Just The Facts by GPALM

2ND QUARTER 2013

BOOMER PROSPECTS NEED YOUR HELP! Why Engage A Social Security Consultant? (See page 6)

Annuity Help Center Update:

Two Major Enhancements for AHC Web Sites Announced (See page 10)

800.710.1115

Rates available 24/7 at www.greatplainsannuity.com

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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 PAGE 2 FACTS | 1ST QUARTER 2013

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JUST the FACTS | 2ND QUARTER 2013

6/3/2013 3:57:20 PM

INSIDE 6

WHY ENGAGE A SOCIAL SECURITY CONSULTANT?

According to a new study, the Oldest Boomers are not working until they drop, but retiring rapidly and collecting Social Security. To navigate the 567 claiming strategies and not be among the 70%+ that leave Social Security dollars on the table, you can open the door to more sales and help clients “Make a Plan” by partnering with the Social Security experts.

WHAT’S HOT AT GREAT PLAINS?

Here’s a quick review of hot news and programs at Great Plains. Call your GPALM Annuity or Life Marketing Specialist for more information or visit our web site: www.greatplainsannuity.com.

NECESSITY IS THE MOTHER OF INVENTION – AND OPPORTUNITY

With the tsunami of Baby Boomers beginning to flood the retirement landscape they are looking for solutions to a number of financial challenges: Market turndowns decimating their 401(k) account balances, longevity risk, the impact of potential chronic care costs, and the hope of leaving legacy gifts to their heirs. Mark Fitzgerald of Saybrus Partners looks at how the evolution of fixed annuity products are meeting these challenges and providing opportunity for today’s agents.

NAIC SUITABILITY ANNUITY TRAINING

What you don’t know can delay your business and commissions. Mackenzie Oakley, GPALM Licensing Manager, offers some tips to help you avoid frustration and case issue headaches by complying with NAIC and Carrier product training requirements.

WHAT A GREAT TIME TO SELL LIFE INSURANCE

Your Great Plains Life Specialists have all the bases covered in helping you tap opportunities for life sales. Recent LIMRA studies point to consumers that do not have an agent relationship, know they need coverage (or MORE coverage), and the declining number of agents serving this market. Great Plains offers the resources and expertise to make your Life easier!

JUST the FACTS | 2ND QUARTER 2013

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PRINCIPALS • Rich Hellerich • Robb Edwards

ANNUITY MARKETING • Brad Allen • Scott Andrew • Brian Dixon • Kara Jones • Cindy Nelson • Chad Palmquist • Jane Plumberg • Carlos Rojas

LIFE MARKETING • Dick Reynolds, CLU • Jeff Bregovy

ADMINISTRATION • Cris Larson • Naomi Mayekawa • Christine Moore • Mackenzie Oakley • Kathy Putnam

SALES IDEA FOR “CREATURES OF HABIT”

Many Annuity Producers are missing a great opportunity to help their clients and prospects maximize dollars earmarked for charity or heirs! This is a conversation you should be having with every prospect and an excellent opportunity to reach out to your existing clients.

2ND QUARTER 2013

10901 W 84th Terrace., Ste. 125 Lenexa, KS 66214 Toll Free: 800-710-1115 Local: 913-492-9994 • Fax: 913-492-9998 www.greatplainsannuity.com 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.

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JUST the FACTS

Opportunity is Knocking! Hope this issue of Just the Facts finds you are on track with your sales goals for 2013 and you are having a great year. We continue to see tremendous growth in our Fixed Indexed Annuity and Single Premium Life submitted premium, both from existing producer relationships and those of you that have joined this year. When it comes to growth, I’m has excited about the number of new producer relationships begun with Great Plains this year along with the growth through our prior existing producers. Our Social Security Toolkit has attracted considerable interest and opportunity, helping producers create conversations and close sales with existing and new clients every day. An estimated 30,000 Boomers turn age 60, 61 or 62 daily, and most are vitally concerned with learning how to convert their 401(k)s, IRAs and other retirement savings into a secure retirement and monthly paycheck. It’s also estimated that the vast majority are not receiving their maximum Social Security benefit because they are confused by SSA regulations and 567 claiming strategies. I urge you to call your Great Plains Annuity Consultant for details on this program and invite you to look at our information on pages 6-9 of this issue. We have partnered with these experts to help you help your clients maximize Social Security income. Great Plains will then help you fill the “income gap”

Old Friends and New Faces I’m pleased to announce Mike Lair is back with us at Great Plains! We are excited to have Mike’s leadership and expertise available again to our producers and his work family here in the office. He is leading the effort on a special distribution project, and again PAGE 4

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Rich Hellerich, Principal

sharing his vast annuity product, case development and marketing knowledge with fixed and fixed indexed annuity professionals across the nation. Welcome back, Mike! Chad Palmquist is our newest addition to the Annuity Sales Team. Chad attended Kansas State University and comes from the banking side of the financial services industry. Please join us in welcoming Chad to Great Plains!

Important News Regarding Structured Settlements: We now offer expanded services in the area of Structured Settlements. If you work in this market or know personal injury attorneys, we can help you secure competitive quotes with the big boys in the industry. Our average case size has been around $450K! Call me personally with any questions you have and I will coach you to your next step in securing a piece of a $25 Billion untapped market.

See page 5 for more information!

Rich Hellerich JUST the FACTS | 2ND QUARTER 2013

6/3/2013 4:00:38 PM

Structured Settlements: Two New Income Sources for Agents!

OPTION 1: After Market Assignments (secondary market structured settlements)  Better Rates Highly Rated Carriers Adjustable Commissions Recent Case Samples... Carrier Rating

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Balloon Payments of $50,000

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OPTION 2: Primary Market Structured Settlements We now offer our agents the ability to offer real-time Structured Settlement quotes with all the key players in an untapped $25 Billion market! All you need are the contacts! If you have a great relationship with a Personal Injury Attorney and have the ability to direct the attorney to Great Plains, we can now offer Structured Settlement quotes for initial settlement cases.

For more information contact: Rich Hellerich 800.710.1115 | rich@gpam.biz

JUST the FACTS | 2ND QUARTER 2013

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PAGE 5

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Why Engage A Social Security Consultant?

