1ST QUARTER 2013
Looking for the product that has prospects asking...
Where do I sign? (See page 6)
The HOT lead generation program for 2013! (See page 12)
800.710.1115
www.greatplainsannuity.com
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100% Independently Owned!
2/14/2013 9:23:30 AM
800-710-1115
www.greatplainsannuity.com 10901 West 84th Terrace, Suite 125 • Lenexa, KS 66214
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2/14/2013 9:23:56 AM
INSIDE 6
HELP CLIENTS WITH “LEAVE-BEHIND” ASSETS
Many established Annuity Advisors are sitting on a gold mine and missing a tremendous opportunity to help their clients! By asking one simple question of your existing clients, you can show them how to reposition existing assets earmarked for heirs or charity. Your solution immediately increases the amount of their legacy and passes it income tax-free to their beneficiaries.
10
INDEXED UNIVERSAL LIFE...
Sales in the indexed universal life market continue to explode. Prospects focused on death benefit also like the opportunity to potentially benefit from market gains without downside market risk. Learn more about this great life insurance opportunity and contact your GPALM Life Marketing Specialist!
12
PRINCIPALS • Rich Hellerich • Robb Edwards
ANNUITY MARKETING • Brad Allen • Scott Andrew • Brian Dixon • Kara Jones • Cindy Nelson • Jane Plumberg • Carlos Rojas
LIFE MARKETING SOCIAL SECURITY BENEFIT TIMING
Social Security benefit planning is a hot topic in today’s retirement income arena. Clients are looking for education and assistance in determining their best claiming strategies. This creates a great opportunity for income planning discussions that lead to sales! Learn how you can access our Social Security marketing toolkit and your share of those sales.
18
1ST QUARTER 2013
• Dick Reynolds, CLU • Jeff Bregovy
ADMINISTRATION • Cris Larson • Naomi Mayekawa • Christine Moore • Mackenzie Oakley • Kathy Putnam
ANNUITY HELP CENTER
The lead-generation tool disguised as a web site just got better. Learn about the new “Resources” page added to the Annuity Help Center web sites, and how it can generate more appointments for you.
20
WHAT’S HOT AT GREAT PLAINS...
Here’s a quick overview of programs, opportunities and information you should be aware of available at Great Plains.
21
Toll Free: 800-710-1115 Local: 913-492-9994 • Fax: 913-492-9998 www.greatplainsannuity.com
2013 TAX REFERENCE GUIDE
Our thanks to W&S Financial Group Distributors for allowing us to offer their 2013 Tax Reference Guide... Remove the page or call your Marketing Specialist for a PDF copy!
JUST the FACTS | 1ST QUARTER 2013
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10901 W 84th Terrace., Ste. 125 Lenexa, KS 66214
JUST the FACTS is published quarterly for the benefit of independent insurance agents and brokers contracted with Great Plains Annuity & Life Marketing. Great Plains assumes no responsibility for the professional training or continuing education of agents. This publication is for agent use only, and not to be used to solicit sales from the general public. Products noted may not be available in all states. Great Plains does not offer tax, investment or legal advice. While every effort is made to confirm accuracy, published rate and product information is subject to change. Material herein may not be reproduced in any form without permission.
PAGE 3
2/14/2013 9:24:54 AM
JUST the FACTS
Thank You! In reviewing our results for 2012, Great Plains enjoyed significant growth due to the hard work and success of the agents that trust us with their business! Thank you for your efforts! I am convinced our sales team has rededicated themselves to assisting you based on the pace and activity we are experiencing in our office year-todate. Newly contracted relationships are getting into production, sales are up over last January’s numbers, and great things are happening at Great Plains.
Carlos Rojas
Scott Andrew
Jeff Bregovy
In 2012 we added two more experienced Annuity Marketing Specialists in Carlos Rojas and Scott Andrew, and Jeff Bregovy brought his industry experience to our Life team. We have every indication that we will continue to grow. We hope this confirms our belief that being 100% INDEPENDENT, also keeps us 100% focused on you and your goals! Robb and I have helped build marketing organizations in our past, and it is exciting to see the enthusiasm and energy building in our office thanks to you, the writing agent. To those that contributed to our success in 2012 I again offer my thanks! We continue to look for ways to better serve you in 2013! Here are some things to consider in making your marketing plans for this year... PAGE 4
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Rich Hellerich, Principal GPALM Case Development & Sales Support: We are proud of our Annuity & Life Specialists both in their expertise, and responsiveness to the needs of the individual producers they serve. They work diligently ensure your business gets issued and you get paid, while respecting your unique business model. A real person answers our phone, and we don’t offer a “service desk” for small producers. At Great Plains, we provide all producers the same attention and assistance, whether you write $250k or $25 million! After-Market Assignments: While these are not for every producer, they have proven to be an excellent door-opener to prospects and educated clients seeking better crediting rates. Your GPALM Annuity Marketing Specialist can provide you with more information on this opportunity. Annuity Help Center: See page 18 for an update regarding our Annuity Help Center lead generation tool. We have just added the “Resources” feature to help you educate clients by providing useful information they can download from your web site and generate an appointment when you follow up. Again, contact your GPALM Marketing Specialist for details. Social Security Planning: Please see the information in this issue on Social Security benefit timing, and helping clients and prospects understand and maximize their retirement income. We believe this is major marketing opportunity for income planning specialists for years to come. We have an opportunity for a limited number of agents to help us refine our program and start generating appointments and apps right away! Call 800.710.1115 today for details!
