Transcript of 1 How to Market the Estate Planning Trust M8573 (2-15) © 2015 Forethought.
- Slide 1
- 1 How to Market the Estate Planning Trust M8573 (2-15) 2015
Forethought
- Slide 2
- Agenda Overview of the TrustGuard Gold plan How to sell the
TrustGuard Gold plan Find the right clients Generate leads Make
appointments Present to clients Close the sale Follow up and ask
for referrals How Forethought can help you sell the TrustGuard Gold
plan 2 1 2 3 M8573 (2-15) 2015 Forethought
- Slide 3
- Overview of the TrustGuard Gold Plan 3 For agent use only. Not
for use with the general public. 1 M8573 (2-15) 2015
Forethought
- Slide 4
- What Is the TrustGuard Gold Plan? Whole life insurance combined
with a trust plan Guaranteed issue up to age 99 Provides three
underwriting classes: -Underwritten = 100% of face from issue
-Guaranteed = 100% of face from months seven and beyond -Imminent =
Single Pay only/100% of face paid at seven months and beyond Up to
$100,000 can be placed in the Estate Planning Trust 1 Choose
between three crediting rates, set at the discretion of the
Forethought Life Insurance Company 4 1 State limitations may apply
M8573 (2-15) 2015 Forethought
- Slide 5
- How to Sell the TrustGuard Gold Plan 5 For agent use only. Not
for use with the general public. 2 M8573 (2-15) 2015
Forethought
- Slide 6
- Find the Right Clients 6 Gold Who needs the TrustGuard Gold
Estate Planning Trust? Clients aged 65 80 retired or near
retirement Net worth at time of retirement of $10,000 $100,000
Recognize the need to put money aside for end-of-life expenses Do
not want to make detailed plans with a funeral home Want to leave a
legacy for beneficiaries and protect assets from creditors Medicaid
rules, as well as their interpretation and application, vary by
state and the ability to qualify for a state and/or federal public
assistance program is NOT GUARANTEED. Clients should always consult
an elder-law attorney or a financial advisor who is knowledgeable
in this area on your states specific rules pertaining to
irrevocable assignments, Medicaid eligibility and on using a trust
to protect your assets. The applicants individual circumstances at
the time of application for government assistance will, in part,
determine whether or not the policy will count as a resource. The
judgment of the case worker handling the application will also be a
factor. M8573 (2-15) 2015 Forethought
- Slide 7
- Help Your Clients Prepare Financially Leave a legacy for one or
more named beneficiaries, including family, friends or charitable
organizations Set aside funds to help pay for funeral expenses
without making detailed plans with a funeral provider The
Forethought TrustGuard Gold Estate Planning Trust offers your
clients the ability to help protect funds that can later be used to
pay funeral expenses with any funeral service provider that the
family chooses. 1 Remaining funds may pass to named beneficiaries.
7 1 Since the TrustGuard Gold plan DOES NOT involve a contract to
purchase any funeral, burial and/or cremation-related goods and/or
services, it may be used at any funeral provider. M8573 (2-15) 2015
Forethought
- Slide 8
- Generate Leads and Set Appointments Contact your current
clients who fit the target profile for the TrustGuard Gold plan Use
provided marketing materials to help you start the conversation
Client letters and call scripts: current clients and prospects Lead
generation mailers Print advertisements Estate Planning Trust
Overview brochure For more help with lead generation or appointment
setting, contact Forethought Sales Support at (866) 449-3277 or via
email at sales.support@forethought.com 8 Funeral Expense Trust
Overview (M8482) M8573 (2-15) 2015 Forethought
- Slide 9
- Easy to Present to Clients Present with one simple question: If
you died today, how would your family pay for your funeral? Use the
Comprehensive Protection Plan presentation or Client Guide to talk
to your client about the importance of setting aside money for
their final expenses in a secure vehicle 9 Estate Planning Trust
Client Presentation ( M8571 ) Client Guide ( M8552 ) M8573 (2-15)
2015 Forethought
- Slide 10
- Explain the Concept Your clients have planned for many major
life purchases Planning for end-of-life expenses is smart Few
people have the resources to pay for a funeral on short notice
Coming up with necessary funds can place a financial and emotional
burden on families 10 1 2012 NFDA General Price List Survey. (Note:
This survey is not conducted annually); Cremation Facts, Cremation
Association of North America, nfda.org, as of June 12, 2014; How
Much Does the Average Funeral Cost? Mike Testa, FuneralTips.com, as
of June 12, 2014. M8573 (2-15) 2015 Forethought
- Slide 11
- Explain the Benefits The TrustGuard Gold plan offers unique
protection by combining whole life insurance and a trust that:
Allows your clients to irrevocably transfer ownership of a life
insurance policy into a trust, which becomes an asset of the trust
rather than an asset in the their name. Have funds available to
help clients pay for final expenses without having to make a
detailed plan with a funeral provider. May help your clients
protect their assets from creditors like hospitals, nursing homes
and banks. May exempt your clients funds from Medicaid limits. 1
Provides policy death benefits that are income tax-free. Can be
used at any funeral home if your clients relocate. 2 11 1 Medicaid
rules, as well as their interpretation and application, vary by
state and the ability to qualify for a state and/or federal public
assistance program IS NOT guaranteed. Clients should always consult
an elder-law attorney or a financial advisor who is knowledgeable
in this area on your states specific rules pertaining to
irrevocable assignments, Medicaid eligibility and on using a trust
to protect your assets. The applicants individual circumstances at
the time of application for government assistance will, in part,
determine whether or not the policy will count as a resource. The
judgment of the case worker handling the application will also be a
factor. 2 Since the TrustGuard Gold plan DOES NOT involve a
contract to purchase any funeral, burial and/or cremation-related
goods and/or services, it may be used at any funeral provider.