The simple answer is because your clients have options and are unlikely to understand or maximize their Social Security Benefits unless they “Make a Plan”. The public, along with professional advisors such as financial advisors, CPAs and Enrolled Agents know very little about the Social Security program. Advisors are ill equipped to assist their clients with deciding how and when to begin Social Security benefits. A married couple may not understand that they have options and may be leaving greater than $100,000 of benefits behind. Many people believe that the nice folks at the local Social Security office will help them to understand their options. Nothing could be further from the truth as Social Security representatives may not have the education or experience to analyze the numerous Social Security options. Additionally, the Social Security Commissioner has PAGE 6

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instructed representatives not to discuss options with folks. The Commissioner assumed that folks can research and learn about their options on the internet. Yea, sure, whatever. Let’s review some Social Security basics: 1. Your clients must have acquired 40 credits to be entitled to Social Security retirement income benefits. 2. Social Security benefits are calculated using the highest 35 years of indexed earnings. Earnings are indexed for inflation through age 59. Earnings earned age 60 or later are not indexed for inflation but still count in the calculation. Of course, zero earnings years are included if you do not have 35 years of earnings, reducing your benefit.

3. The earliest age that benefits can begin is 62. You must be 62 for the whole month so most folks will not be eligible until 62 and 1 month. 4. Your clients will receive 100% of their Social Security benefit at Full Retirement Age (FRA). For folks born between the years of 1943-1954, FRA is 66 years old. 5. If your client’s FRA is 66, benefits will be reduced by 25% if begun at age 62. Your clients will receive the delayed retirement credits of 8% annually when delaying benefits past FRA. Waiting to age 70 will result in an increase of 32%. Keep in mind, that the early age reduction and delayed retirement credit increase are both PERMANENT. (Continued on page 8)

JUST the FACTS | 2ND QUARTER 2013

6/3/2013 4:02:15 PM

SOCIAL SECURITY M A X I M I Z AT I O N Toolkit for Insurance Producers

Social Security Maximization Toolkit Learn how you can generate appointments using your complimentary Social Security Marketing Toolkit and the components shown below valued at $3,500! With 10,000 Baby Boomers turning 62 everyday, use these tools to educate prospects on maximizing their Social Security benefits and creating reliable retirement income with their personal income planning strategy!

CLIENT fACT fINdER

SOCIAL SECURITY FAQ: WhAT YOU NEEd TO KNOW

WILL YOUR SOCIAL SECURITY BENEfITS BE TAXEd?

when ShoULd yoU appLy for SoCIaL SeCUrIty benefItS?

IMPORTANT INFORMATION ABOUT YOUR SOCIAL SECURITY INCOME

SOCIAL SECURITY MAXIMIZATION

1. When Am I Eligible To Receive Benefits? Depending on what year you were born, retirement benefits may begin as early as age 62 for partial benefits and as late as age 67.  If you were born before 1938, your age for full eligibility is 65.

SOCIAL SECURITY MAXIMIZATION

YOUR INFO Name Name ______________________________ ______________________________ Birth Birth Date Date ___________________________ ___________________________ Married Married Single Single Widowed Widowed Divorced Divorced

 If you were born after 1960, your age for full eligibility is 67.  People born between 1938 and 1942 reach full eligibility age on graduating increasing two months per year.  People born between 1943 and 1954 become eligible for full benefits at age 66.  Those born between 1955 and 1960 become eligible based on a graduating scale increasing two months per year, finishing with an eligibility age of 67 for those born in 1960 or later.

Employed? Employed? __________________________ __________________________ Retirement Date Date _____________________ _____________________ Retirement

3. How Much Will My Monthly Benefit Be? Your Social Security benefit is calculated by averaging the earnings from your 35 highest income years. The average monthly payment is $1,082. As of January 2012, the average monthly benefit was increased by 3.6%, which works out to an additional $467 per year or an average benefit payment of $1,549 per month. It depends on your unique situation.

4. Must I Quit Working to Receive Social Security?

Agent Name Phone Address

this this material material is is intended intended to to provide general provide general information information only. It It is is not not intended intended only. to render render tax, tax, legal, legal, to accounting, or or investment investment accounting, advice, and and the the services services advice, of qualified professionals of qualified professionals should be be sought. sought. No No should party party assumes assumes liability liability for any any loss loss or or damage damage for resulting resulting from from errors errors or or omissions in in the the use use of of this this omissions material. material.

Y o u N Av I G AT e SocIAl SecurITY

____________________________________ ____________________________________ ____________________________________ ____________________________________

All clients love receiving Social Security, but most don’t realize that they could be squeezing more out of their payouts. With the power of annuities, we can show them how. Through Social Security, the government provides a means to help seniors and retirees maintain their quality of life in their later years; yet, they don’t offer a plan to go with it. Facing a complex and confusing tax system, plus three main types of assets to manage (non-qualified money, qualified pre-tax money, and qualified after-tax money), most

Social Security Social Security Article Article

How to Avoid the Social Security Tax Trap Avoiding taxation of your benefits can only be accomplished in a couple ways.  First, you can reduce your overall taxable income  Second, you can use tax-deferred savings options, such as annuities.

At age 66 you will receive full retirement age (FRA) benefits, but you are eligible to receive 75% of your full benefits if you apply at 62. Also, if you delay the onset of benefits past age 66 you can delay until age 70 and actually earn 132% of your FRA benefits.

Discuss with your financial professional. When properly structured, taxdeferred annuities can increase your income while reducing taxes on your Social Security benefits. Income distributions are subject to regular income tax, and any income taken before age 59 ½ are subject to a 10% federal tax penalty.

The longer the primary earner delays, the more the monthly income will increase. Theoretically, if you begin receiving Social Security early, you will receive a smaller monthly benefit for a longer time, and if you delay, you will receive a larger monthly benefit for a shorter time.

To Learn How To Reduce Or Eliminate Your Taxes On Social Security Benefits Contact:

There are “break-even calculators” which can be use to figure out how long you would have to live to make delaying worthwhile. Consult your financial professional to assist in this process.

Agent Name Phone Address

Agent Name Phone Number Email

Calculating spousal benefits can be more complicated. Married couples have to consider how the retired worker benefit, spousal benefit, and survivor benefit will affect benefits and life time maximums. More information is available.