Rich Hellerich JUST the FACTS | 1ST QUARTER 2013
2/14/2013 9:25:25 AM
Fixed Annuity Rates Got You Down? OFFER UP TO
6.50% GUARANTEED ALL YEARS!
• This is NOT an Income Rider! • Guaranteed to yield 4%-6.50% every year! • Originally issued by Highly Rated Carriers! • Get in front of more affluent prospects! • FREE E&O! • Commissions that will get your attention!
LEARN HOW YOU CAN BECOME AN...
THE LEAD GENERATION TOOL DISGUISED AS A WEB SITE!
800.710.1115
www.greatplainsannuity.com JUST the FACTS | 1ST QUARTER 2013
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PAGE 5
2/14/2013 9:46:01 AM
ARE YOU HELPING CLIENTS PLAN FOR THEIR
“LEAVE-BEHIND” ASSETS? Annuity Advisors are missing the opportunity to show clients how to maximize their legacy to heirs by asking one simple Wealth Transfer question. It is estimated that Baby Boomers will pass over $40 trillion in accumulated assets on to heirs by the year 2052. Asking a simple wealth transfer question of every Senior or Boomer prospect/client you meet could result in greatly improving the amount of their legacy and passing it tax-free to their beneficiaries! When it comes to wealth transfer, few solutions work as simply or as well as single premium life (SPL) insurance. Tapping this trillion-dollar market initially can be accomplished by reviewing your existing LTC, med-sup and annuity clients to identify prospects for wealth transfer planning. Just asking one more question on all your appointments can uncover cross-sale opportunities for Single-Premium Life beneficial to your clients and generating thousands in commissions. Who Is A SPL Prospect? 1. Individuals who are in or near retirement (between the ages of 60 and 85) 2. They have identified assets they’ll never need for retirement and earmarked them for heirs 3. Are concerned about how income taxes, final expenses and probate could impact their beneficiaries. A single premium life policy (SPL) would be an excellent solution for those interested in passing an income tax-free death benefit to their heirs. Additionally, clients that have set aside some “leavebehind” assets for beneficiaries, but are concerned about not having enough to care for their own potential health care needs, could also find SPL an appropriate answer. Some single premium life policies provide accelerated benefits for long-term care expenses. This feature can give policyholders the confidence to set some money aside for loved ones, knowing that they have access if the need arises. PAGE 6
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Some single premium life plans can also offer a return of premium providing additional peace of mind. Ask One More Question When you’ve finished up an annuity application or just delivered a Medicare Supplement, do not leave before you ask the client “By the way, do you have any financial assets already earmarked for your heirs?” If they do, those assets are usually liquid and found in CDs, old annuities, Money Market accounts, etc. They are assets that will never be needed during their retirement years. These clients may now have the ability to leverage these monies by simply moving them into a SPL product. This results in an immediate and significant increase in the value of the asset via the death benefit plus it’s all now passed income tax free to heirs. (Continued on page 8) JUST the FACTS | 1ST QUARTER 2013
2/14/2013 9:46:57 AM
your clients their Wealth-Transfer Goals! • Immediately increase the values of their estate • Pass assets easily – generally income-tax free – and avoid probate • Provide owner accessibility to assets in the event of chronic illness
JUST the FACTS | 1ST QUARTER 2013
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PAGE 7
2/14/2013 9:51:05 AM
(Continued from page 6) While an annuity may be a good choice for clients still needing to grow some assets, don’t pass up a great opportunity to take an interest in your client’s entire situation; ask the right questions, listen to their answers and never make assumptions. You never know who might have $50,000 or $500,000 just waiting to be put toward the right product. Features of the Single Premium Life Sale: Simplicity – The product is easy to explain and clients “get it” right away. We are even available to be on the phone with you and the client if needed. Broad Class of Prospects – The need for this product is not just for the very wealthy. There are plenty of people who are putting in premiums of $15,000, $25,000, $50,000 or $100,000. You’ll find these premiums when you ask the right questions. Underwriting – NO EXAM is required. There is an application, to include medical questions, along with a telephone interview. Underwriting decisions are usually made in a week. Qualifying Medically - You may be thinking that too many of these prospects in this advanced age group have serious medical issues and would not qualify. This is not the case at all. Millions are just taking medications for high BP or cholesterol or perhaps had some impairment but it was 10 or 20 years ago. To determine up front if someone may not qualify, you’ll have “knockout questions” to ask them. Agent Commissions - Typically higher than annuities and go up to 15% Support - Your GPALM Marketing Specialist can help you utilize all the resources available to help you including training, marketing, brochures and product selection. You play a critical role in helping clients accumulate wealth. But do not overlook the other part of the distribution equation: transferring a legacy to heirs in the most appropriate fashion. Adding SPL to your product mix gives you an effective and easy way to increase the value of your client’s estate while deepening client relationships and growing your income! Contact your Great Plains Annuity or Life Marketing Specialist for more information regarding the benefits of Single Premium Life and how you can add this important product to better serve your clients! PAGE 8
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Here are some actual cases resulting from the advisor asking one more question...
