Life Insurance

Leave-On Money

Presented by Brian Leising

You can’t take it with you, but you can maximize what you leave behind

How many of your clients have “leave-on” money, funds they don’t need to live on but to pass on? What kind of advice have you been able to give them on this money? What commissions have you been able to generate in these situations? (Not much I’ll bet) How would your clients react if you could double or triple their legacy funds with no additional risk, immediately? What do consumers have now? Seniors that have their own financial affairs in order want to leave a legacy to their family. Many view the stock market as too risky and place their money in the bank, keeping it safe. Others like to avoid current taxation with funds in annuities and qualified accounts. What’s wrong with that? Money in the bank – earns next to nothing, and those meager earnings are taxable. Money in annuities – represents a tax time bomb; these funds will defer taxes to the next generation, likely during their peak income earning years and highest tax brackets. Money in qualified funds – like annuities but worse as RMD’s may be required and every dollar is taxable. What’s the solution? Wealth transfer life insurance can help your clients leverage their legacy funds, often providing two to three times their current value, immediately. A one-page application without a medical exam is all it takes to improve your clients’ situation and yours as well. Don’t leave money on the table. Help your clients with their “leave-on” money.
Long Term Care and Disability Insurance

Using the Affordable Care Act to your Advantage

Presented by Leonard Berthelsen It really doesn’t matter which side of the fence you’re on when talking about the Affordable Care Act (ACA). There are opportunities for just about everyone in our business. If you sell individual major medical coverage, you’ve probably found a way to embrace the new way of selling and dealt with the challenges that go with it. On the other hand, you may be one of those producers that say, “I’m certainly glad that I’m not in the major medical market so I don’t have to deal with all those changes”. There are challenges with every decision as well as opportunities. With individual major medical coverage being offered through the ACA, many of these clients have affordable health insurance for the first time, especially if they are receiving a subsidy from the government for their premiums due to their income. They also found that they can qualify for the first time without their health being an issue. Unfortunately many are finding out the hard way that although their premiums are more affordable, the deductibles and co-pays required by these plans create high out-of-pocket costs. With the caps on these plans being $6,600 and $13,200 for an individual and family respectively, the question becomes how are they are going to pay for it. This is where you come in. Don’t walk away from a discussion with a prospect that says they have their health insurance taken care of. Explore a little deeper with that client. Is it coverage being provided at work or is it an individual plan, what are the deductibles, what are the copays, what will it cost the family in out-of-pocket expenses? Products like, Critical Illness, Cancer Heart Attack Stroke plans, Accident coverage, Per Diem Benefits for Hospitalization and Intensive Care are all products that can fill that gap. In some respects, we are going back to the early 1980’s before Major Medical coverage for individuals was being discussed. The industry was selling Accident, Hospitalization, Medical/Surgical plans along with limited Disability Income protection as a means of plugging gaps that a client would have in respect to health coverage. As we close in on another open enrollment period with the Affordable Care Act, keep the above in mind. You can do great things with these supplemental products for your clients but you have to have the conversation with them.
Bulletins

EquiTrust – New DynaMARC Index Annuity and Georgia Agent…

It’s Here! – DynaMARC Index Annuity Exciting Index Annuity with a Multi-Asset, Risk-Controlled Index! And New-Design Income Rider! To view more details, click here. Georgia Agent Training Georgia annuity producers must complete 4 hours of General Annuity Training CE credits (provided by a state-approved training vendor) in addition to the EquiTrust product-training requirement already in effect. To view more details, click here.