____________________________________ ____________________________________ ____________________________________ ____________________________________

HelPInG

Y o U N Av I G AT E

Y o u n Av I G At e

_______________________________________________________________________ _______________________________________________________________________

SoCIAl SECURITY

SocIAl SecurItY

INfORMATION INfORMATION pOwEREd pOwEREd bY bY AThENE AThENE ANNUITY ANNUITY

FactFact Finder Finder Worksheets Worksheets

[Prospect Name] [Address 1] [Address 2] [City], [State] [Zip] Dear [Prospect Name], Were you aware that your Social Security income could be taxed up to 85%? If not, itÕs time to learn more about your options for securing enough income for the rest of your life. I would like to invite you to join me for a complimentary seminar on how you can avoid the Social Security tax trap and even more importantly, spend some time learning several unusual but critical strategies to help you maximize your Social Security benefits. [Insert presentation location, date, time.] During this seminar, I will show you: • • •

• •

How to Optimize Your Social Security Benefits How to get the most out of your monthly amount How to learn the best way to time the withdraw of benefits How to ensure you never outlive your money How to receive a guaranteed income for life

Seats are limited. Learn how to protect yourself from Social Security taxation and how you could save thousands of dollars by maximizing your funds in retirement! Please contact me today at [insert phone number] to RSVP for this very important seminar. Sincerely,

[Agent Information]

HElPING

_______________________________________________________________________ _______________________________________________________________________

InformatIon InformatIon powered powered by by athene athene annUIty annUIty

INfORMATION INfORMATION pOWEREd pOWEREd BY BY AThENE AThENE ANNUITY ANNUITY

When totoApply When Apply for for Social Security Social Security

Taxation 101 Taxation 101

Prospecting Letter Prospecting Letter

T OR EP

What Baby Boomers Need to Know About Maximizing Social Security

to LittLe-Known StrategieS

By By Curtis Curtis Cloke Cloke

Prepare yourself: up to 85% of your Social Security benefits could be taxable. However, with proper retirement planning, you can reduce or eliminate your Social Security tax liability, saving you a significant amount of money in your retirement.

Every individual’s situation is different. The best timing depends on your financial situation, including a thorough evaluation of critical income needs versus luxury income needs. You may be able to delay taking benefits, or need them sooner, depending on whether you or your spouse is working. Understanding how spousal benefits work, and using strategies to maximize your benefits can save you thousands of dollars over a long period of time.

LIABILITIeS What What do do you you owe? owe?  Mortgage Mortgage Loan Loan    Automobile Automobile and and education education loans loans   Credit Credit card card debt debt

_______________________________________________________________________ _______________________________________________________________________

Y o u N Av I G At E

FR EE R

Squeeze

____________________________________ ____________________________________ ____________________________________ ____________________________________

[Date]

After having paid taxes on your hard-earned income over dozens of years, did you know that you may face even more taxes on your Social Security benefits?

Should I Take My Social Security Benefits Now or Delay?

List List your your expenses: expenses:

LIST YOUR MOST CRITICAL FINANCIAL CONCeRN

HELPING

SociAl Security Article for finAnciAl ProfeSSionAlS

Social Security for All It’s Worth!

LIST OF eXpeNSeS   Children’s Children’s schooling schooling and and activities activities   All All other other spending spending ____________________________________ ____________________________________

____________________________________ ____________________________________

INFORMATION INFORMATION pOWEREd pOWEREd bY bY AThENE AThENE ANNUITY ANNUITY

With Specialized Annuities,

INCOMe SOURCeS

What You Don’t Know Could Cost You Thousands in Lost Benefits…

Navigating Social Security can be a complicated process so it’s critical to take the time to evaluate your specific situation with a financial professional whom you trust.

_____________________ _____________________ _____________________ _____________________

List List all all income income sources: sources:  Salary Salary    Pension/Retirement Pension/Retirement Pay Pay   Social Social Security Security ____________________________________ ____________________________________

____________________________________ ____________________________________ ____________________________________ ____________________________________

SoCIAL SECuRItY

Social Security Social Security Sheet FAQ FAQ Sheet

Employed? Employed? __________________________ __________________________ Retirement Date Date _____________________ _____________________ Retirement

Your immediate response is needed.

SOCIAL SECURITY MAXIMIZATION When to apply for Social Security benefits is one of the most important issues you will face during your retirement. Most people simply apply for Social Security whenever they decide to retire, instead of taking into consideration what age will give them the maximum lifetime benefit. But can they afford to wait? It depends.

Whose Whose Income Income is is Higher? Higher? ____________ ____________

ASSeTS

5. How Does Social Security Work For Married Couples? HelPING

Birth Birth Date Date ___________________________ ___________________________ Years Married Married________________________ ________________________ Years

_____________________ _____________________ _____________________ _____________________

What What do do you you own? own?  Savings Savings and and investments investments    Special Special or or emergency emergency savings, savings, retirement, retirement, college college   Non-financial Non-financial assets: assets: cars, cars, home, home, insurance insurance ____________________________________ ____________________________________

You can continue to work without negatively impacting your Social Security benefits once you reach your full retirement age. Prior to full retirement age you are permitted to earn up to $14,160. $1 is withheld from your benefits for every $2 in earnings over the limit. You may earn up to $37,680 in the year you reach your full retirement age, then $1 is withheld for every $3 in earnings over the limit until the month you reach your full retirement age.

If you both have worked long enough to qualify for Social Security, you both qualify for full benefits. If your spouse’s earnings record only qualifies them for a benefit from Social Security that is less than half of your benefit, their benefit will be increased to a rate equal to half of your amount.

Name Name ______________________________ ______________________________

SoCIaL SeCUrIty maXImIZatIon

DepeNDeNT CHILDReN (Names and Ages) _____________________ _____________________ _____________________ _____________________

2. How Is My Eligibility Determined? Social Security eligibility is based on “credits” that you earn from working. You usually need to have earned 40 credits in order to qualify. As of 2011 you earn one credit for every $1,120 in earned income per year, up to a maximum of four credits.

SpOUSe INFO

MaxiMize SociaL Security BenefitS

agent name address address 2

new 2013 information may save you thousands of dollars on social security taxes and improper planning. Receive FRee easy-to-understand information right Did your Yousocial Know now to insure that you maximize securityThat Up to 85% of Your 1 benefits. Social Security Benefits Could be Taxed? 1 Would you like to: Learn How to Maximize Your Most important of Retirement income a lifetime Maximize your social security benefits overSource aresecurity invited to a Special educational Workshop Reduce or eliminateYour social taxation

Maybe you’ve yourself: avoid taxes on interest income youasked haven’t even When do i withdraw Social Security benefits? Will there be Social Security for me? spent

How much can i expect to receive monthly? How can i reduce taxes on my Social

Some believe that Social Security may go the way of the dinosaur before long. But for now, it is one of the most important sources of retirement income for your clients. With 10,000 Baby Boomers turning 62 every day, you may get more and more questions about Social Security. “When should I apply for Social Security Benefits?” is one of the biggest questions you may hear. For many middle income married couples, Social Security benefits comprise 20% - 50% of their retirement income with lifetime benefits reaching upwards of $500,000. Social Security is adjusted annually for inflation; benefits can be taxed up to 85%; and it is backed by the government and guaranteed for life. Understanding the importance that Social Security holds for your clients, it makes sense to maximize this vital asset. By maximizing (or optimizing) Social Security benefits you can save tens or even hundreds of thousands of dollars over the span of one’s retirement. The following is a list of core concepts to reference in your planning.

Social Security Social Security Report Report

Protect your retirement savings fromHow market Security benefits? can volatility i optimize my benefits in retirement? How do Spousal Benefits work?