“By the way, do you have any financial assets already earmarked for your heirs?” Certificate of Deposit - Female, age 72 $31,000 earmarked for grandchild bought $52,500. —Agent earned $3,750 or 12% Certificate of Deposit - Female, age 68 $118,000 bought $225,000 tax-free death benefit. —Agent earned $14,160 or 12% Annuity Surrender - Male, age 84 $21,900 VA surrender bought $26,200 —Agent earned $1,533 or 7% Land Sale - Female, age 78 $318,164 sale proceeds bought $468,153 —Agent earned $34,362 or 10.80% Annuity Surrender - Female, age 81 $270,000 bought $362,000 —Agent earned $18,900 or 7% Certificate of Deposit - Male, age 85 $113,000 bought $132,000 —Agent earned $7,910 or 7% Certificate of Deposit - Male, age 75 $87,000 bought $132,379 —Agent earned $10,092 or 11.60%
JUST the FACTS | 1ST QUARTER 2013
2/14/2013 9:48:06 AM
REASONS TO OFFER SINGLE PREMIUM LIFE Annuity Producers! You may be sitting on a GOLD MINE with your existing clients!
1 Opportunity: $40 Trillion in assets will pass
6 Accelerated benefits like Chronic Care and
2 By asking ONE simple question, you can
7 Death benefit creates instant increase in
to heirs by 2052.
discover clients and prospects that have set aside “leave-behind” money, already earmarked for heirs.
3 Life Insurance is the most efficient way to
transfer wealth. SPL is simple to explain and no exams are required.
4 You already work with people age 60-85 who can benefit by owning SPL.
Return of Premium are available.
legacy and proceeds transfer income tax-free.
8 SPL provides heirs funds for their inherited taxable gain assets like IRAs.
9 Great Plains offers multiple carriers and the most competitive SPL products.
10 Depending on client age and carrier, commissions up to 15%.
5 Client retains control of policy and cash value.
You probably have SPL cases sitting in your database now! Contact your Great Plains Marketing Specialist today!
Ask for your copy of our Agent’s Guide to Senior Market Life Sales Opportunities
800.710.1115
www.greatplainsannuity.com JUST the FACTS | 1ST QUARTER 2013
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PAGE 9
2/14/2013 9:51:35 AM
INDEXED UL Prospects abound for this product that continues to enjoy tremendous sales growth! Defining the Index Universal Life (IUL) market has more to do with a prospect’s mindset than their age, gender or income. It is impossible to predict who may find this product appealing without knowing their situation and then introducing the product as one of several available life insurance solutions they could purchase. The Countless Buyers Individuals who may be a good fit for indexed universal life need the death benefit. They like the idea of equities (where they take a risk to gain a reward) but are not willing to take a real equity market risk. They may be young and are hearing about nothing but market losses. Or, they could be near retirement and still looking for a way to benefit from the upside of the market while not dealing with its downside. Also, professionals such as a doctors, attorneys or CPAs, IUL can help meet retirement needs. Often these professionals operate as a P.A. being taxed as a sole proprietor, an S Corporation or a C Corporation, and under the current tax codes they can be limited regarding amounts in retirement account choices. And of course for any type business, the money in the tax-deferred accumulation account can be borrowed to use for the purchase of new equipment, to expand the practice, or just to carry a business through a tough time. IUL Features: • Upside potential with downside protection. For most people, the grief of a percentage market loss is greater than the gratification of a percentage market gain. IUL offers protection from the loss, and the ability to benefit from the gain. • With IUL, clients have a choice of fixed rate strategies and/or indexed strategies based on the upward movement of a stock market index or indices. The cash value of an IUL policy is not invested directly in the stock market which can enhance its appeal. • Over time, and particularly during periods of low fixed interest rates (like now), an Index UL policy offers the potential for greater interest crediting than a traditional universal life insurance policy. • Of our many life carriers, some offer a lifetime death benefit guarantee rider, LTC rider, return of premium rider, child rider and an uncapped account. If you would like more information regarding Great Plains’ IUL product solutions and how we can assist you with prospecting, case development and more sales call us today!
