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3 Mark's In The Loop Newsletter

3 Mark Financial, Inc.

May 29, 2019


Join Carly Brooks, JD, CFP as she shares 

3 Sales Ideas in 30 Minutes

Webinar Later Today at 3:00 pm central

Caroline (Carly) provides advanced estate planning, tax, and business planning expertise to John Hancock home office employees, field personnel, and producers. Carly is an experienced legal and technical writer, and in her current role, acts as a primary author and editor on many Advanced Markets marketing materials. 

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Premium Paying Strategies: Asset Sale to an Irrevocable Grantor Trust

Part of Prudential’s Premium Paying Strategies concept, Asset Sale to an Irrevocable Grantor Trust can help your affluent but illiquid clients create the liquidity they need to purchase a large amount of life insurance to more effectively and efficiently transfer wealth.  Read More.

 Prudential Study Explores Diversity and Financial Wellness

Prudential’s new report, “The Cut,” explores the financial wellness of Americans by race, gender, sexual identity, and caregiver status. It reveals challenges as well as areas of optimism across America’s diverse populations.  Read More.

Term/GUL Combo

Protect to age 100 with a two-policy solution. Cover long-term needs with Secure Lifetime GUL 3, including the optional chronic illness rider. Cover additional short term financial obligations (mortgage, children, etc.) with Select-a-Term. Consumer flyerProducer training.

 Reach Out to RIAs

Two new customizable emails tailored to financial professionals, who work with AUM, inside the “Grow Your Business” Campaign In A Box. Promote life insurance as a value-add in growing their business.  Grow your business with financial professionals.

You’re Invited to Symetra IUL University for an Exclusive Online Course

Due to popular demand we will be hosting another webinar on the Symetra IUL and the IUL landscape as a whole on May 22nd. We hope you are able to attend one of these sessions if you have not done so already. If you have already participated, feel free to invite any firms or producers you work with to attend this session.  Learn more.

Whole Life Insurance: A Giving Solution 

Many of us know the leverage power of life insurance. How can an annual net gift of $3,671 guarantee a gift of $100,000 for a favorite charity? Life insurance is a potential answer, and a Heritage Whole Life policy may help provide this opportunity for those philanthropically inclined.  Read more.

 The Divorcee's Guide to Retirement

Divorce can be one of most challenging experiences you may ever face, but it's important to remember that there's always a light at the end of the tunnel. While divorce may present you with some financial difficulties, there are steps you could take to help ensure your future is protected. You've worked hard to get where you are today and taking steps to help ensure your golden years are secure could be one of the greatest gifts you give yourself.  Read more.

Top Trends in Tax Proposals and Why They Matter

In just 2 short years, the tax proposal conversation has changed from tax cuts to a new wave of tax increases. Learn about the discussions you should be having with your clients. Top trends and conversations.

 As Clients’ Lives Change, Their Needs Change. When Was the Last Time You Checked In?

Learn how AXA Equitable’s Purpose, Product, Health (PPH) Exam can help you evaluate clients’ policies to ensure they align with their ever-changing needs. PPH Client Exam brochurePPH Client Fact Finder.

 How to Use the 1040 Overlay to Reveal Gaps, Needs and Opportunities

With changes to taxes via the Tax Cuts and Jobs Act, reviewing clients’ updated tax forms can help you identify missed life insurance needs and opportunities. 1040 Overlay Resources.

 Help Clients Enjoy Their Golden Years by Enhancing Retirement Benefits 

Some clients are fortunate to have defined benefit pension plans, but they may be leaving money on the table. Help clients maximize retirement benefits using life insurance with Pension Max. Client brochureClient flyerClient presentation.

Our Unconventional Approach to IUL Products

Learn about the fundamental shift in IUL design and how to explain it to your clients. Instead of chasing the trends in the industry, we remain committed to providing a true IUL, designed for clients' long-term security and stability, with cost-effective, stable premiums.  A letter from Trey Reynolds.

 Does Money Buy Happiness? Find Out in this Podcast.

Hear Dr. Benjamin Cummings from The American College of Financial Services, speak about how our spending habits impact our overall satisfaction. Infuse these insights into your client conversations. Listen now.

Protection They Will Grow Into

Parents have the opportunity to leave a legacy to their children by providing one of the greatest gifts - life insurance. Purchasing a policy while their child is young and in good health, provides the opportunity to protect a lifetime of dreams, and lock in insurability.  Learn more.

Now Even Better With Chronic Illness Benefits

Are your clients prepared for the risk of chronic illness? We’ve got you covered. PL Promise GUL¹ now offers chronic illness protection! It’s an affordable alternative to whole life. Learn about the rider.

 Save Time – Prequalify Your Clients

Reference this comprehensive prequalification questionnaire to see if your clients are eligible for the new PL Promise Chronic Illness Care Rider. See rider qualifications.

