Financial Services Updates

Cincinnati Life

John Hancock

• New Protection IUL
  • For clients seeking the protection and growth potential of an indexed universal life (IUL) insurance policy, John Hancock’s repriced Protection IUL continues to lead in customer value with:
    • Some of the most competitive and short-pay premiums on the market
    • New! Access to Barclays Global MA Indexed Accounts for improved policy performance
    • Addition of the Preliminary Funding Account for added flexibility

• Explore John Hancock’s Vitality Resources – No Registration Required
  • Check out John Hancock’s “Get Started Guide”, designed to help answer your clients questions and encourage them to start engaging in the John Hancock Vitality Program. You can find the guide and all the latest resources on their unlocked advisor page here.

• Shave up to 20 days from submission to issue with the enhanced iPipeline iGO eApp!
  • An enhanced version of the John Hancock e-Application in iPipeline iGO is now available, offering you a dramatic reduction in the life insurance sales cycle — potentially by up to 20 days — along with a more streamlined and convenient way to collect medical history data and signatures. Take a look at this short video to see how easy it is to shave time off your next case.

• A Win-Win: Competitive Premiums and Leading Targets
  •  Protection Survivorship IUL is a proverbial win-win for both you and your clients. Not only does it offer competitive premiums, growth potential and flexible funding for your clients, but it also offers industry-leading targets!

• New Accelerated Death Benefit for Chronic Illness rider
  • John Hancock is excited to add an “Accelerated Death Benefit for Chronic Illness rider” to their robust suite of living benefits. This rider can help provide clients a “just in case” solution that gives them early access to their policy’s death benefit if they become chronically ill. It’s just one more way John Hancock is offering clients the flexibility and protection they need from their life insurance policy.

• New Travel Rewards Partner: Expedia
  • John Hancock remains committed to always enhancing the customer experience with the best tools, resources and rewards; they are transitioning their travel benefit partner from Hotels.com to Expedia.com.

Legal & General America

• Switch to Digital
  • Legal & General America is making the switch to digital. LIBRA Agencies will make the transition on May 5^th, 2022, at which point all paper applications will feed into the digital system. Click here for some common questions and answers about the change.
• Legal & General America’s Application Platform – The Ultimate Digital Tool
  • The path to life insurance coverages is easier, faster, and better than ever before
  • Click here for more information.
• Digital Application Platform
  • AU from Legal & General America’s digital application platform just got a million times better! Click here for updates.
  • Option to reopen your closed applications. Click here to find useful training information.
• Exciting Changes for OPTerm
  • They are making more reductions, especially in the Preferred and Standard classes. These changes are now in effect:
    • New pricing changes
    • New product policy form
• Learn how Legal & General America is transforming the journey (from experts Zachary Pugh, VP, Chief Underwriter, and Patti DeWitt, VP, Underwriting & Claims Operations).
• Processing your business quickly is something Legal & General America is passionate about. They give clients one simple journey, with built-in instant, accelerated, lab-free experiences based on eligibility and availability.
• Legal & General America is focused on transforming the underwriting journey by leveraging advances in medicine, technology, and data utilization to improve, enhance, and accelerate the underwriting process. Click here to learn more about their unique underwriting journey.
• Finishing the Year Strong
  • Legal & General America is ready to help you with an all-new campaign in a box, designed exclusively for marketing to women – an underserved segment that needs your attention! Click here for more information on this new campaign.

Lincoln

• Table Reduction Program Plan Guidelines
  • Got a rated case? Lincoln Table Shave C to Standard is back under age 70. All permanent products get standard rates on any rated cases up to Table C. Pitch a VULONE on your next rated term case. Click here to learn more.
• Watch the new Asset Edge 2022 Video
  • Click here to watch.
• Two Reasons You Have an Edge With Your Business Insurance Cases
  • Click here to watch.
• Schedule a Case Discussion with Michael Hamilton
  • Click here to schedule a time with Michael Hamilton

• RealTime Offer for Eligible Life Insurance Cases
  • Lincoln has introduced RealTime Offers for cases submitted for either their TermAccel product or for single life products through their LincXpress application. Beginning July 25, 2022, Lincoln is excited to provide you and your clients with a RealTime Offer for eligible life insurance cases. This feature will immediately communicate an underwriting approval decision to clients that have been approved lab-free by their automated underwriting process. The client, writing agent, and case contact will be notified of the approval upon completion of the online or phone interview.

