.
Sales Ideas To Tap The Business Overhead Market
Five Top Sales Ideas From Two Top D.I. Producers
What's Great About The Modified Offer
Overcoming The Disability Divide

To join our D.I. study group contact Brian Hettmansperger at ext.230. As always, feel free to also contact Steve Crowe at ext. 222, Ellen Crowe at ext. 223, or Chris Bussey at ext. 220 with questions or to discuss sales strategies.

Sales Tip

Change the dynamic of the conversation with your client. No one wants to talk about "life insurance", but everyone wants to talk about "securing their retirement income".

Consider this as a conversation starter with your small business owner client: "Mr.

Employer, what if you could hire an employee, pay the minimum wage of $7.25 per hour until you reach age 65, this employee never takes vacation, never calls in sick, requires no benefits, and never asks for a raise. This employee's only job is to work to make sure you have enough income at retirement to live comfortably."

Assuming your client is age 44, he would pay this "employee" a total of $316,428 over the next 21 years, and his distributions between the ages of 66 and 85 would be $1,246,940...or an additional tax-free income of $62,346 per year. This is possible via an indexed UL product. Contact Jeff Darnell at ext. 225 for details.

Source Brokerage Inc 1-800-543-7167 www.sourcebrok.com