Transcript Invest in Your Life - National Brokerage

Welcome To
John Hancock
Mountain Financial Group
November 5, 2008
David Arndorfer CLU, ChFC
Regional Director
Insurance products are issued by John Hancock Life Insurance Company
(U.S.A.), Boston, MA 02116 (not licensed in New York) and John
Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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MLINY0611089089AG
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
DOLU061008
MLINY0111077361
John Hancock - Key Strengths
• Financial Strength
• Underwriting Expertise
• Broad Product Portfolio
• Advanced Markets Support
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Financial Strength
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Financial Ratings for John Hancock Life
Insurance Company (U.S.A.)
• AM Best A++ (1st Category of 15)
– Superior ability to meet ongoing obligations.
• Fitch Ratings AA+ (2nd Category of 9)
– Very strong capacity to meet policyholder and
contract obligations.
• Standard & Poor’s AAA (1st Category of 8)
– Extremely strong financial security characteristics.
• Moody’s Aa1 (2nd Category of 9)
– Excellent in financial strength.
Financial Ratings, which are current as of September 1, 2008 and subject to change, apply to John Hancock Life Insurance
Company (U.S.A.) and John Hancock Life Insurance Company of New York as a measure of each company’s ability to honor the
death benefit and life annuitization guarantees, but not specifically to their products, the performance of these products, the value
of any investment in these products upon withdrawals, or to individual securities held in any portfolio. Financial ratings do not
apply to the safety and performance of separate accounts.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Underwriting Expertise
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Underwriting Expertise
• Competitive, flexible and progressive
• Innovative
• Easy to do business with
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Competitive and Progressive
• Competitive decisions
• Progressive evaluations
• Large-case support
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Innovative Features
• Competitive age-specific Preferred Criteria for
older ages (71-90) and for Super Preferred (7180)*
• Non-cigarette tobacco users may qualify for
Standard Non-Smoker rates and the occasional
cigar smoker may qualify for Preferred NonSmoker rates.
• Quit Smoking Incentive available on many of our
permanent products*
* Refer to specific product technical guide to determine availability.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Overview of Underwriting Sweet Spots
• Our underwriting “sweet spots” can expand your
possibilities by being:
– Competitive
• Experience & Expertise
• Progressive evaluations – e.g., cancer, diabetes, CAD, older ages, mild
impairments
• Standard Plus
• Smoking Definition
• Generous TIA
• Short-term Foreign Travel
– Innovative
• HealthStyles Crediting Program
• Financial Underwriting
• Capacity
–
Flexibility
• Clients may use own physician for Medical Exam
• Requirements
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Progressive Evaluations
• Progressive evaluations of:
– Coronary disease, diabetes, build, respiratory and
multiple/combination impairments as well as cancer
• Obtain a copy of our detailed Agent and Broker Companion
guide to see our approach to underwriting various impairments
and the information we need to get the best possible offer
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Progressive Evaluations – CAD
• Coronary Artery Disease (CAD):
– Very competitive baseline ratings
– Recognized advancements in cardiovascular treatments and
screening
– Better risks get better decisions
– Offer credits for demonstrated control of CAD risk factors,
ongoing cardiac workups
– Credits for positive lifestyle and health history
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Progressive Evaluations – CAD
• Offer advantages for older clients with CAD, e.g.:
– A Class II cardiac history:
• In a 35-year-old may be a decline
• In a 55-year-old may call for a 200% rating
• In 75-year-old, could be Standard
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Progressive Evaluations – CAD
• Even possible Standard Plus or Preferred for older
clients with CAD for up to $5 million life insurance:
– Proposed insureds age 71 and above
– Meets all other criteria for Standard Plus or Preferred
– Not ratable on any other impairment
– Heart condition stable for at least two years
– Current favorable cardiac testing within the last year
– No associated conditions such as cerbrovascular
disease, peripheral arterial disease, diabetes, etc.
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Case Study #1 – CAD
• 81-year-old female with angioplasty diagnosed
three years ago, seeking $5 million Protection
UL-G policy:
– Condition stable, no symptoms
– 5’, 5”, 155 lbs., BP 116/80
– TST this year: 6 min., no ischemia
• What’s the decision?
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Case Study #1 – CAD
• Preferred!
– Minimum base rating of Standard; meets all general
criteria for Preferred and cardiac criteria
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Case Study #2 – CAD
• 80-year-old male, 3 vessel CABG five years ago;
seeking $4.5 million Protection UL-G policy:
– Condition stable, no symptoms
– 6’, 190 lbs., BP 130/80
– Perfusion study within the last year; stable, no
ischemia, small old inferior MI, EF 60%
• What’s the decision?
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Case Study #2 – CAD
• Standard Plus!
– Base rating of Standard; meets all general criteria for
Standard Plus and cardiac criteria
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Progressive Evaluations – Diabetes
• Diabetes:
– Very competitive ratings
– Base rating on control and complications rather than
duration of the disease
– Possible for person with underlying Type II diabetes and
associated coronary disease to get a rating
– Possible for person over age 60 to get Preferred
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Case Study #3 – Diabetes
• Female, 66 years old
–
–
–
–
–
–
–
Adult-onset Type II diabetic, 61 years old, non-smoker
5’,5”, 150 lbs., BP 130/82
Well-controlled diabetes, no complications
HgB A1C 6.5 on Exam
Current EKG normal
Normal renal function
CHOL 200
• What’s the decision?
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Case Study #3 – Diabetes
• Preferred!