Jeff Bregovy Life Specialist Jeff@gpam.biz
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Dick Reynolds, CLU V.P., Life Sales Dick@gpam.biz
2/14/2013 9:52:29 AM
THINK
BIG! MarketTwelve Bonus IndexTM Annuity
12.00%
Bonus Paid Over 3 Years
8.50%
MGA Commission Ages 0-75
• Full Account Value at Death – No Annuitization Required • 10% Withdrawal Available after Year 1 Income For Life Optional Rider • 6.5% Income Rider Rollup Rate • Annual Rider Fee is Only .50% • Rollup for 15 Years
800.710.1115
www.greatplainsannuity.com Withdrawals before age 59 1/2 may result in a 10% IRS penal-ty tax. Withdrawals do not participate in index growth. Surrender of the contract may be subject to surrender charge and market value adjustment. Product and rider not available in all states. Contract may vary by state. MarketTwelve Bonus Index fixed indexed annuity is issued on contract form series ET-MPP-2000(02-05) with Rider ET-AVBR(06-09). Group Certificate issues on Form Series ET-MPP-2000C(01-07) and ET-IMVAC(07-09). Income Rider provisions and availability may vary by state. Rider issued on Form Series ET-IBR(06-08). Contract issued by EquiTrust Life Insurance Company, West Des Moines, IA. For Producer Use Only. AC13-M12-1005.
JUST the FACTS | 1ST QUARTER 2013
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PAGE 11
2/14/2013 9:52:52 AM
Social Security Benefit Timing...
Will you be presenting the hot retirement planning topic for 2013? Social Security continues to be one of the hottest topics in today’s financial news. An estimated 10,000 Baby Boomers turn 62 every day, and those that apply for benefits at the earliest opportunity may be leaving tens of thousands of lifetime benefit dollars on the table. These prospects need education and guidance to understand, coordinate and optimize their Social Security benefits as an integral part of their overall retirement income plan. As a result, we believe this is one of the biggest lead-generation opportunities for advisors serving Boomers. Great Plains Annuity & Life Marketing (GPALM) is introducing a comprehensive Social Security Education/Marketing Program for our producers in 2013. The goal of this program is to position you as the vital link to helping prospects maximize their Social Security lifetime annuity benefits, and create the opportunity to assist them with a comprehensive retirement income strategy with their additional financial assets. We believe this program will help you: • Position yourself as the trusted advisor: an income planning expert providing education and value • Create Income Planning opportunities with clients holding significant retirement assets • Door opener to additional planning for Chronic Care, Life Insurance and Wealth Transfer needs • Generate referrals from your customers to their family and friends PAGE 12
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We are building a multi-faceted marketing approach to this topic to provide GPALM producers a number of ways to make this program successful in 2013. AA Access to advertising and marketing tools to generate prospects and appointments: 1. Client advertising: Pre-approach letters, postcards, mailers, e-mail html ads, etc. 2. Web site support: suggested copy and PDFs for your web site, with special assistance for GPALM’s Annuity Help Center user group 3. Seminar presentation and marketing support through GPALM’s Seminar Marketing partner 4. Point-of-sale support, including articles, worksheets and leave-behind education on the benefits of income planning and Social Security optimization. BB Major Annuity Carrier Support: A major player in the fixed and fixed indexed annuity market has built a complete marketing program around the topic of Social Security Maximization. Our Contracted Producers can take advantage of the complete program they have developed. Not only do you enjoy access to their portfolio of outstanding principal-protected insurance products to guarantee your clients’ retirement savings/income needs, but a complete marketing toolkit valued at $3,500! (Continued on page 14)
JUST the FACTS | 1ST QUARTER 2013
2/14/2013 9:53:55 AM
Introducing a new FIA with a 5-in-1 rider!
ATHENE Benefit 10SM Refreshingly New. Refreshingly Flexible.
Five benefits. One benefit base. ATHENE Benefit 10 with Enhanced Benefit Rider is a 10 year fixed index annuity that delivers five benefits in one flexible solution, all funded from a single benefit base. • Guaranteed Lifetime Income • Enhanced Guaranteed Lifetime Income • Confinement Benefit • Terminal Illness Benefit • Death Benefit Use one benefit, or use all five ... the entire benefit base will be paid (when death benefit is paid over a five year period).
Plus, • Annual 8% roll up rate for the first 10 years* • 6% premium bonus* • Early income bonus
Call today for more information! 800.710.1115
www.greatplainsannuity.com *Current as of January 2, 2013. ATHENE Benefit 10 with Enhanced Benefit Rider issued by Athene Annuity & Life Assurance Company and contains exclusions, limitations and charges. Please see product literature for details. Athene Annuity & Life Assurance Company, Wilmington, DE. Products/features not available in all states.
FOR PRODUCER USE ONLY. NOT TO BE USED WITH THE OFFER OR SALE OF ANNUITIES. JUST the FACTS | 1ST QUARTER 2013
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PAGE 13
2/14/2013 9:56:18 AM
Social Security Benefit Timing: (Continued from page 12)
Your GPALM Annuity Marketing Specialist can provide more details and access for contracted producers to the specific tools. If you have registered for our weekly GPALM E-mails, watch for more details regarding special upcoming webinars for this exciting program, or ask your Marketing Specialist for details! CC Social Security Benefits Specialist Partner: Rather than purchase a software program focused on SS benefit planning, and turn agents loose as “experts” based on a printout, we are collaborating with a 35-year veteran of the Social Security Administration and C.P.A. with 30 years experience. Social Security regulation and guidelines amount to more than 1,000 pages and numerous benefit options. We believe partnering with this firm positions you as a planning resource and builds your credibility while avoiding potential liability for advice and expertise you may (probably) not have. They have the expertise and experience to advise clients and prospects regarding their best options. You make the referral to their services and remain an active link in delivering the information back to your clients. They will also be offering special education and accreditation programs. Again, watch for more information regarding a special webinar to introduce this firm and their program.