Benefits work? Learn critical strategies to optimize spousal benefits in social security More than 10,000 baby boomers turn 62 every day22 and are not sure how to

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collect or when to collect Social Security. this highly informative workshop will

guaranty that you will outlive your income teach you everything you need to know to make the best decisions about your most important retirement income source.

at this Workshop You’ll learn:  How to coordinate benefits with your spouse  How to minimize taxes on your benefits  How to maximize your monthly amounts  How to potentially save thousands of dollars with just a few key strategies 1 1

2 2

http://www.aarp.org/content/dam/aarp/money/budgeting_savings/2011-12/Find-out-how-your-Social-Securityhttp://www.aarp.org/content/dam/aarp/money/budgeting_savings/2011-12/Find-out-how-your-Social-Securitybenefits-could-be-taxed-aaRP.pdf benefits-could-be-taxed-aaRP.pdf http://www.pewresearch.org/daily-number/baby-boomers-retire/ http://www.pewresearch.org/daily-number/baby-boomers-retire/

RSVP Today to Save a Spot Call 555-555-5555 name of agent State License#

Social Security Social Security Direct Mailer Direct Mailer

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Client Client Presentation Presentation

Call today to learn how you can access these and additional Social Security Marketing Tools!

800.710.1115

www.greatplainsannuity.com JUST the FACTS | 2ND QUARTER 2013

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PAGE 7

6/3/2013 4:03:03 PM

Why Engage A Social Security Consultant? 6. For most of your married clients, Social Security is a joint lifetime benefit. Upon the passing of the husband, the wife will generally receive his benefit for the rest of her life. Thus, delaying benefits to age 70 will greatly increase the amount to be received by a surviving spouse. 7. A divorced individual is entitled to Social Security benefits from an ex-spouse if the marriage lasted ten years. A divorced individual with more than one ex-spouse may switch to benefits from one ex to another. 8. A surviving spouse may begin to collect benefits as early as age 60 or if disabled at age 50. Of course, benefits begun prior to FRA are reduced and are subject to the annual earnings test. 9. Children may also be eligible for benefits when a parent files an application. The child must be under age 18, however, if the child is between ages 18-19 and still in high school, then benefits will be paid. If the child is under age 16, then younger spouse may also receive benefits. 10. At FRA, your client can file a Restricted Application and request only spousal benefits. Benefits available on their own work record will increase for the delayed retirement credits beyond FRA. 11. At FRA, your client can File and Suspend their benefits. This strategy allows a spouse, (wife), to collect spousal benefits while allowing the husband’s benefits to grow due to the Delayed Retirement Credits. Additionally, the File and Suspend strategy results in a cash reserve that married couples and individuals can tap into if necessary. 12. Your clients can wait to 70 and still receive benefits while they wait by utilizing the “Restricted Application” and “File and Suspend” strategies.

(Continued from page 6) benefits at age 60 and then switch benefits on own work history at age 62 or later. And if your clients are divorced - well, they have options also, especially if they were difficult to get along with and have multiple ex-spouses. Be proactive. Talk to your clients. Do not shy away from discussing Social Security. Your clients are seeking advice on when to draw their benefits. Help your clients to “Make a Plan”. They will be happy that you took the time to understand their goals and how Social Security fits into their future plans and lifestyle.

Jim Blair

Former Social Security Administrator, Jim Blair is the lead consultant at Premier Social Security Consulting. Mr. Blair has over 35 years’ experience in helping individuals manage their Social Security benefits, and taking claims for retirement, survivors, disability and health insurance. He has also served as an Operations Supervisor and a District Manager for the Social Security Administration.

Marc Kiner, CPA

Marc Kiner has 30 years’ experience in public accounting. His primary areas of service are to privately held businesses and individuals. He consults with clients on a variety of complex tax and business issues. Marc obtained his Bachelors of Science degree in Accounting and Finance and a Master’s Degree from the University of Cincinnati. He is licensed to practice as a CPA in the state of Ohio.

Your clients must “Make a Plan” to take control and to maximize their Social Security benefits. Married couples may combine options such as waiting till 70, Claim and Suspend along with the Restricted Application to maximize their lifetime Social Security benefits. Surviving spouses also have options. One option for is to begin a surviving spouse to begin PAGE 8

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JUST the FACTS | 2ND QUARTER 2013

6/3/2013 4:02:26 PM

Help clients address multiple retirement concerns with just one product! Give clients access to five benefits in a single rider AND the flexibility to choose what benefits they need when they are needed. These benefits are available even if other benefits are initiated...

One Rider - Five Benefits: • Lifetime income • 50% enhancement of income if client cannot perform 2 of 6 ADLs. • Nursing home confinement - 5 year payout. • Terminal illness - 5 year payout. • Death Benefit - 5 year payout or 70% of benefit base as a lump sum. All benefits are calculated using a single Benefit Base. Plus, the Benefit Base is always paid out to the owner or to the beneficiary, guaranteed!

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Ask about our Social Security Toolkit! Learn how you can help clients find Thousands of additional lifetime income benefits.

Call us for a sample illustration or have us run one for your next case!

800.710.1115

www.greatplainsannuity.com JUST the FACTS | 2ND QUARTER 2013

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PAGE 9

6/3/2013 4:03:58 PM

ANNUITY HELP CENTER UPDATE: TWO MAJOR ENHANCEMENTS FOR AHC WEB SITES ANNOUNCED... A lead-generation tool disguised as a web site, Annuity Help Center is exclusively available to producers working with Great Plains Annuity & Life Marketing! Two major enhancements have been made to benefit Annuity Help Center users in generating quality leads and referrals. 1. A new book, Your Personal Financial Help Center, has been released by consumer advocate Bruce Sankin. This is an update to the original title, What all stock & mutual fund investors should know! and includes new chapters on Social Security planning, Elder Care Law and Identity Theft. 2. A new “Resources” tab offering information regarding retirement income planning and Social Security benefit maximization are now live in addition to unlimited free copies of the new retirement planning e-book above. In less than five minutes, “Annuity Help Center” gives insurance agents a unique referral and prospecting system to generate annuity leads, including: • A Custom Website that brands you and your agency as the Expert Annuity Resource. • Your customized website with a Resources Page providing multiple “Offers & Call to Action” to generate Leads & Referrals. • E-mail notification when a prospect requests information. • A Complete Marketing Campaign that will generate an Additional 10%-50% in Prospects! • Access to our “Annuity Help Center User Group” for additional lead generation tips, ideas and programs.

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Don’t have a website?

