Week In Review: Learning and Dying

Written by Don Levin

June 19, 2020

Better days ahead
Top stories of the week

Simplified PPP loan forgiveness forms issued

The US Treasury Department and Small Business Administration have responded to US lawmakers’ appeals to simplify the process for obtaining forgiveness of Paycheck Protection Program loans by issuing shorter forms. Borrowers who are self-employed or have no employees can use a three-page “EZ” form, while the other streamlined forgiveness form embraces program changes signed into law this month. Full Story: The Hill

Study: Masks prevented thousands of COVID-19 cases

A study published in the Proceedings of the National Academy of Sciences found that requiring the use of face masks in New York City and Northern Italy, which became hot spots for the COVID-19 pandemic, significantly lowered infection rates and likely prevented thousands of COVID-19 cases in both areas. Use of masks reduced infections by more than 78,000 in Italy from April 6 to May 9 and by more than 66,000 in New York City from April 17 to May 9, researchers estimated. Full Story: Reuters

Survey: 81% worry about second wave of COVID-19

The latest Axios-Ipsos Coronavirus Index showed 81% of Americans have at least some worries about a COVID-19 second wave in the US. The survey found 64% believe returning to pre-pandemic lifestyles would be risky, an increase from 57% one week ago. Full Story: The Hill

Model predicts over 201K COVID-19 deaths by October

A key model tracking the pandemic predicts the US COVID-19 death toll could reach 201,129 by Oct. 1, and some states are projected to be hit harder than others including, Florida with an estimated 18,675 deaths, California with 15,155 deaths and Arizona with 7,415. COVID-19 has affected more than 2 million people in the US and killed 116,125, and 18 states are still reporting rising numbers of new cases. Full Story: Reuters

Some states continue to see COVID-19 spikes

Six states — Nevada, Florida, Arizona, Texas, Oregon and Oklahoma — reported record numbers of new COVID-19 cases Tuesday, and many experts attributed the increase to business reopenings and Memorial Day celebrations. National Institute of Allergy and Infectious Diseases Director Anthony Fauci said the US is still in the first wave of the COVID-19 pandemic, and he said the country could face a resurgence if states fail to adhere to safety guidelines. Full Story: Reuters

Study: 1.7B people at increased risk of severe COVID-19

A study published in The Lancet found 22% of the world’s population — about 1.7 billion people — have at least one underlying medical condition that puts them at increased odds of developing severe COVID-19 symptoms if infected with the virus. Diabetes, cardiovascular disease and chronic kidney disease are among the chronic conditions that contribute to greater risk, and in North America, 28% of people have at least one condition that is associated with increased risk. Full Story: CNBC

Lighthouse, sunset

Leadership Message: Learning and Dying

Don Levin

Quite a few of you reacted favorably to last week’s theme of comparing kite flying and drones to how our LTCI industry has evolved over the past fifteen years and changed our roles as LTCI Advocates.

Continuing on that theme for a short while, let’s face it, drones can be fun to fly! They can bring out the inner kid in even the most jaded individual, but they can also land people in a lot of trouble. Here are some things every new drone owner should know before taking to the skies.

Traditional remote controlled model airplanes are a time-tested hobby that require patience and dedication. I always wanted one as a kid and could never convince my parents that it was a worthwhile investment. True R/C hobbyists often devote thousands of dollars and hours to their passion. Drones, or Unmanned Aircraft Systems (UAS), on the other hand, are relatively and generally pretty easy to operate and well within the budgets of many people. I saw them at Walmart the other day ranging in price from $99 all the way up to $499.

That’s not to say, drones don’t require significant skill, practice, and patience to master. On the contrary, their simplicity is deceptive and to that end, many newbs go into them with unreasonable expectations.

But, here’s something that many people don’t know or realize, if you’re not fully abreast of UAS do’s and don’ts, you can end up in a lot of trouble. You can run afoul of the law and face felony charges if you are flying in the wrong place at the wrong time. You can face hefty fines if you hit or endanger pedestrians, or you may irritate the wrong person with your flight activities and find yourself immersed in a physical fight.

The point is, bad stuff can happen if you don’t know what you’re doing and if you’re not aware of the laws and practical points of safe UAS flying. In fact, it’s fair to say that most rookie UAS pilots get into trouble when they fly where they’re not supposed to be flying.