FREE WHITE PAPER!
DD Income Planning with GPALM’s IncomePLUS: By taking advantage of our new Social Security Benefit Marketing Program imagine that you are now generating appointments with existing clients and new prospects. While we got you in the door with an offer to assist in determining the optimum time to turn on your prospect’s Social Security payments, we have also created the opportunity to discuss creating a complete Retirement Income Plan! (Continued on page 16)
PAGE 14
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Visit www.greatplainsannuity.com or ask your Great Plains Annuity or Life Marketing Specialist how you can receive your copy today!
JUST the FACTS | 1ST QUARTER 2013
2/14/2013 9:54:08 AM
Put some Presidents in your pocket! Celebrate President’s Day February 1 - April 30th this year. Take advantage of Great Plains’ “Celebrate Spring” Annuity Cash Promotion!
$ 250.00 $500,000 of annuity premium* = $ 500.00 $750,000+ of annuity premium* = $1,000.00 $250,000 of annuity premium* =
Applies to Qualifying Annuity business submitted between February1 - April 30, 2013 and paid by June15, 2013* *Qualifying products only and certain restrictions apply. Award amounts are cumulative. Please contact your GPAM representative for details.
800.710.1115
www.greatplainsannuity.com JUST the FACTS | 1ST QUARTER 2013
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PAGE 15
2/14/2013 9:56:38 AM
Social Security Benefit Timing: (Continued from page 14)
Working with your GPALM Annuity Specialist and our proprietary IncomePLUS software planning tools, you can present annuity and life insurance solutions to fill your prospect’s “income-gap”. Your Annuity Specialist can assist you with the best product solutions to meet each individual client’s dreams, desires and goals for a secure retirement. Here are a few IncomePLUS benefits:
Help Clients Solve the Retirement Income Puzzle with Social Security Benefit Timing and IncomePLUS...
Visit... www.greatplainsannuity.com or call your GPALM Marketing Specialist NOW!
PAGE 16
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• Your Annuity Specialist handles everything so you can focus on the sale. All you need to do is provide specific information regarding your client’s desired income. • Save hours determining the best income rider based on your client’s timing. GPALM has done all the work for you. Your Marketing Specialist can provide the best product solutions to consider in a matter of seconds. • A simple, straight-forward color presentation is available for point-of-sale to accompany your Social Security Benefits report to close the income planning sale! The combination of thousands of Baby Boomers turning 62 everyday, the high profile of Social Security in pre-retirees’ minds, and the need for reliable retirement income make this topic one that is sure to generate appointments and sales. We will announce more exciting news soon! Contact a GPALM Annuity Marketing Specialist for more information by calling 800.710.1115.
JUST the FACTS | 1ST QUARTER 2013
2/14/2013 9:54:17 AM
Learn how to sell
“Backwards”! Great Plains Annuity & Life Marketing has the Right Products to help you “back into” MORE sales! Our “Worst Case Scenarios” beat others’ “Best Case Scenarios” with the right combination of: Minimum Guarantees Surrender Charge Schedules Bonus
PLUS Great Upside Potential Liquidity
Call us today for details on products that don’t bite!
EQUAL One attractive “Worst Case Scenario”
800.710.1115
www.greatplainsannuity.com JUST the FACTS | 1ST QUARTER 2013
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PAGE 17
2/14/2013 9:57:02 AM
NEW “RESOURCES” FOR ANNUITY HELP CENTER USERS! Great Plains is pleased to announce new “Resources” that are being added to our Annuity Help Center lead generation tool! By the time you receive this copy of Just the Facts, we should have the system upgrades completed for our AHC users and interested agents at www.annuityhelpcenter.net. This enhancement is the first since the introduction of AHC last quarter. The initial launch featured a free retirement planning book, “What all stock & mutual fund investors should know!” which is the primary offer at the web site. Annuity Help Center (AHC), the lead generation tool disguised as a web site, is a cost-effective solution for agents that do not have the credibility of an internet presence, or currently lack an effective callto-action to engage customers and prospects visiting their existing web address. In addition to the free book offer, the new Resources page gives AHC users the opportunity to generate consumer leads with two new topics at their web site. You will simply go to your AHC web site Administration address and log on to edit your site. You then decide if you want to add any or all of the available topics by just checking a box and saving your edits. We have maintained the simplicity of managing your web site while expanding your available educational content and value to consumers seeking this information. Just as AHC sites currently current send the agent an email notice of a prospect’s request for the free retirement book, they will receive an email showing the PAGE 18
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specific request for information regarding the free retirement book, Social Security Maximization or Income Planning. The requested information will instantly be available to the consumer with a link to access the PDF, and the agent now has the opportunity to follow up to set an appointment to fully discuss the topic. With retirement income concerns being top of mind with many pre-retirees and those just retired, these topics are: • Building Your Retirement Income Strategy • Maximizing Social Security Benefits in Retirement • FREE Retirement Planning Book Great Plains will also provide access to point of sale tools that tie to these specific information offers. While the initial PDF download to the consumer will be generic, your GPALM Annuity Marketing Specialist can assist you with additional resources from our proprietary IncomePLUS and new Social Security Maximization toolsets.