• Lincoln WealthAccelerate IUL
  • Lincoln has unveiled a new instant issue, accumulation focused IUL, where the client and agent can have an underwriting decision in minutes. The product will save agents, brokerages, and clients time before the sale and for years later. Click here for more information.

Mutual/United of Omaha

• IULs That Are Simple, Flexible, Trusted
  • At Mutual of Omaha, they want to make the decision easy when determining what solution best fits the needs of your clients.
  • Their IULs are:
    1. Simple – The simple design of their products makes them easy to understand, illustrate and fund. They are straightforward and transparent IULs with one of the lowest cost structures in the industry.
    2. Flexible – They have 3 IULs that are all designed to meet the unique needs of a variety of clients. Including powerful built-in riders such as the Guaranteed Refund Options (GRO)* Rider and Chronic Illness Rider.
    3. Trusted – They understand that they are there for their customers and because of them, every decision they make is with their best interests in mind.

• Sales Idea: Long-Term Care Insurance
  • LTC planning is important for “Middle America”.  Mutual of Omaha’s LTC policies let you customize the design to make it affordable.
  • 3 Reasons your clients shouldn’t procrastinate

• Mutual of Omaha Underwriting Update
  • Mutual of Omaha has been closely monitoring their new business and underwriting practices from the beginning of the COVID-19 pandemic. Throughout this time, they have periodically made business decisions regarding their underwriting guidelines. They are pleased to announce that they will be changing their temporary guideline changes effective August 1, 2022. These guidelines apply to all fully underwritten life insurance cases and include all newly submitted and pending in-house cases, whether formal or informal.
    • Acceptance Guidelines Based on Insured’s Issue Age:
      • They will now accept applications for clients through age 79 and up to Table 6.
      • If the client is age 80 and above, all cases will be temporarily postponed.
    • FIT Underwriting Program
      • They will be reinstating the FIT underwriting program for individuals through age 75 and through Table 4.
    • Positive COVID Testing
      • If the applicant has tested positive for COVID-19 at the time of the application, they will postpone the application for 30 days.
        • After 30 days, if there are no further symptoms, they will process the application as normal and there will be no need for a negative test
        • If the applicant is hospitalized, they will postpone the application for a minimum of 90 days and symptoms must be resolved with no further care or residual effects.
      • Applicants with a history of COVID-19 will be required to provide a Statement of Good Health upon delivery. Otherwise, Mutual of Omaha will return to their pre-COVID guidance for Statement of Good Health.
    • For Express Products
      • If the client admits to a positive COVID test, Mutual of Omaha will postpone the case for 30 days in lieu of the previous temporary guideline of 90 days.

• Income Advantage – Accumulation Focused
  • Choosing to sell Mutual of Omaha’s IULs is as simple as 1-2-3. Click the link above to read why!
    • View Past Performance and Renewal Rates

• Life Protection Advantage – Protection Focused
  • View Past Performance and Renewal Rates

• Creating a Critical Advantage Cross-Sell
  • As you work with clients to create a custom life insurance solution, take advantage of the opportunity to position Mutual of Omaha’s Critical Advantage portfolio products.
  • Learn how this portfolio acts as a complement to the client’s current coverage and how the products can help replace lost income, pay health insurance deductibles, and even cover the cost of household expenses.

• Mutual of Omaha’s Heart Attack/Stroke Insurance
  • Mutual of Omaha’s Heart Attack/Stroke Insurance can help fill the gap between existing health care coverage and the cost of treatment. With the diagnosis of a covered condition comes the reality of medical bills, time off for treatments, money for living expenses, and for many, the cost of high deductibles and other unexpected out-of-pocket expenses. Products in the Critical Advantage Portfolio can help your clients to focus on their treatment, not their finances.
  • Should you be diagnosed with any of the conditions covered, a check is sent to you, not the health care provider. No receipts or medical bills necessary. Payment is to you, for you.
  • Review the Cancer and Heart Attack/Stroke Brochure for more information on how to approach the conversation with clients.