 Introducing: PL Promise GUL in California

Beginning May 13, 2019, PL Promise GUL, no-lapse guarantee universal life insurance is available for issue in the state of California. PL Promise GUL offers guaranteed death benefit protection at an affordable price for the broad market.  Full bulletin. 

AM60: Beneficiary Designations

Morgan Scott has introduced a new video series to educate producers on Advanced Markets topics in about 60 seconds. Watch his first AM60 video to learn about beneficiary designations and how small titling errors can lead to big consequences for the insured’s family.  Watch now.

Industry Update: How Principle-Based Reserving Affects Your Business

Two significant regulatory changes are affecting the Life Insurance Industry—Principle-Based Reserving (PBR) and a new standard mortality table, the 2017 Commissioners Standard Ordinary (CSO) Table. Read more.

 Guaranteed Lifetime Protection with the Freedom to Pursue Growth

Lincoln VULOne, the #1 selling VUL product in the industry, is improved and now PBR/CSO compliant.  Learn more.

 More Ways to Protect Your Clients from LTC Expenses 

Lincoln Care Coverage ABR, our rider for long-term care expenses, is available on more solutions.

  • Now for clients who want protection with upside potential: Lincoln WealthAccumulate® IUL and Lincoln WealthPreserve® IUL
  • As a reminder, this rider is also available for clients who are looking for lifetime death benefit protection: Lincoln LifeGuarantee® UL or Lincoln VULONE   Client guide.

 A Protection-Focused IUL

Lincoln WealthPreserve IUL is for clients who want some upside opportunities with added protection from market losses.  Client guide.

John Hancock Vitality is Four Years Old

John Hancock Vitality has grown to 40,000 members and hit over $100 million in sales last year alone, but what does that mean for you? In this short time, we’ve helped producers  close more cases, get more referrals, and create happier clients. Now, that’s something worth celebrating!

 Celebrate Vitality with More Compensation

It’s John Hancock Vitality’s fourth birthday and there's a lot to celebrate! With the John Hancock Vitality bonus, you’ll earn more compensation with every sale you make:

  • Sell any of our permanent life insurance policies with Vitality PLUS and get +10 extra points.1
  • Upgrade your Vitality GO clients to Vitality PLUS and receive +10 points if the upgrade occurs within 90 days, or + 5 points if it's after 90 days but before 25 months.  Get the bonus.

 Earn up to $40,000 in Rewards with Protection Term

With the Vitality rider on a Protection Term policy,* your clients can save on their annual premiums and earn valuable rewards and discounts by simply living a healthy life. See how these premium savings — plus exclusive discounts on hotel stays, healthy food purchases and more — can add up to almost $40,000 over the life of the policy. 

 Create Custom Illustrations with JH Solutions — Now with Two New Updates

Since 1996, JH Solutions has helped create client-ready custom illustrations that you can use to help your clients target their needs and understand the solutions life insurance has to offer. Check out the newly updated Executive Bonus and Restricted Endorsement Bonus Arrangement (REBA) modules. Andlearn more about the various offerings in JH Solutions or call Advanced Markets at 888-266-7498, option 3, to get a customized proposal for your next client.


Advanced Markets Blog

Log on and check out the Advanced Markets Blog, a one-stop location that summarizes all that is new and popular in Advanced Markets. You can find everything from legislative updates, tax rulings, proven sales techniques, and much more! Here are some of our most recent blog posts:

Advanced Markets: Together We Create Ideas

As most of you know, we perform business valuations for advisors, so they can use the valuation as a way of opening or expanding an insurance planning conversation with their business owner clients. Over the last several years we have done hundreds of business valuations that have assisted advisors in making sales. Read more.

Help Your Clients Plan for Health Care Risks in Retirement

An Income Advantage IUL policy helps clients by providing a source of supplemental retirement income. It also allows clients to take a portion of their death benefit early for chronic illness. Learn more.


Competitive New Term Rates

New rates for Banner and William Penn OPTerm 10, 15, 20, 25 and 30 include a mix of decreases and increases. No changes to our highly-competitive rates for OPTerm 35 and 40. Rate decreases in more than 36% of pricing cells improved our ranking against core competitors.  Learn more.

 EXTENDED: 40-Year Term Sales Contest

Now eligible agents have an additional 40 days to receive $40 for each submitted OPTerm 40 case and be entered for a chance to win a $1,000 bonus. Learn more.

New Advanced Consulting Group (ACG) Magazine from Nationwide

The latest issue of our ACG magazine is available now and attached here for your review.  This issue features several advanced sales concept articles, embedded links to web-based resources and a link to our library of Nationwide podcasts. We hope you enjoy it and encourage you to follow up with your local Nationwide BDVP to learn more.  Learn more. 

 Weekly Economic Review & Outlook: Some Data Softening for April

Retail spending slumped by 0.2 percent for April, counter to positive labor market trends that suggest improved activity.  Read more.