We will continue to add topics in the future, and are already working on a Wealth Transfer concept for single premium life. All current AHC users will be contacted with more information regarding the upgrade, and details on a webinar introducing this new enhancement and strategies to increase the effectiveness of their marketing efforts. In today’s marketplace, prospects are looking for a financial professional that provides education and assistance with securing their retirement future, not a product peddler. If you know you need a web site, but are concerned about the cost and time involvement or your current site is not generating appointments, visit our sample AHC site to see if this marketing tool makes sense for your practice: www.gpalm.annuityhelpcenter.com Contact your Great Plains Annuity Marketing Specialist for more information. Special pricing is available until March 31st to producers working with GPALM. Call 88.710.1115! JUST the FACTS | 1ST QUARTER 2013
2/14/2013 9:57:34 AM
EDUCATE AND ENGAGE...
We’ve just added new Resources to your Annuity Help Center web site to bring Prospects back again and again! Great Plains invites you to take advantage of a new lead generation tool! Brand yourself with your own custom web site and create your own internet leads and quality referrals from existing clients. It’s Easy! Annuity Help Center is the perfect solution to give you credibility when clients look for you on the web. If you are willing to promote your site with the tools and marketing ideas we will provide, you can create your own exclusive web leads and referrals from your existing clients!
Your Annuity Help Center web site now offers two new “call to action” topics: • Building Your Retirement Income Strategy • Maximizing Social Security Benefits Income Planning is the hot topic to discuss with your prospects near or beginning retirement, and will be for years to come! Call today and tour a sample site with your Great Plains Annuity Marketing Specialist!
800.710.1115
www.greatplainsannuity.com JUST the FACTS | 1ST QUARTER 2013
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PAGE 19
2/14/2013 10:13:32 AM
WHAT’S HOT AT GPALM?
HELP YOUR CLIENTS MAXIMIZE THEIR SOCIAL SECURITY BENEFITS! See page 14 for details on Great Plains’ lead-generation pilot program and if you qualify... Social Security Benefit Timing is today’s hot income planning topic, and will be for years!
SPECIAL PROMOTION FOR ANNUITY HELP CENTER USERS! Earn FREE Referral Books with your submitted FIA production through Great Plains during February... One book ($10 value) for every $5,000 of FIA premium! Call 800.710.1115 and ask your GPALM Annuity Specialist at for details!
PUT SOME PRESIDENTS IN YOUR POCKET THIS SPRING! Celebrate President’s Day February 1 - April 30th this year with GPAM’s “Celebrate Spring” Annuity Cash Promotion! $250,000 of annuity premium* = $ 250.00 $500,000 of annuity premium* = $ 500.00 $750,000+ of annuity premium* = $1,000.00 Applies to Qualifying Annuity business submitted between February1 - April 30, 2013 and paid by June15, 2013*
ATTENTION REGISTERED REPS SELLING FIAS - TIRED OF HAIRCUTS ON YOUR FIA SALES? Is it time for you to consider a broker-dealer who will support you and help you grow your business? Regardless of your feelings about your brokerdealer’s rules, they must be followed. Something as simple as selling an annuity not on their approved product list can lead to multiple issues for your practice. Great Plains may be able to offer you a solution. Call your Annuity Marketing Specialist today for details!
ARE YOU LOSING SALES BECAUSEYOU DON’T HAVE A WEB SITE?
Take advantage of a new lead generation solution and branding system exclusively available for Great Plains Producers.
Call your GPALM Marketing Specialist or visit our web site www.greatplainsannuity.com and learn how you can: • Create your own web site in 20 minutes or less! • Use a Referral Marketing Tool • Gain Instant credibility
*Qualifying products only and certain restrictions apply. Award amounts are cumulative. Please contact your GPAM representative for details.