So, applying this additional perspective to our role as long term care advocates, we know that the marketing and selling of LTC insurance does require significant skill, practice, and patience to master, and that the nuances attached to the wide range of products often makes them difficult to understand which is why so many financial and insurance professionals shrink away from them and don’t share them with the clients, leaving us with a tremendous opportunity!!!

Likewise, if you are not fully abreast of the do’s and don’ts, you can run afoul of carrier compliance, state and federal regulations, and even find yourself the subject of a lawsuit. The key to avoiding these pitfalls is to constantly be learning and improving your knowledge and experience base.

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As author Tom Clancy framed it up, “Life is about learning; when you stop learning, you die.”

The good news is that if you are reading this Week in Review, attending our twice-weekly training calls, and remaining abreast of changes from the carriers, you are investing time into your business and ideally mastering the nuances of this industry and gaining the technical acumen necessary to serve your clients to the best of your ability.

Knowledge really is power!

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Pro Shop

TIPS FROM THE PROS

John Maxwell

1. JOHN MAXWELL shares one of his favorite Statement of Strength quotes

For the next several weeks, I’m going to share some of my favorite quotes and statements to encourage you to stay strong in your leadership walk. Today’s Statement of Strength: “One of the things I learned the hard way was that it doesn’t pay to get discouraged. Keeping busy and making optimism a way of life can restore your faith in yourself.” – Lucille Ball

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Bill Cates

2. BILL CATES TIP. Your 7 Do’s and Don’ts for Calling Referral Prospects

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call:

1. DON’T say, “How are you today?” in your opening statement. This screams “telemarketer.”

2. DON’T ask, “Are you busy?” Of course, they’re busy. When they say “yes” the tension mounts. Open with “I know you’re busy, the reason I’m calling is…”

3. DO use what the referral source likes or admires about the prospect – if it’s natural and genuine for you. For instance, “George, Mary had a lot of nice things to say about you. Do you want to know what she said?” That should create some curiosity and maybe even get a laugh.

Get all 7 Do’s and Don’ts – Get all 7 Do’s and Don’ts – CLICK HERE

Richard Weylman

3. RICHARD WEYLMAN TIP. Claim your referrals.

Working virtually does not mean a pause in referrals or introductions to prospects. It does however mean that you have to adjust HOW you get them.

1- Create a vetted list of 10 qualified prospects you would like to meet. The more connected these prospects are to your client the better. Such as members of the same industry assn, country club or charitable group. Invest time crafting a list with a high percentage likelihood that your client will know them.

2- On your next virtual meeting with your client bring up the list (use a 16 point word doc) and simply say, “Many people do not have the relationship with their advisor that you and I have with each other. These are people in your (name of group) that I would like to meet to ensure they are getting the advice they need, particularly in today’s environment. Who do you know, and which ones know you?” Let them reply and take copious notes.

3- Then, “I would like to reach out to them and be sure they are getting the support and advice they need. Should I give them a phone call or ask you to send them an email or text or, better yet, what would you suggest?”

If you personally communicated with your clients during the lockdown, they will be happy to help and reward you.

Go execute and claim your reward.

Bob Burg

4. TIP FROM BOB BURG. Influence & Success Insights 21

Is placing the interests of others before your own a self-sacrificial act that – while it sounds nice and altruistic – will actually cause you more harm than good?

Actually, as we discover in Influence & Success Insights Video #21 titled, “Nothing ‘Door-Matty’ About It” both parts of the above statement are the exact opposite of the truth.

Not only is doing so not self-sacrificial, it actually turns out to be the best way to be very influential and immensely successful both personally and professionally.

I hope you find this video to be of value. As always, feel welcome to let us know your thoughts.

Matt Anderson

5. Tip from MATT ANDERSON, THE REFERRAL AUTHORITY.

What is your support system? You become the sum of the five people you spend the most time with. Tony Robbins is most succinct on this: “Who you spend time with is who you become.” [I always think of it as it is better to soar with eagles than to flock with turkeys. – Don]

Mike Rodman
Best Practices of America

6. MIKE RODMAN / BEST PRACTICES OF AMERICA. Integrate Exit Planning into your practice TODAY. You will be happy that you did!

And remember, that Long Term Care Insurance, as well as Life Insurance, can and should play a significant role as part of this planning!