• Transparency Matters
  • Are your IUL carriers transparent in regard to crediting rates and caps? Do your IUL carriers offer the SAME crediting rates and caps for existing customers as they do for new business? In the current volatile market, more carriers are lowering crediting rates and caps for in-force business. How is that fair to existing customers who have been paying premiums for, in some cases, many years?
  • Mutual of Omaha publishes their crediting rates and rate cap history on a monthly basis and have been doing so since the inception of their IUL products in 2016. This information can be found on discoveriul.com. In addition, they offer the SAME crediting rates and caps for existing business as they do for new business.
  • On top of transparency, Mutual of Omaha offers very competitive IUL products (for both Accumulation/Income AND Protection IUL) with:
    • Guaranteed Refund Option rider – Returns 100% of premium after years 20, 21, 22, 23, 24 and 25 (for qualifying cases)
    • Chronic Illness rider ALWAYS included – $1,000,000 or 80% of DB; ALWAYS included regardless of age, face amount or even RATE CLASS.
    • Some of the lowest internal costs and fees in the industry.

• LTC Rider Can Help Protect Clients Futures
  • Do your clients realize how expensive long-term care services can be? The costs can easily average more than six figures annually and only continue to rise. Help clients understand why it’s so important to have a plan in place for their long-term care needs, whether it’s through a Long-Term Care Insurance policy, or a Mutual of Omaha Long-Term Care Rider on their IULs. For more information, go to MutualofOmaha.com/ltc-rider.

Nationwide

• New CareGiver Advocate Program
  • Click here to learn more about the Caregiver Advocate Program

• Free Will Program
  • Click here  to learn more about Nationwide’s free will program.
• Long-term Care Cost Estimator
  • Compare LTC costs from state to state by clicking here.

• Nationwide has recently introduced a new module on their illustration system that compares the Cost of Life Insurance vs. Cost of Paying Taxes/Fees on a brokerage account.
  • A sample of the illustration output is on page 5 of this document.
  • This will change the way producers talk about the concept of LIRP (Life Insurance as a Retirement Plan).

• Price improvements for Nationwide Care Matters II
  • Beginning November 7, 2022, Nationwide is implementing a second price improvement of 2022 across all scenarios for the current CareMatters II product. These changes do not apply to Nationwide YourLife CareMatters in New York and California. The price improvement is an average pricing decrease of 5% for all scenarios. There will be a price decrease for all scenarios; however, the percent decrease varies by the characteristics of the case.
  • Download the transition rules here.
• Price improvements on No-Lapse Guarantee Universal Life II
  • Beginning November 7, 2022, Nationwide is implementing a price improvement across all scenarios for the current No-Lapse Guaranteed UL II product. These changes do not apply to No-Lapse Guarantee UL II in New York. The price improvement is a price decrease for all no-lapse guarantee solve scenarios. The typical price decrease will range from 5% to 15%; however, the percent decrease varies by the characteristics of the case.
  • Download the transition rules here.

• CareMatters II Single-Pay Price Guide

OneAmerica

• LIAM Focused Video Testimonials
  • Built Around Families Video Testimonial
    • Find out how OneAmerica supported Latena Ward as she worked to take care of her mother with Parkinson’s disease. #TheOneAmericaDifference
  • Built for Compassion Video Testimonial
    • As a financial services enterprise, OneAmerica understands the importance of being prepared for your best financial future. It’s what they deliver to their clients each and every day. In fact, as an industry they celebrate Life Insurance Awareness Month (LIAM) each September, focusing on the stories that demonstrate the important ways life insurance has helped families be prepared and feel financially protected. Find out why their No. 1 top producing female agent, Mary Jo Irmen, does business with OneAmerica. A real testimonial built for compassion.