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JUST the FACTS | 1ST QUARTER 2013
2/14/2013 10:02:35 AM
2013 Tax Reference Guide Tax Brackets for 2013 Taxable income (i.e., income minus deductions and exemptions) between:
Married, Joint
$0 – $17,850 $17,851 – $72,500 $72,501 – $146,400 $146,401 – $223,050 $223,051 – $398,350 $398,351 – $450,000 over $450,000
10% 15% 25% 28% 33% 35% 39.6%
$0 – $8,925 $8,926 – $36,250 $36,251 – $87,850 $87,851 – $183,250 $183,251 – $398,350 $398,351 – $400,000 over $400,000
10% 15% 25% 28% 33% 35% 39.6%
$0 – $8,925 $8,926 – $36,250 $36,251 – $73,200 $73,201 – $111,525 $111,526 – $199,175 $199,176 – $225,000 over $225,000
10% 15% 25% 28% 33% 35% 39.6%
Single
Married, filing separately
Single, head of household $0 – $12,750 $12,751 – $48,600 $48,601 – $125,450 $125,451 – $203,150 $203,151 – $398,350 $398,351 – $425,000 over $425,000
10% 15% 25% 28% 33% 35% 39.6%
$0 – $2,450 $2,451 – $5,700 $5,701 – $8,750 $8,751 – $11,950 over $11,950
15% 25% 28% 33% 39.6%
Estates and trusts
Corporations
$0 – $50,000 $50,001 – $75,000 $75,001 – $100,000 $100,001 – $335,000 $335,001 – $18,333,333 over $18,333,333
15% 25% 34% 39% 34 – 38% 35%
Standard Deduction Married, joint $12,200 Single $6,100 Married, filing separately $6,100 Head of household $8,950 Blind or over 65: add $1,200 if married, $1,500 if single or head of household
Itemized Deductions Phaseout Begins & Personal Exemption Phaseout Begins Married, joint Single Married, separate Head of household
$300,000 $250,000 $150,000 $275,000
Additional Medicare Tax Where Income Exceeds $200,000 ($250,000 married, joint) Additional tax on excess of earned income1 Additional tax on Net Investment Income2
0.9% 3.8%
Personal Exemption: $3,900 Alternative Minimum Tax Exemption Amount Married, joint Single, HOH3 Married, filing separately
$80,800 $51,900 $40,400
Long-term Capital Gains and Qualified Dividend Rates 10% & 15% brackets 25%, 28%, 33% & 35% brackets 39.6% bracket Capital gains on collectibles Unrecaptured 1250 depreciation
0% 15% 20% 28% 25%
IRA & Pension Plan Limits
IRA contribution
$14,000 40% $5,250,000 $5,250,000 $5,250,000 $143,000
Education
Coverdell Education $2,000 Savings Account Coverdell contribution eligibility phaseout Single Married, joint
$95,000 – $110,000 $190,000 – $220,000
Student loan interest deduction limit Interest deduction phaseout Single Married, joint
$2,500
$60,000 – $75,000 MAGI $125,000 – $155,000 MAGI
Phaseout of Lifetime Learning Credits $5,500 $6,500
Under age 50 Age 50 and over
Gift and Estate Tax
Gift tax annual exclusion Estate/gift tax rate Estate tax exemption Lifetime gift exemption GST exemption Annual exclusion for gifts to noncitizen spouse
Phaseout for deducting IRA contribution
Single, head of household Married, filing jointly
$53,000 – $63,000 $107,000 – $127,000
Tax-free savings bonds interest phaseout
Joint $95,000 – $115,000 AGI Single HOH3 $59,000 – $69,000 AGI Married, filing separately $0 – $10,000 AGI
Single Married, joint
Phaseout for deducting spousal IRA
Maximum earnings (during $113,700 work years) subject to FICA tax Income6 (in retirement) causing Social Security benefits to be taxable
$178,000 – $188,000 AGI
Phaseout of Roth contribution eligibility
Joint $178,000 – $188,000 MAGI Single HOH3 $112,000 – $127,000 MAGI Filing separately $0 – $10,000 MAGI
SEP contribution
Up to 25% of compensation, limit $51,000 $550
Compensation to participate in SEP SIMPLE elective deferral Under age 50 Age 50 and over
401(k), 403(b),4 457 and SARSEP elective deferral under age 50 401(k), 403(b),4 4575 and SARSEP elective deferral age 50 and over Annual defined contribution limit Annual defined benefit limit Highly compensated employee makes Key employees in top-heavy plan makes Annual compensation taken into account for qualified plans Retirement Tax Credit
$12,000 $14,500 $17,500
$23,000 $51,000 $205,000 $115,000 $165,000 $255,000
$74,700 – $89,700 MAGI $112,050 – $142,050 MAGI
Social Security
Married, joint 50% taxable 85% taxable
Single 50% taxable 85% taxable
$32,000 – $44,000 MAGI Over $44,000 MAGI $25,000 – $34,000 MAGI Over $34,000 MAGI
Loss of Social Security retirement benefits: In years prior to full retirement age, $1 in benefits will be lost for every $2 of earnings in excess of $15,120. In the year of full retirement age, $1 in benefits will be lost for every $3 of earnings in excess of $40,080 (applies only to months of earnings prior to full retirement age). There is no limit on earnings beginning the month an individual attains full retirement age. 1 Total Employee Medicare Tax is 1.45% + 0.9% = 2.35%. 2 Including interest, dividends, capital gains, and annuity distributions. 3 Head of household. 4 Special increased limit may apply to certain 403(b) contributors with 15 or more years of service. 5 In last 3 years prior to year of retirement, 457 plan participant may be able to double elective deferral if needed to catch-up on prior missed contributions, but if they do, they cannot use catch-up. 6 Income is most income including muni bond interest but only 1/2 of Social Security.