The Worksite LTCI Corner

NEW ARTICLES:

Top tech tools to help you work from home

VIDEOS:

Caregiving in The Workplace and The Impact on Employers. Watch Video (1:55)

Employers Can Attract, Retain and Reward Employees with A Long Term Care Benefit for Employees. Watch Video (1:53)

Contact our sales team
Good Reads
Reading is the KEY

3 factors to think about when picking LTC insurance

Timing is an important consideration when selecting long-term-care insurance, because pricing and the chance of rejection could increase with age. Advisors can help clients understand how long-term-care insurance works and whether to choose a traditional or hybrid policy. Full Story: Kiplinger online

Fed chair warns of potential long-term damage to economy

Business failures and high unemployment could cause long-term damage to the economy, Federal Reserve Chairman Jerome Powell says. Direct support “can make a critical difference not just in helping families and businesses in a time of need, but also in limiting long-lasting damage to our economy,” he says. Full Story: The Wall Street Journal (tiered subscription model)

Annuity sellers could be affected by coronavirus fraud bill

Proposed legislation in the House aimed at protecting consumers from coronavirus-related financial fraud could have an impact on life insurance and annuity sellers. A draft of the bill specifically refers to conduct that is in conflict with model regulations adopted by the National Association of Insurance Commissioners that involves the “use of senior-specific certifications and professional designations in the sale of life insurance annuities.” Full Story: ThinkAdvisor (free registration)

Financial advisors see positives in pandemic

An eMoney survey of financial advisors found that 85% of them believe clients with financial plans are more satisfied with their relationships during the pandemic and 81% believe those clients are experiencing less anxiety and discomfort from the current market volatility. The survey also showed 93% of advisors feel the current environment has had a positive effect on client relationships. Full Story: WealthManagement

Life insurance industry adapting in wake of pandemic

The coronavirus pandemic has forced the life insurance industry to quickly make changes to adapt, writes Ralph Dittrich of Crump Insurance Services. He reviews some of those changes and urges advisors to remind clients that “life insurance protection is not just death benefits, but living benefits, too.” Full Story: InsuranceNewsNet Magazine online

Mnuchin to talk with lawmakers about PPP oversight

US Treasury Secretary Steven Mnuchin, who has refused to disclose recipients of Paycheck Protection Program loans, says he will discuss oversight of the program with Congress. Mnuchin says he aims to balance disclosure with “appropriate protection of small-business information.” Full Story: Reuters

Report: Twice as many women now involved in finances

Almost nine out of 10 women who live with a significant other are involved in household financial decisions, compared with 42% in 2012, according to a report from Hearts & Wallets. The report also showed 31% of women in a domestic partnership said they have the lead role in financial decisions, even though only 5% of men said their partners control the finances. Full Story: InvestmentNews (tiered subscription model)

Job market recovery could be slow and rocky

New unemployment claims topped 1.5 million in the US last week, according to a Labor Department report, and 700,000 new Pandemic Unemployment Assistance claims were submitted. These numbers are down from previous weeks, but the nation is still experiencing its highest unemployment rates since the Great Depression, and the job market is not expected to bounce back any time soon, economists say. Full Story: The New York Times (tiered subscription model)

Clients more interested in annuities than advisors think

More than 40% of investors in a recent survey said they are very interested in owning or already own guaranteed lifetime income products like annuities. However, only 14% of advisors surveyed said they thought their average client would be very interested in such products. Full Story: InvestmentNews (tiered subscription model)

Pandemic exposes gaps in financial planning

The COVID-19 pandemic has exposed clients’ financial planning gaps, including a lack of liquidity, a lack of tax planning, and a need to update estate plans, financial experts said during a roundtable discussion. Taking another look at financial plans also can present opportunities, such as converting traditional IRAs to Roths, evaluating risk tolerance, and increasing charitable giving, they say. Full Story: Financial Advisor online

Pandemic may speed up SS trust fund depletion

The Social Security program faces financial challenges that may be exacerbated by the effects of the novel coronavirus pandemic but people can respond by making adjustments to their retirement planning. A Penn Wharton report said it is possible that the depletion date for Social Security’s trust fund could be move up from 2036 to 2032. Full Story: Forbes

Carrier News
Mutual of Omaha

As the stay-at-home orders begin to lift and local businesses start to reopen, we are happy to announce that Mutual of Omaha is also lifting some restrictions on LTC applications where the ability to obtain face-to-face interviews has improved.

With this good news, beginning June 15, 2020, Mutual of Omaha will accept LTC applications for clients age 65 and over in the following states: Alabama, Alaska, Arizona, Arkansas, Colorado, Delaware, Florida, Georgia, Hawaii, Idaho, Indiana, Iowa, Kansas, Louisiana, Maryland, Mississippi, Missouri, Montana, Nebraska, Nevada, North Dakota, Oklahoma, South Carolina, South Dakota, Tennessee, Texas, Utah, West Virginia, Wisconsin and Wyoming.We will continue to evaluate lifting the restrictions for additional states. Until then, all remaining states will continue to follow the temporary guidelines and processes outlined in our previous temporary underwriting guideline communication.