• Producer/Consumer Facing:
  • Social Media How to Guide Sheet 

• Producer Facing PDF Sales Ideas:
  • Single Premium Drop-In Rider Sales Idea (I-33456)
  • Asset Care Return of Premium Sales Idea (I-33499)
  • The SECURE Act Sales Idea (I-33642)
  • Qualified Funds Sales Idea (I-33476)
  • Use IRA Dollars to Fund Asset Care Sales Idea Sheet (I-33323)
  • Asset Care Recurring Premium Sales Idea (I-33498)
  • Asset Care Outshines UL Asset-Based LTC Single Life (I-34803)
  • Pay Less Get More Sales Idea – NQ Only (I-35026)
  • Asset Care Outshines UL Asset-Based LTC Recurring Premium (I-34802)
  • Pay Less Get More Sales Idea (I-34889)
  • Asset-Care Recurring Premium Rate Sheet (I-32400)
  • Asset Care Outshines UL Asset-Based LTC (I-32422)
  • Asset Care IV Sales Idea Recurring Premium (CA Only)
  • Qualified Funds for LTC Sales Idea (CA Only)
  • Asset-Care III Needs to Know (CA Only)

• Producer Facing Presentation:
  • LTC Protection For a Lifetime Presentation (PM-1213)

• Stacking Strategy – Achieve target LTC protection by purchasing multiple policies over time.
  • Read about it here
  • Watch the webinar here

• Reimbursement vs. Indemnity Payments
  • Understanding how each LTC payment approach works to better determine what strategy works best to fit your clients’ needs
  • Read about it here

• Income Tax deductions for tax qualified LTC insurance
  • Using Asset Care for Controlled Executive Bonus Plans

Petersen International Underwriters

• Pilot Income Protection
  • When pilots lose their medical certificate they are grounded and unable to earn an income.  Pilots are often looking for an income protection plan tailored to their needs which are often not covered through the domestic market.  The solution is to seek a Loss of License Policy.

• Disability Financial Planning Toll For Blue and Grey Collar Markets
  • The mere fact that domestic insurers are postponing or declining your clients doesn’t mean your clients are uninsurable.  Petersen International provides Disability Insurance Solutions when traditional carriers can’t or won’t.

• Executive 400 – High Limit Disability Insurance
  • To properly insure a highly compensated individual at 65% of income, multiple disability income policies are often required and are layered or “tiered” to provide sufficient income protection. Petersen International can provide a complete solution to your clients.

• Key Person Disability Insurance
  • This is designed to help your company offset the financial burden of the loss of your business’s “rainmaker.”  It is a business-owned product that pays benefits to your company if the key employee becomes disabled due to sickness or injury. Click here to learn more.

• Failure To Survive Insurance
  • Individuals looking to close on SBA and other business loans know how slow and painful it can be waiting for full underwriting for life insurance to satisfy lender requirements. For those individuals who don’t qualify for accelerated or simplified underwriting domestically, Petersen has a solution: The Petersen International Business Loan Failure to Survive (FTS) plan is a simplified-issue term product that provides a death benefit which can be collaterally assigned to a lending institution for the explicit purpose of covering a business loan. The product requires no exams or labs, just an application that can be underwritten, issued and assigned in a matter of days, not weeks or months. It is the perfect tool to meet the tight closing schedules of most lenders including SBA lenders. The FTS coverage can also be taken out by clients who are currently in underwriting for traditional policies, but are needing immediate coverage to close on their loan.

• Professional Athletes Disability Insurance
  • In sports we watch and cheer for our favorite players, but when they are injured what safeguards to they have? The career of an athlete is extraordinarily short and Petersen International can insure professional athletes against potential career-ending injuries. For more information, click here.