Check out ANNUITY HELP CENTER, the Lead Generation Tool exclusively for Great Plains Annuity & Life Producers! More information available at: www.greatplainsannuity.com/ahc Contact your Great Plains Annuity Marketing Specialist at

800.710.1115 PAGE 10

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JUST the FACTS | 2ND QUARTER 2013

6/3/2013 4:04:29 PM

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• Nursing Home Waiver Rider, applicant ages 0-80 (not available in MA) • Optional Rider offers 10% free withdrawals of Accumulation Value, reduced surrender charges and Cash Surrender Value at death

Call Great Plains Annuity & Life Marketing at 800-710-1115

Based on the Company’s 11/1/12 declared interest rate for the Single Premium Deferred Annuity (Certainty Select Annuity.) The initial rate guarantee period is 3, 5, 6, 8, or 10 years. Initial rate subject to change. Surrender charges are in effect for partial withdrawals in excess of the Free Withdrawal Amount or a full surrender before the end of the Guarantee Period. Surrender charges are a percentage of the Accumulation Value, and decline annually: 10, 10, 9, 9, 8, 8, 7, 7, 6, 5%. The Surrender Charge period matches the Guarantee Period. Surrender charges may vary by state or with the Optional Rider. Product features may vary by state. IRAs/qualified plans are already tax deferred; consider other annuity features. Neither the company nor its agents can provide tax, accounting or legal advice, please consult your professional advisor in these areas. Contract issued on Form Series ET-MYG-2000(11-05) or ET-MYG-2000(06-09). Group Certificates issued on Form Series ET-MYG-2000C(06-09). EquiTrust Life Insurance Company, West Des Moines, IA. For Producer Use Only. IC13-MYG-1076

JUST the FACTS | 2ND QUARTER 2013

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PAGE 11

6/3/2013 4:05:14 PM

WHAT’S HOT AT GPALM? JUST THE FACTS: BY MAIL AND ONLINE...

Due to the amount of industry information we receive at Great Plains daily regarding rate changes, state approvals, new products, compliance issues, and more... we are exploring different and better ways to communicate the information you need to manage your business. We don’t want to clog your email in-box any more than our own! Another challenge in the information age is mailed material can be out of date before it reaches you. Therefore, we are reviewing all our agent communication tools in conjunction with major improvements underway to our computer system and producer database. We anticipate changes in our print version of Just the Facts magazine, as well as more significant changes to our online version. The online version will become more interactive with links to additional resources and information for those that are interested. We will also be updating content more frequently, with more sales ideas, marketing updates and looking for ways to enhance your resource for timely and detailed information regarding the carriers and products you sell. During June, we will be launching a series of emails with offers regarding our expanded Just the Facts Online content, as well as other GPALM marketing programs. Please be sure to opt-in so you can enjoy 24/7/365 access to the information you need.

SPECIAL BOOK PROMOTION FOR ANNUITY HELP CENTER USERS! With the introduction of Bruce Sankin’s new book, “Your Personal Financial Help Center” we have a number of copies of the prior edition “What all stock & mutual fund investors should know!” available at a 50% discount or free with qualifying annuity production through Great Plains while supplies last. Call 800.710.1115 and ask your GPALM Annuity Specialist at for details!

FREE GENERIC MARKETING PIECES

Looking for branding material? GPALM producers can call their Great Plains Annuity for samples of available brochures or submit existing copy they would like to “dress up”. Ask about our Social Security Taxes tri-fold and Financial Checkup flyer. Our Advertising staff will be happy to assist with getting your piece ready for your printer or your web site!

ANNUITYWATCH USA

If you are looking for a turnkey e-marketing system, contact your GPALM Annuity Marketing Specialist for information regarding AnnuityWatchUSA. Their system does not require you to change your FMO/AMO relationships, brings a host of technology and internet marketing to your fingertips, and was built by writing agents. Call us for information or visit their web site at: http://www.annuitywatchusa.com/ PAGE 12

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JUST the FACTS | 2ND QUARTER 2013

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made available on the online continuing education website this summer. A webinar with www.cpelink.com, which provides professional education online, will also be recorded in July and August.

NATIONAL SOCIAL SECURITY ADVISOR TRAINING National Social Security Advisors (NSSA) offers individual Social Security advising and training for professional advisors. (Editor’s note: Great Plains has designated Premier has a valued partner in our Social Security Marketing platform. Please see article on page 6 for additional information.) Premier Social Security Consulting, LLC of Cincinnati has experienced explosive growth since rolling out its National Social Security Advisors (NSSA) training certification program nationwide in January. Believed to be the only one of its kind in the nation, the company provides a one day, Social Security advisor training class for CPAs, financial advisors, insurance agents, Enrolled Agents and other professional advisors so they can in turn counsel their own clients on the best way to access Social Security benefits in order to optimize lifetime income. The number of Premier’s NSSA presentations nationwide are growing rapidly and revenue for individual Social Security consulting, as well as NSSA training courses, is up 360 percent year to date compared to 2012. “Other former Social Security administrators are out there, but I believe we are the only one determined to set industry standards for consultation and education,” said Premier partner Marc Kiner. Kiner and partner Jim Blair also announced that a June NSSA training class in New York City will be taped live by www.futhered.com and will be JUST the FACTS | 2ND QUARTER 2013

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The NSSA course is being offered at an introductory price of $395 for training through July. After July, the price rises to $795 for the one day session. Both prices include a year of continuing support and monthly webinars with Premier on Social Security issues. Great Plains annuity producers can save $100 on tuition when registered through our office. The National Underwriter Company (NUCO) prepared the NSSA exam and will begin to administer the exam in June. Certification is provided by the National Social Security Association, LLC. “For more and more people, Social Security is going to provide an important part of their retirement income,” said Blair. “We are passionate about helping retirees optimize their benefits over the rest of their lives and are deeply committed to educating professional advisors.” Training dates for the NSSA program will be held June 10 in Cincinnati; June 18 in New York; July 22 and August 23 in Cincinnati; August 29 in St. Louis, September 27 in Philadelphia; Oct. 8 in Cincinnati; and Nov. 5 in Miami. Additional NSSA classes have been scheduled for San Diego and Kansas City in September. “Our goal is to provide two NSSA training seminars per month in large cities across the nation,” said Kiner. “Right now we’re averaging about one a month.” Kiner said he wants to educate 100 professional advisors in each city Premier presents the NSSA program. For more information on the company’s individual Social Security counseling services or the NSSA certification program, go to: www.premierssocialsecurityconsulting.com. Contact Kiner at mkiner@mypremierplan.com or (513) 351-5707. You may also contact your GPALM Annuity Marketing Specialist at 800.710.1115.