A percentage tax credit for an IRA, 401(k), 403(b) or 457 plan contribution, in addition to deduction or exclusion, if Married, joint Below $59,000 MAGI Head of household Below $44,250 MAGI Single; Married, separate Below $29,500 MAGI
Issuers: Integrity Life Insurance Company | National Integrity Life Insurance Company | Western-Southern Life Assurance Company CF-24-0001A-GPAM-1301
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FINANCIAL PROFESSIONAL USE ONLY
Last Updated: 1/11/13
2/14/2013 10:02:51 AM
2013 Tax Reference Guide Uniform Lifetime Table
Single Life Table After IRA Owner’s Death
Use to calculate Minimum Required Distributions from IRAs and qualified plans during owner’s life. Do not use this table if owner has spousal beneficiary more than 10 years younger. Instead use Joint Life Table from IRS Pub. 590.
Ordinary Life Annuities One Life — Expected Return Multiples
Taxpayer’s Life Age Expectancy 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62
86.2 85.2 84.2 83.2 82.2 81.2 80.2 79.2 78.2 77.3 76.3 75.3 74.3 73.3 72.3 71.3 70.3 69.3 68.3 67.3 66.3 65.3 64.3 63.3 62.3 61.4 60.4 59.4 58.4 57.4 56.4 55.4 54.4 53.4 52.4 51.5 50.5 49.5 48.5 47.5 46.5 45.5 44.6 43.6 42.6 41.6 40.7 39.7 38.7 37.8 36.8 35.8 34.9
Taxpayer’s Life Age Expectancy 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 100 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115+
33.9 33.0 32.0 31.1 30.2 29.2 28.3 27.4 26.5 25.6 24.7 23.8 22.9 22.0 21.2 20.3 19.5 18.7 17.9 17.1 16.3 15.5 14.8 14.1 13.4 12.7 12.0 11.4 10.8 10.2 9.6 9.1 8.6 8.1 7.6 7.1 6.7 6.3 5.9 5.5 5.2 4.9 4.5 4.2 3.9 3.7 3.4 3.1 2.9 2.6 2.4 2.1 1.9
Age 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36
Divisor 67.9 66.9 66.0 65.0 64.0 63.0 62.1 61.1 60.1 59.1 58.2 57.2 56.2 55.3 54.3 53.3 52.4 51.4 50.4 49.4 48.5 47.5
Age 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58
Divisor 46.5 45.6 44.6 43.6 42.7 41.7 40.7 39.8 38.8 37.9 37.0 36.0 35.1 34.2 33.3 32.3 31.4 30.5 29.6 28.7 27.9 27.0
Age 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80
Divisor 26.1 25.2 24.4 23.5 22.7 21.8 21.0 20.2 19.4 18.6 17.8 17.0 16.3 15.5 14.8 14.1 13.4 12.7 12.1 11.4 10.8 10.2
Age 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 100 101
Divisor 9.7 9.1 8.6 8.1 7.6 7.1 6.7 6.3 5.9 5.5 5.2 4.9 4.6 4.3 4.1 3.8 3.6 3.4 3.1 2.9 2.7
IRA Beneficiary Options
Designated Beneficiary With a Life Expectancy (including qualified trust)
Spouse’s single life expectancy, attained age method
Spouse (sole)
Treat as own
(not available if trust is the named beneficiary)
OR Nonspouse
(if death occurs before RBD*)
Beneficiary’s single life expectancy, reduction method
OR No Designated Beneficiary
(including a charity, estate or nonqualified trust)
Five-year rule
(and spouse if NOT sole)
Before RBD* or for Roth
Five-year rule
OR After RBD*
IRA owner’s remaining single life expectancy, reduction method
* RBD defined as “Required Beginning Date,” (April 1 following the year a Traditional IRA or Simple IRA holder reached age 70½). Information current as of 1/11/13, subject to legislative change and not intended to be legal or tax advice. Consult a qualified tax advisor regarding specific circumstances. Annuities are not bank products, not a deposit, not insured by the FDIC or any other federal entity, have no bank guarantee and may lose value. Payment of benefits under the annuity contract is the obligation of, and guaranteed by, the insurer. Guarantees based on the claimspaying ability of the insurer. Western-Southern Life Assurance Company and Integrity Life Insurance Company, both of Cincinnati, OH and National Integrity Life Insurance Company of Goshen, NY are members of Western & Southern Financial Group. Western-Southern Life® operates in DC and all states, except AK, ME, NH, NY and RI. Integrity operates in DC and all states, except NH, NY, ME and VT where National Integrity operates. W&S Financial Group Distributors is an affiliated agency of the issuer. Issuer has sole financial responsibility for its products. The affiliated firm has no financial responsibility for the company’s products. © 2013 Western & Southern Financial Group. All rights reserved.
For sales support visit WSFinancialPartners.com
800-710-1115 FINANCIAL PROFESSIONAL USE ONLY
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2/14/2013 10:03:18 AM
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