In addition, underwriters will initiate the scheduling of face-to-face assessments for LTC applicants age 65 and over after medical records have been received, reviewed and they are favorable for insurability. This will ensure we are only requesting face-to-face assessments on individuals who are indeed insurable, subject to the completed assessment. This avoids the inconvenience of going through an assessment during this difficult time, only to be deemed uninsurable based on the medical records. This will also provide additional communication touchpoints with the producer during the underwriting process as each step is completed.

Please refer to the Frequently Asked Questions document for any questions you may have. We will continue to update you as we lift restrictions on additional states. Thank you for your patience and understanding.

Updated LTC Underwriting Guide The LTCi Underwriting Guide has been updated to reflect the new face-to-face assessment process.

Updated Next Steps Flyer Use this Next Steps Flyer to to go over what to expect in the LTCi application process with your clients.

National Guardian

Updated marketing materials

The Executive Carve Out flyer details benefits and advantages to implementing an executive carve out Long Term Care insurance strategy as a workplace benefit. In addition to the standard Executive Carve Out flyer, there is also a customizable flyer available for you to add your logo and contact information.

All EssentialLTC long term care marketing materials are available to view and download from the Agent Resource Center.

Click here to login and view the updated Executive Carve Out flyer.

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Submit applications electronically

Watch this brief demo on how to easily submit a NGL EssentialLTC long term care application electronically with our E-APP or Upload Documents page.

Click here to submit new business

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Transamerica
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Thrivent

Couples Discount

Who Qualifies for the Couples Discount?

The couples discount is available to:

• Married couples

• State partners/civil unions/domestic partners who are named in a valid certificate or license by the state.

• Two individuals living together for at least three years in a committed relationship as partners or family

members and:

– Are committed to sharing expenses.

– Are not married.

– If related, must belong to the same generation (such as siblings).

Why Do ‘Couples’ Receive a Discount?

In general, research has shown that individuals in a committed relationship (such as spouses, partners or family

members who live together) provide each other with informal care when it is needed. They tend to use fewer paid

care services, and if paid care services are used, they tend to be used later in the process compared to single

people who are in similar situations.

Genworth
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Click Here for a complete listing of Genworth Financial press releases.

John Hancock
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https://retirement.johnhancock.com/us/en/working-through-a-time-of-change

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Considering the historic, chronic low interest rate environment we’ve been saddled with for some time now, Lincoln has made the difficult but prudent and responsible business decision to adjust pricing on MoneyGuard III, MoneyGuard II in CA and NY as a result.

Effective June 15, 2020, Lincoln Financial will implement pricing increases to all products in the Lincoln MoneyGuard solutions suite. Adjustments on flex-pay designs will see a pricing increase of approximately 15%. Single-pay designs will see a pricing increase of approximately 20%.

For applications to qualify for the current pricing, a projection of values and the completed application Part 1 must be signed, dates and received in good order by Lincoln’s home office by Friday, June 26, 2020.

All pending business must be issued, or 1035 exchanges initiated (where applicable), on or before August 28, 2020.

LTC Library
Nationwide

Begin your journey to independence

Finding qualified long-term care and support services can be daunting. But because you’re a

Nationwide® long-term care policyowner, you have a suite of services available to you and your

family or caregivers from Silver Brick Road. This service helps ease your stress by:

1. Simplifying the process of finding the help you and your loved ones need

2. Ensuring quality care is received

3. Ensuring care is received in the right environment

Continuous support is available to you

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Underwriting update: A new normal

In March, we announced several temporary changes to our underwriting processes that offered flexibility while the COVID-19 environment unfolded around us. Since then, we’ve stayed in close contact with our vendors and underwriters, and we’ve seen better than expected results for the completion of in-person underwriting requirements. Our key vendors have indicated that in nearly all locations, they’re able to complete exams and provide timely data back to insurers. This is consistent with the experience we’ve seen on our business.

“New normal” for Underwriting

As things begin to return to a more normal state across our economy, underwriting must also begin to return to a “new normal.” We’ll be moving to our traditional age and amount requirements on July 1, and as a result, we will be pursuing exams and labs based on those age and amount guidelines. Feedback from our vendors and underwriters gives us confidence that we’ll be able to obtain our typical underwriting requirements and make the best offer we can for your client.