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6/3/2013 4:06:29 PM

Necessity is the Mother of Invention - and Opportunity By Mark Fitzgerald, Saybrus Partners Consumers approaching retirement today are more vulnerable than ever. Lower fixed rates, at times dramatic market volatility, longer life expectancies, and soaring health care costs all threaten their financial well-being. Add in the growing concern about Social Security and the fact that fewer people have traditional pensions, and you can see why finding solutions to retirement challenges may be one of the most valuable services an agent can offer a client. Agents look to insurance carriers for at least some of these solutions, and yet the carriers are finding themselves constrained by many of these same market and environmental pressures. How can they meet client demands and address this multitude of retirement risks while meeting their own risk control standards? As is always the case, necessity is the mother of invention, and insurance carriers are finding ways to turn these challenges into opportunities. They are applying insurance risk management to offer creative solutions, typically in annuities. The result has been a notable shift from guaranteed accumulation to guaranteed protection, and a wave of innovative products that include such features as chronic care riders, legacy protection, combination benefits, RMD-friendly withdrawals, GLWBs and guaranteed return of premium riders. These features are resonating with consumers, because they account for the market realities of the recent past and foreseeable future. The forces driving change We all know the basic demographic forces that started the changes in retirement planning â&#x20AC;&#x201C; Baby Boomers approaching and entering retirement in massive numbers and living longer than any past generation. And, we all have witnessed the market forces that are further shaping client needs and the products to meet them â&#x20AC;&#x201C; from fickle markets, to low fixed rates, to rising health care costs. What is the current mindset of Boomers? First and foremost, when they think of retirement, they think of their 401(k) or IRA. Many donâ&#x20AC;&#x2122;t have a pension PAGE 14

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to depend on, and they are concerned about Social Security. They know they will spend more years in retirement than their parents, and they could face astronomical health care expenses. So, the starting point for a sound retirement plan most likely lies in what to do with the assets in that 401(k) or IRA. In fact, the rollover market is booming. LIMRA projects the IRA rollover market will reach nearly $600 billion in 2016. Many of the people who hold these assets need guidance and product solutions. The main issue is that 78% of rollover assets are in the market, in stocks and/or bonds. They are not protected, and they are exposed to volatility that is no longer the friend it once could be during the early accumulation years. Aside from the obvious market risks, these assets are vulnerable to others, including longevity risk, income risk, investor behavior risk, policy risk and the impact of bad health. Boomers already have had the pool drained on them two times with devastating results, and some may not have the wherewithal to handle another downturn. (Continued on page 16)

JUST the FACTS | 2ND QUARTER 2013

6/3/2013 4:06:58 PM

For You...

• Open New Doors • Competitive Compensation • Introductory Client Incentive Thru 6/30/13

For Your Clients...

• Extra Cap/Interest Credit - 1st Period Only • Phoenix Next Generation Annuity Protected Inheritance Benefit • GLWB - after Year 1 or Higher after Year 5 • 100%, 75% or 50% Return of Premium upon Death1 • 10% Premium Bonus Available to age 852 • Qualified and Non-Qualified

In 5 annual installments

7% or 6% in some states

www.greatplainsannuity.com

FOR AGENT USE ONLY. NOT FOR USE WITH CLIENTS AS SALES LITERATURE. The above is simply a highlight. Please contact AltiSure to obtain complete information about the product including risks, fees and limitations, so you can decide if this could be right for your clients. Bonus products may have less-favorable fees and benefits than similar products that do not offer a premium bonus. Withdrawals and Inheritance Benefit are subject to tax. The Phoenix Next Generation BONUS Annuity with Protected Inheritance Benefit (IIC09EIA, 10FIA, 11RSP, 11GLWB2, and 11GMDB-A.1) is a single-premium indexed annuity issued by PHL Variable insurance Company (PHLVIC), Hartford, CT. PHLVIC is not authorized to conduct business in NY and ME. PHLVIC, The AltiSure Group, and associated marketing organizations are not affiliated. Guarantees are based upon the claims-paying ability of PHL Variable Insurance Company. BPD38643 02/13

JUST the FACTS | 2ND QUARTER 2013

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PAGE 15

6/3/2013 4:07:45 PM

Necessity is the Mother of Invention - and OpportuniTY

(Continued from page 14)

Most of the other rollover assets – 14% -- sit in savings accounts and money market funds, earning close to zero. It is very unlikely that the higher yielding, lower risk investment options retirees used to enjoy will return any time soon.

chronic care and/or legacy protection features together. Lastly, some riders ensure value-oriented clients get their money’s worth, with a guaranteed return of premium via product benefits.

As they near retirement, most clients know their money cannot stay where it has been during their accumulation years. They also know they need to take some market risk off the table and get some protection against the other risks I cited earlier. They need an answer to the fundamental question of how to make their money last and protect themselves from major drains such as health care.

Agents today have an unprecedented opportunity to meet their clients’ retirement planning objectives by leveraging the multi-dimensional nature of many annuity products now in the market. Because of the uncertainty they face, clients are demanding protection and guarantees, and carriers are responding to this demand as well as their own risk management pressures with a wide variety of innovative products, features and riders.

Recent studies suggest that the standard “4% rule” no longer applies, and that investors who take 4% out of their account each year may, indeed, run out of money. Many clients also need guidance on how handle Required Minimum Distributions (RMDs), which don’t necessarily align with a smart income strategy.Clearly, standard operating procedure no longer applies for retirement planning clients, so it follows that insurance carriers also have to write a new playbook. The resulting changes I said at the start that necessity is the mother of invention, and insurance carriers have two necessities. The first is to meet very different client demands, and the second is to do it in a low interest rate environment. These prolonged low rates have forced a pull-back of products that offer certain benefits that are no longer sustainable. As a result, annuity products have shifted from a primary accumulation focus to a multi-faceted protection focus, covering both income and a wide variety of other retirement needs and risks. One of the most common features is the Guaranteed Lifetime Withdrawal Benefit (GLWB) rider, which provides a guaranteed stream of income for life, often along with enhancements to maximize the benefit amount the client receives. And many of the newer RMD-friendly riders allow clients to take withdrawals for RMDs without impacting the annuity’s guarantees and income-boosting features. Other solutions include options that go beyond income, offering amplified benefits for chronic care, should clients need it, and enhanced death benefits to leave a legacy for family members. Carriers are also getting creative with versatile and efficient products, packaging income, PAGE 16

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Agents’ opportunity

Carriers are also offering agents access to better planning tools designed to help identify concerns and illustrate modeled solutions based on specific client needs. Using these newer tools, agents can help their clients zero in on their greatest vulnerabilities and address them before they become major financial missteps. Insurance carriers have always had one main function – protecting against risk, whether it is damage to an automobile or home, the financial burdens of a family’s health care, or income loss from premature death. With the latest innovations in the annuity marketplace, carriers are now offering insurance protection against another risk – financial failure in retirement. It is protection invented out of necessity that provides an opportunity for agents and clients to find retirement solutions that match today’s market realities. Mark Fitzgerald National Sales Manager Saybrus Partners