Principal Life

• Overhead Expense Insurance
  • Small business owners have two assets at risk if they become disabled – their income and the survival of their business. A Disability Income Overhead Expense policy can reimburse the small business owner for their share of the ongoing expenses that need to be met during their absence to help that business survive. These can include:
    • Rent or mortgage
    • Utilities
    • Property taxes
    • Employee salaries
    • Property and casualty insurance
  • This is a great solution for small physician and dental practices as well s legal, consulting, or sales firms.
  • Through our partnership with Principal you can help your clients protect up to $50,000 per month of expenses. Share these two flyers to help your clients understand the risk and how these policies work:
    • BOE Basics
    • BOE Product Profile

• Business Loan Protection Benefit
  • Do you have business owner clients who have taken out loans to buy or expand their business? If they become disabled, how can they continue to pay that obligation? Those payments are not forgiven by the bank if your client can’t work. We often see the need for a younger professional who is buying out a retiring professional to protect the loan they have committed to.
  • Through your partnership with Principal®, they can help you protect up to a $2M obligation and up to a $20,000 per month payment through their Disability Loan Protection policy.
  • Review the program details with this profile, and share this with your clients to help them understand how you can help.

• Buy DI on Yourself
  • Have you taken the proper steps to protect your income? Your ability to earn an income needs to be protected. Also, owning what you’re selling is always a testament to your clients that you believe in its importance. You can purchase a plan for Principal with a 10% “affiliation” discount just for being licensed. You will also earn at least 50% first year commission. That’s at least a 60% savings in the first year! For more information, view this flyer.

Protective

Prudential

• Your 10 Minute Monday Motivation
  • You’ll learn the core components of a sales idea and get a practical application from a case study. So, when you come across a client with a similar profile and fact pattern, you’ll be ready with a new strategy to consider and know who to call for help.
  • Click here to learn more. 

• Trimester Marketing Resource – Turn Clients’ Challenges into Life Opportunities
  • Click here to access all future webinars, watch the replays, and get supporting marketing material.

• Repriced SVUL Protector Notice
  • Click here for information on Prudential’s newly repriced SVUL Protector notice. This was launched 10/17/2022 with an average of 5% decrease in most scenarios.

• New Flexguard IVUL Product
  • Prudential’s new Flexguard IVUL product was launched on 11/14/2022. For more information on Flexguard, click here.

The Standard

Principal Disability

Principal Will No Longer Be Requiring Exams for the Following Amounts: 

1. Individual Disability – $10,000
2. Business Overhead Expense – $25,000
3. Disability Buy Out / Key Person – $1,000,000

If Applying for Over These Amounts
With the clients permission (short email sent to the client), Principal will use their Human API technology to obtain the clients records / exams from their online portal that most doctor’s offices are now using.  They would then work with their reinsurers on a case by case basis on using the clients lab results that were obtained from their portal, to make the offer without ordering labs.  Going forward Principal will be using this service with all cases to speed up the records process while doctor’s offices may be bogged down with seeing patients.

Tax Records
Principal will do their best to just use the 2018 tax documents and any documents that may be available for 2019 in decision making.

Updates as of 6/29/2020

Temporary benefit update guidelines and grace period extension ending:

• Beginning July 1, customers will once again need to purchase at least 75% of eligible coverage to get the Benefit Update (BU) rider. There will be a 30-day transition period for business quoted in advance of this date. So, cases quoted prior to July 1 and with an application received by July 31, will have the temporary BU provision (50% of eligible coverage) honored.
• Also beginning July 1, billing grace periods will no longer be automatically extended. They’ll revert back to the grace period outlined in the policy (certain state exceptions will apply).

Unum

• Individual Disability Insurance (IDI) Helps Fill The Gap
  • If you earn a higher salary, or rely on bonuses or commissions, you may need additional income protection to provide for you and loved ones while on leave from work due to a covered illness or injury. Long Term Disability (LTD) is an excellent foundation for income protection; but benefits maximums, uncovered compensation, and taxable benefits may leave higher income earners with a gap in coverage.
  • How Unum IDI policy helps you protect your income
    • Can replace a higher percentage of your income
    • Can cover commission and bonuses
    • Individually owned, so you can keep the policy if you change jobs
    • Benefits are not offset by Workers’ Compensation and Social Security Disability Insurance payments

• IDI Unum Executive Benefits
  • In today’s competitive business environment, supplemental Individual Disability Insurance (IDI) has become essential coverage for top talent. While traditional Group Long-Term Disability (LTD) provides sufficient income replacement for most employees, it could be far below the take home pay for the highly compensated employees. Click here to learn more.