Note that we are maintaining our temporary issue age limits recently announced.

As a reminder, if a client is uncomfortable with an examiner in their home, ExamOne has 2,300 Patient Service Centers across the country.

More information

Thank you for your ongoing dedication in serving our customers and adapting with us in a continually changing environment. Find more details about COVID-19 related business impacts by visiting our customer and financial professionals COVID-19 pages.

Pacific Life
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Securian

Life insurance grace period extension update

Amidst current events surrounding the Covid-19 pandemic, Securian Financial’s Individual Life Insurance Division established a grace period extension for individual life insurance policies. Policies that were set to lapse had their grace period extended as a courtesy to our policyholders and to comply with any state mandated leniency requirements.

Beginning mid-June 2020, notices will be sent to policyholders:

  • Payment Notices: For those policies with no state guidelines, or state guidelines with specific end dates, payment notices will be sent that acknowledge the grace period has come to an end, the payment amount due, and the deadline by which to send the payment. If the payment is not received within the new payment period, the policy will terminate.
  • Courtesy Notices: For those policies with state guidelines that currently do not have a specific end date, courtesy notices will be sent that acknowledge the payment requirement on the policy.
  • Alternate Payment Arrangements: For those policies with state guidelines that required or encouraged insurers to provide payment plans, the notices include guidance for contacting us to discuss an alternate payment arrangement. An agreement will be made as to the amount and frequency of the payment arrangement, to be signed by the policyholder.

Notices will be sent on a weekly cadence, based on the expiration of any state mandated leniency requirements, and the date to which premiums were paid when the grace period extension was initiated. We anticipate notices will be sent into September 2020.

Please call our Enterprise Contact Center at 1-800-643-5728

Lifesecure

11 Advantages of Worksite Long Term Care Insurance

Why is LifeSecure’s worksite Long Term Care insurance a great choice for you and your clients?

Check out our LTCi infographic to learn our top 11 ways LTCi can support your clients and help grow your business.

Now Playing: Live Webinars

From our office to your desktop, our free webinars bring all the training you need right to you. We offer a variety of live sessions to help boost your business — everything from product basics to the finer points of selling with LifeSecure.

Register today for the webinar of your choice!

June 23: New Personal Accident Insurance with Accidental Death Benefit

June 24: Worksite Solutions: LifeSecure’s Long Term Care Insurance

June 25: Critical Illness Insurance Overview

You can also check out our full webinar schedule here.

Training Corner

THE TRAINING CORNER

1. GROWTH AND DEVELOPMENT CALL (GDC).

If you are TRULY COMMITTED to working ON your business and not just in your business, you don’t want to miss these calls. As we have said time and time again, an honest 40 hour work week WILL garner you the level of success that you want, and 4 of these hours should be spent in training, webinars, All Hands calls, etc. Attendance has been up significantly since we changed the format of this call, and we hope to drive it even higher!

DIAL IN INFORMATION: 1 (208) 717-1941, Participant Passcode 57783

When applicable, the visual part of the call can be viewed at www.uberconference.com/PNWIS with the same participant code.

Training and Development

2. How to get a high response rate on LinkedIn Financial advisors can get a high response rate on LinkedIn for virtually no cost if they do the right outreach, writes consultant Bryce Sanders. He explains the process he used to get a nearly 40% response rate. Full Story: ThinkAdvisor (free registration)

3. 8 Ways to Use the LinkedIn Mobile App for Business Do you use the LinkedIn app? Wondering how it can help you get more done? Discover eight ways to maximize productivity with the LinkedIn mobile app.

4. 15 Tips to Reach Customers Everywhere Customer expectations for convenience, personalization, and service are skyrocketing. Discover 15 tips to help you provide personalized, connected experiences that attract new customers and jumpstart revenue streams.

5. How to Use Facebook’s Asset Customization to Tailor Creative for Your Ad Placements (Watch on YouTube) Wondering how to easily fine-tune a single creative asset to Instagram and Facebook ads? Learn how to use the asset customization tool in Facebook Ads Manager to adjust one video or image for use in ad placements across the Instagram and Facebook feeds, Stories, and Messenger.

6. USA-LTC TRAINING CALENDAR FOR NEXT WEEK:

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Theses are the good days

“Once you stop learning you start dying.”

-Albert Einstein

Happy Selling Everybody!!

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