6/3/2013 4:07:08 PM

Introducing:

UNITED LIFE INSURANCE COMPANY

Simple Solutions for Complex Times® Great Plains is proud to introduce United Life to our lineup of quality carriers! Rated “A-” (Excellent) by A.M. Best Company, they offer some exceptional products and services that may fit your market niches. Single Premium Whole Life: Issued through age 85. A single premium guarantees a lifetime of benefits, including the optional Long Term Care accelerated death benefit rider. Clients with large gains in deferred annuities may elect the Guaranteed Increase Option. Using an income annuity, increments of insurance may be purchased over up to six years. Taxation of gain is spread over time and the end result is an income tax-free death benefit. Single Premium Income Annuities: This annuity is issued through age 100. Clients looking for guaranteed ways to supplement their income will appreciate the variety of options afforded by United Life’s fixed interest income annuities. Period certain options have “liquidity feature” that allow the owner a one-time lump sum payment of up to 75% of the current value of future period certain benefits. The elderly or ill appreciate the Life with Full Cash Refund option. Single Premium Deferred Annuities: This annuity is issued through age 100. This is a major plus for your clients that have annuities maturing at other companies and may be facing potentially significant taxable gains. United Life’s fixed interest rates offer market-risk free security. Guarantee periods of four, five or six years are available with commensurate decreasing surrender charges.

Universal Life: This is issued through age 85. With face amounts as low as $10,000, this provides flexibility to increase (subject to medical underwriting) or decrease coverage as your client’s needs change. United Life offers a variety of riders including the Guaranteed No Lapse feature that, unlike many other carriers, allows you to “catch up” if for some reason you miss a required No Lapse payment. A Qualified Care rider is optionally available to allow acceleration of the death benefit if the insured should need long term or assisted living care. United Life also offers traditional and limited pay whole life (five, 10 and 20 years). Their term policies are available on an ART basis but also offer five, 10 and 20 year premium guarantee periods. All are available with face amounts as low as $25,000, are convertible and renewable without evidence of insurability. They offer a variety of riders including Disability Income. Unique to all United Life Products: Only cigarette smokers are considered a ‘Standard’ or smoker rate class. Clients who chew tobacco or smoke a pipe or cigar can qualify for ‘Select’ non-smoker rates. Call your Great Plains Marketing Specialist at 800-710-1115 for contracting and with any questions that you may have. Benefits are only generally described here. Products may vary by state. Some products are not available in every state. Please read the policy for exact details on benefits and exclusions. If there is a discrepancy between the product as it is generally described here and the policy or rider issued to you, the provisions of the policy or rider will prevail. Life insurance is available to insurable risks only.

JUST the FACTS | 2ND QUARTER 2013

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While other companies were exiting the markets offering financial protection with guarantees, United Life stayed the course. Now, more than ever, the people that rely on you for guidance with planning for their financial future will appreciate that you recognized their need for peace of mind and stability. Our portfolio offering guarantees includes: • Fixed rate deferred and income annuities (available up through age 100) • Single Premium Whole Life with guaranteed rates and benefits and an optional Long Term Care accelerated death benefit rider (available up through age 85) • Universal Life with a guaranteed no-lapse option • Optional long-term care rider available on several life plans Established in 1962, we remain dedicated to continuing the tradition of quality products, excellent service and financial strength upon which we were founded. Great Plains is excited to make United Life and their quality products available to you and your clients. Call your Great Plains Marketing Specialist for details at 800-710-1115!

COM-8854 (5-13)

PAGE 17

6/3/2013 4:08:43 PM

NAIC Suitability Annuity Model Regulation and Product-Specific Training

To avoid delays when it comes to processing your business, it’s important to stay on top of required training. By staying current with your state required CE courses, Carrier Product-Specific Training, and Anti-Money Laundering training, your business will get issued and your commissions will be paid on time! The NAIC Suitability in Annuity Transaction Model Regulation was developed to ensure suitable annuity recommendations are made to consumers. Furthermore, it holds insurers responsible for making sure the agents representing their company are knowledgeable about their products1. To comply with the states that have or will be adopting this regulation, carriers are implementing product-specific training requirements. In addition to product-specific training, producers must complete a one-time 4-hour annuity suitability course (please note, a few states do require

ongoing training after the initial 4-hour course. Please check with your state’s department of insurance to see if your state currently requires this training and to make sure you are up-to-date with your CE credits). These training requirements need to be satisfied PRIOR to soliciting business. Because different states are adopting this model at different times, it is imperative that you verify if training is needed or not before writing a piece of business. Carriers will reject any business that is received prior to the agent completing training. Federal law also requires insurance agents and brokers to complete Anti-Money Laundering training. AML training is offered through several different vendors, often times free of charge. Your business and commissions can be delayed if a carrier does not show the agent AML-Compliant.

Great Plains is here to help you navigate each carrier’s product training requirements. Because each carrier handles product training in their own way, we know it can be tricky to make sure you’ve completed everything that is required of you. We have links and information pertaining to each carrier’s training programs along with resources to help you stay in compliance. We can verify your training prior to you writing a case so you don’t run into issues when it comes to getting your business processed. GPALM will also keep records of any product-specific training requirements you have completed. If you have questions regarding whether or not training is required, contact your GPALM Annuity Specialist today at 800.710.1115!

Mackenzie Oakley Mackenzie manages Great Plains’ Agent Licensing Department and has over six year’s industry experience including stints at AFLAC and RBC/Liberty Life. While Mackenzie did not create the mandated training NAIC and carrier-required training covered in this article, she is eager to assist your GPALM Marketing Consultant and you so your business is issued quickly and you receive your commissions promptly.

PAGE 18

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JUST the FACTS | 2ND QUARTER 2013

6/3/2013 4:09:10 PM

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 | 2ND QUARTER 2013

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PAGE 19

6/3/2013 4:09:31 PM

A Great Sales Idea for “Creatures of Habit”

According to LIMRA’s Fact Book of 2010, about one third of retirees own certificates of deposit. Roughly the same percent (32%) of U.S. households own Certificates of Deposit with a median amount of around $30,000 (The mean is around $70,000, but the median is more meaningful here). There are many reasons seniors opt for CDs, but I suspect one reason is habit. As advisors we are in a position to present ideas to clients to help them supercharge what they have to better meet their financial objectives. It is likely your current (and prospective) clients’ portfolios contain money specifically earmarked for heirs sitting in CDs earning very minimal interest. Not to mention when it comes to non-qualified funds, the interest in CDs is taxable even if they are not accessing the money! What your clients may not know is they can preserve for the benefit of their heirs, the very same amount sitting in their CD while also making the following provisions: • Put extra money aside for themselves for travel, chronic care, etc. • Provide additional monies in event of nursing, chronic or critical care needs! • Providing an amount equivalent to the amount in the CD to heirs’ tax free! By solving for a death benefit equal to the amount in the CD with a simplified issue SPWL product, the client can free up additional monies and pass on to heirs an amount equal to that in the CD... and they can pass it tax free!