State limitations may apply
- Slide 12
- Explain the Difference from Other Solutions 12 TrustGuard Gold
is a better choice: M8573 (2-15) 2015 Forethought
- Slide 13
- Funding a Clients TrustGuard Gold Plan 13 Use the Funeral
Expense Estimator to help clients: Estimate their funeral expenses,
and Determine options for funding their policy Potential sources of
funds: Cash or other readily liquid assets such as money market
funds & stocks Penalty-free withdrawal from an annuity A
penalty-free withdrawal from an annuity (usually up to 10%) could
be used to help the purchase life insurance. Life insurance with
cash value becomes a countable asset before applying for Medicaid
Consider a 1035 Exchange Funeral Expense Trust Estimator (M8555)
M8573 (2-15) 2015 Forethought
- Slide 14
- Close the Sale 14 Congratulate your clients on making a smart
choice to fund their end-of-life needs Give your clients the
Forethought Protecting Our Promise brochure reinforcing the
financial strength of Forethought Life Insurance Company Protecting
Our Promise (M8576) M8573 (2-15) 2015 Forethought
- Slide 15
- Follow Up with Clients Follow up to give clients the Policy
Guide and Planning Guide Ask for referrals during your follow-up
visit 15 Planning Guide (M8596)Policy Guide (M8595) M8573 (2-15)
2015 Forethought
- Slide 16
- How Forethought Can Help You Sell the TrustGuard Gold Plan 16
For agent use only. Not for use with the general public. 3 M8573
(2-15) 2015 Forethought
- Slide 17
- Partnering for Success Forethought is an expert in the funeral
industry and can help you have the difficult conversations with
your clients Forethought provides unmatched training Forethought
offers comprehensive marketing support that addresses every step in
the consumer buying process and innovative tools to help you sell
You have easy access to all the marketing materials through the
exclusive TrustGuard Gold Advisor Portal 17 M8573 (2-15) 2015
Forethought
- Slide 18
- The TrustGuard Gold Advisor Portal Easy access to all selling
tools through the TrustGuard Gold Advisor Portal:
forethought.com/trustguard 18 To access the Advisor Portal: Visit
forethought.com Click on Login, and select TrustGuard Gold Advisor
Request a login to access new business tools, reporting or to order
forms and marketing materials: Click on Create a Forethought
Account under quick links, or Contact eTech Support: (855) 784-1365
etech@forethought.com M8573 (2-15) 2015 Forethought
- Slide 19
- Forethought Contact Information 19 Sales Support: Phone: (866)
449-3277 Email: sales.support@forethought.com Licensing and
Contracting: Phone: (800) 331-8853 Ext. 6344, option 2 Email:
licensing@forethought.com Customer Service: Phone: (855) 784-1365
Email: trustguard@forethought.com eTech Support: Phone: (855)
784-1365 Email: etech@forethought.com New Business: Fax: (800)
320-3291 Fax submissions with credit card information: (855)
283-8656 Mailing address: Forethought Life Insurance Company
Attention: New Business PO Box 151 Batesville, IN 47006 Overnight
delivery: Forethought Life Insurance Company One Forethought Center
Batesville, IN 47006 M8573 (2-15) 2015 Forethought