Save the Date: Property & Casualty Market Opportunities

Did you know there are hidden sales opportunities in the property and casualty market? Learn how our revenue opportunity calculator and other marketing tools can help you deliver value to P&C agencies and their clients.  Learn more.

Hybrid or linked-benefit products are a fresh approach to retirement and estate planning. These products, cover opposing risk groups by combining long-term care coverage with life insurance or an annuity.

Quick Questionnaire for LTC/CI

When it comes to helping your clients prepare for long-term care (LTC) and chronic illness (CI), it can be hard to know where to begin. This short fact finder can guide you through the conversation. These questions will help you get to know your client and learn more about their retirement goals and concerns, helping to lay the foundation for a strategy custom-tailored to fit their unique situation. Get the fact finder.

Introducing Nationwide CareMatters II

I’m pleased to announce that on 5-13-2019 we will be launching a new linked-benefit LTC life insurance product, Nationwide CareMatters® II.  

CareMatters II is a flexible, competitively-priced linked-benefit universal life policy that offers clients:

  • Flexibility through cash indemnity LTC benefits that help clients obtain care where and from whom they prefer
  • Choice of a variety of payment options, including pay to Attained Age 100, make the policy accessible to more clients than ever before
  • Protection from inflation via one of several options, including a 3% compound option and a new U.S. Medical Care Inflation option based on changes in the cost of health care.

Transition rulesSide by side.

Coming in July: Updated Asset Care

By Jan. 1, 2020, all issuers of life insurance are required to reprice their products according to the 2017 CSO mortality and morbidity tables. OneAmerica® has updated the benefits and pricing within our whole-life based Asset Care® product suite, and we will be launching a new product in July!  Read more.

 Two Campaign Resources You Can Use Right Now

Social media makes it easy for you to post relevant content and engage with potential or existing clients. Using targeted messaging will help drive traffic, leads and sales. Download and post our content on your Twitter, LinkedIn and Facebook pages.

Consider using a OneAmerica® presentation in one-on-one meetings or group seminars to educate and connect with your audience. Workbooks are available to help clients follow along. Easily invite potential or existing clients to a seminar using digital, fillable invitations.

Visit our Marketing Toolbox to view short videos on producer and consumer campaigns, access our latest core marketing materials and review descriptions of available campaigns. If you're ready to learn more about OneAmerica marketing campaigns, check out our detailed campaign brochure.

In The Loop Annuities / LTC


For all annuity carriers

Transferring assets, or exchanging money via section 1035 of the tax code, may have tax consequences. Any questions regarding taxation should be referred to a qualified tax professional.

Call the Financial Institution/Insurance Company to see what they require to transfer the money e. g. some financial institutions, like Fidelity, require a call from the client to release money, others like Northwestern Mutual require their own surrender form to accompany the 1035/transfer form from the company receiving the money.

Attach a copy of a current policy/ account statement for the funds being transferred to the 1035/transfer document.

Complete the 1035/transfer form carefully and completely. Be sure all necessary signatures are obtained.

Send original transfer forms with the application to 3 Mark for processing.

Annuity Fact Finder 

Click here for a great Annuity Fact Finder

In The Loop Underwriting New Business

Latest Underwriting Enhancements Make it Faster and Easier for You

Nationwide®has taken several important steps to raise the underwriting bar. We now offer a faster process, easier access to a designated point of contact, and provide competitive decisions. Click here to see what we’re doing to ensure that our underwriting process is easy and fast for you.

Partners Group New Business Client Preparation Guides
Preparing For Your Life Insurance Exam
Preparing For Your Telephone Interview (Useful for non-medical cases)
Preparing For Your Telephone Interview and Life Insurance Exam (Useful for iGO ticket submissions)

Introducing National Life Group's New Life Insurance Application 

National Life Group has simplified the life insurance application process by combining the LSW and NL writing company applications into one version, for all states other than NY and CA.

Starting May 13th, when submitting paper applications, you will be able to select the writing company (LSW or NL) at the top of your application. Selected the wrong writing company?  You won't have to get a new application signed by your client as you did before, simply notify your case manager.

Reduce Application Cycle Time by up to 7 Days

You can now minimize the time your clients spend authorizing Attending Physician’s Statements (APSs) through EMSI with OneTouch. Clients will be able to create a biometric signature that can be transferred to authorization forms sent to their doctor.

Get Started on PruFast Track Today! 

Learn more about how Prudential’s accelerated underwriting works! PruFast Track is faster, less invasive, and more efficient than traditional underwriting. Get on board PruFast Track and experience the ease and convenience today! It’s as simple as 1, 2, 3…Learn more.

Field Underwriting Update

Refer to our Field Underwriting Guide (now with new look and feel) to help position your clients’ applications for the best possible underwriting decisions. You can also take advantage of our interactive field underwriting tool on JHSalesHub.com.

Get More Program Updates

We have removed the internal and external replacement exclusion for the Get More program! Why? According to LIMRA and other industry studies, even those who have made the responsible choice to purchase life insurance often purchase too little.  Read more.

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