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Here is an example: • Female age 62 has $50k in a CD and she is planning to leave this money to her children. • Advisor presents client a way to pass the same amount ($50k) to her children while also providing her with an additional $25,610 for her own use. • Client repositioned $24,390 into a Simplified Issue SPWL with Return of Premium to provide a Death Benefit to heirs in the amount of $50k. • Agent freed up $25,610 for his client to use for herself if needed for future care, travel, etc.! • Agent made est. $2,195 in commission! Plus, should an emergency arise, she can get all of her money out of the policy using the ‘Return of Premium’ feature or she can take loans against the policy. If she is diagnosed with a terminal illness or requires skilled or chronic care, her Death Benefit can be used for those needs as well (most states). The built in Terminal Illness, LTC and Chronic Care benefits make for a slam dunk for clients and you as well!

Jane Plumberg Annuity Specialist Jane uses her 13 years industry experience and marketing research background to assist her producers in expanding their client databases and make more sales with reliable and guaranteed retirement income solutions. She can be reached at jane@gpam.biz, or 800-710-1115.

JUST the FACTS | 2ND QUARTER 2013

6/3/2013 4:10:13 PM

Why should you consider WealthMax Bonus LifeTM for your clients? Situation: Client has available cash, earmarked for family or charity – but wants to retain access in the event of personal medical expenses. Solution: WealthMax Bonus Life – lets your client transfer wealth to beneficiaries without probate, and gives the owner liquidity to cover expenses in later years. Example Benefit Estimate: WealthMax Bonus Life vs Fixed Annuity and CD Susan, a 62-year old female non-smoker with $50,000 earmarked for her grandchildren, She is concerned about health-related expenses during her lifetime, such as medical costs or nursing home care.

Scenario 1: Amounts to Grandchildren at Susan’s Death WealthMax Bonus Life Susan Dies

Guaranteed

Non Guaranteed2

Immediately

$50,000

$102,500

10 Years Later

$57,884

$62,381

$102,500

$121,700

20 Years Later

$67,494

$79,020

$102,500

$143,300

Annuity

(2%)

(3%)

Assuming a 28% tax bracket. Values assume CD value less all taxes paid in prior years. Actual CD death benefit will be current CD amount less income tax withheld in year of death. WealthMax Bonus Life is an insurance product and is not FDIC insured. 2Based on a 6% illustrated rate.

Scenario 2: Health Problems Occur Ten Years Later

Assume Susan 1) develops a terminal illness, 2) requires nursing care confinement, or 3) requires chronic care.

Reason

CD1

Annuity1 (after tax)

WealthMax Bonus Life

Terminal Illness

$57,884

$62,381

$97,125

Nursing Care Confinement

$57,884

$62,381

$102,2502

Chronic Care

$57,884

$62,381

$102,2503

May be subject to additional early withdrawal penalties. 2Paid out over 36 months ($2,840.28 per month). 3Paid out over 60 months ($1,704.17 per month)

Compared to a CD or Annuity, WealthMax Bonus Life: • Provides the largest legacy for her heirs • Is the only option that allows access to death benefits for certain health events • Is the only option free of federal income taxation for her heirs

Call Great Plains Annuity & Life Marketing at 800-710-1115

Plus! • Simplified Underwriting – Telephone interview with client • Underwriting decisions within 48 hours of interview • Return of premium guarantee • 12% premium bonus NOT FOR CLIENT PRESENTATION. Only an illustration from company-produced software may be used in a client presentation. Not available in all states. Accelerated Death Benefit Rider may not be available or may vary by state. Policy issued on Contract Form Series ICC11-ETL-IUL-2000(04-11) with riders ICC11-ETLADBR(03-11), and interest/index accounts ICC11-ETL-1YRINT(04-11), ICC11-ETL-1YRP2PCAP(04-11), ICC11-ETL-1YRMC(04-11), ICC11-ETL-2YAVGCAP(04-11). EquiTrust Life Insurance Company, West Des Moines, Iowa. For Producer Use Only. IC13-WML-1056

JUST the FACTS | 2ND QUARTER 2013

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6/3/2013 4:10:33 PM

WHAT A GREAT TIME TO SELL LIFE INSURANCE Opportunities couldn’t be better for Agents who understand how to interview customers that ultimately leads to the purchase of life insurance. Consider these industry facts: • 56% of households own no life insurance (LIMRA) • Nearly 80% of families have no Agent (LIMRA) • In 2010, half of U.S. households said they needed more coverage (LIMRA) • Some carriers report their orphan policy owners as high as 50% • Number of licensed agents are declining rapidly due to retirements and fewer people coming into the industry

OPPORTUNITIES • Policy reviews - many reasons policy owners need to review what they previously purchased • Full or partial Term Conversions - otherwise they’ll need to buy again at an older age • 1035 Exchanges on under-performing life products - there are thousands of them • Prospects - young parents with kids, parents with disabled child, pay off mortgage, building cash values for retirement, final expenses, funding trusts, funding state and federal estate taxes, moving assets from a taxable position to a income tax free position for heirs. • Businesses - Buy & Sell’s not funded, key person, 162 Bonus, bank loans • Senior Market - most in this fastest growing market are not being told by Agents of key planning products they can qualify for and for which they can actually afford to own

WHAT KEEPS PEOPLE FROM BUYING LIFE INSURANCE OR MORE OF IT? (2010 LIMRA Study) 1. Lack of Knowledge - worry about how much, which product and making a wrong decision 2. Procrastination - because “no Agent has contacted them” or “haven’t gotten around to it” 3. Competing Financial Priorities - many think they can’t afford it - but many can The types of life products and riders are more numerous today than ever before. However, thousands of prospects are not hearing about them.

We have the products and the expertise to help you & your Clients!

Jeff Bregovy Life Specialist Jeff@gpam.biz

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Dick Reynolds, CLU V.P., Life Sales Dick@gpam.biz

6/3/2013 4:10:52 PM

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 | 2ND QUARTER 2013

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10901 W 84th Terrace., Ste. 125 Lenexa, KS 66214

800.710.1115

www.greatplainsannuity.com 100% Independently Owned! GPALM PRODUCERS ACCESS ANNUITY & LIFE RATES 24 HOURS A DAY!

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!

Call 800.710.1115!

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6/3/2013 4:11:40 PM