– BP and lipids have been excellent for two years
– 2007 completed treadmill for 9 minutes, normal
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Progressive Evaluations – Cancer
• John Hancock continues to introduce innovative approaches in
the area of cancer underwriting:
– One: Elimination of Some Temporary Extras
– Our R&D uncovered that some temporary flat extras at age
60+ would represent less than 1 table, so we eliminated:
• $5/1000 for 3, 2 or 1 years
• $7/1000 for 3, 2 or 1 years
• $10/1000 for 2 or 1 years
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Progressive Evaluations – Cancer
• Two: Cancer and Preferred Risk
– Some companies assume that if a client has a personal
history of cancer, they are not eligible for Preferred. We can
offer Preferred – or Standard Plus – in some scenarios:
• Preferred may be a possibility if client has a history of
cancer but has been considered Standard for the past
10 years or more (Standard Plus possible after 5
years)
• Exceptions to this rule include: breast, malignant
melanoma, all lymphomas and leukemia as well as
prostate in the “watchful waiting” (untreated) stage
• However, remote histories in excess of 25 years may
qualify for Preferred (Standard Plus possible after 10
years)
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Progressive Evaluations – Cancer
• Three: Prostate Cancer
– John Hancock is now allowing the majority of successfully
treated cases of localized prostate cancer an “accelerated”
Standard issue (i.e. Standard rates after the first favorable
post-op checkup)
– Age groups starting as low as 50 years for surgical
treatment can be Standard after the first post-op checkup
– Expanded to include even radiation groups starting at age
70 years
– Extremely competitive watchful waiting ratings approach
(no treatment)
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Prostate Cancer: What We Need to Know
• Age of client
• Treatment (watchful waiting, radiation/seeds, prostatectomy,
hormonal)
• PSAs (pre-treatment and post-treatment)
• Follow-ups after treatment
• Pathology reports (from biopsy and radical prostatectomy, if
appropriate)
– Stage
• Surgical margins
• Perineural involvement
• Extra-prostatic extension
• Seminal vesicle invasion
• Lymph node status
– Gleason Score
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Case Study #4 – Prostate Cancer
• 60 year old male
– Radical Prostatectomy December 2007
– T2c, Gleason 6 cancer
•
•
•
•
Surgical margins clear
No perineural invasion
Confined to capsule
No lymph nodes – no seminal vesicle involvement
– Pre-tx PSA 6.7 ng/ml
– 1st post-op visit at 6 weeks favorable; PSA
<0.1ng/ml
• What’s the decision?
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Case Study #4 – Prostate Cancer
• Standard (Old rate: PP 2 years, then $12/M X 4 years)
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Case Study #5 – Prostate Cancer
• 77 year old male
– History of elevated PSA
•
•
•
•
5/04
6/05
5/06
9/07
6.6
7.3
8.0
8.8
ng/ml
ng/ml
ng/ml
ng/ml (insurance labs)
– DRE favorable – no nodules
– Personal MD suspects prostate cancer
– No biopsy and elects watchful waiting
• What’s the decision?
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Case Study #5 – Prostate Cancer
• Standard!
• Assumptions:
– No worse than Gleason 6
– Organ confined
– PSA velocity favorable
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Progressive Evaluations –
Mild Impairments
• We take a very competitive approach – including possible
Preferred – to several mild impairments, e.g.:
• Anxiety, depression well controlled, stable, no prior
hospitalizations, fully functional
• Mild sleep apnea
• Mild asthma
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Older Age Expertise
• Older age market:
– Developed expertise through underwriting in older age
market for more than 20 years
– Favorable mortality has led to continued advances
– Niche market that we continue to be committed to, e.g.,
issuing up to age 90
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Older Age Expertise
• Older age market:
– Innovations such as age-specific Standard Plus, Preferred
and Super Preferred criteria for older ages, starting at age
71
– Specific impairments are “tailored” by age for this market
– Requirements designed to address this market
• App
• Medical exam
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Older Age Expertise
• Older age market:
– Renal function
– Parkinson’s
– Cardiovascular (CAD, Echo findings, perfusion and stress
echo results)
– Diabetes
– Cancer – some flat extras can be eliminated
– Assessment of ADLs
– Cognitive and Mobility
– Dementia
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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What to Expect As “Normal”
• Slower reflexes
• Decrease in renal function, liver function, lung capacity
• Depressed immune system, more susceptible to infections
• “Benign forgetfulness”
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Case # 6 – Older Age Client
• 82 year old female
$15,000,000 Informal
• Exam, 02/15/08
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–
–
–
–
–
Dr. Smith, last office visit 10/07 check-up
Hypertension – Lipids
Fracture left hip 3/06
Fracture right hand 5/05
Build – 5 feet 1 inch – 115 pounds
Labs:
• Cholesterol 175, ratio 4.0
• Serum albumin 4.2 gm/dl
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Case # 6 – Older Age Client
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Case # 6 – Older Age Client
• Older Age Section (#17-23)
– Drive
No, sold car 2 years ago
– Volunteer, Work, Travel
Travel with friends,
volunteer at church
– Use of assistive devices
Walker/cane after
fractured hip for few
weeks
– History of falls
Slipped on ice 2/06, fell
off ladder 5/05
– Evidence of cognitive disorder
Bright,
articulate
– Assistance with ADLs
No
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Case # 6 – Older Age Client
• Older Age Section (#17-23)
– Assistance with IADLs
Yes, daughter helps
with grocery shopping,
cleaning service once a
week
– DWR (3 objects)
phone, coffee mug,
newspaper
– Orientation
November, 2006,
Thursday, 16th, fall
(5/5)
– Recall of the 3 objects
3/3
– Get up and go (10 feet)
15 seconds
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Case # 6 – Older Age Client
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Case # 6 – Older Age Client
• APS, Dr. Smith
– Seen every 6 months for regular follow-up
– C-scope 10/05 normal – Mammogram 10/05 normal – BMD
osteopenia
– Labs (CBC, BCP) WNL
– Stable build over last 5+ years
– Swims 3 x per week at YWCA
• Confirmation of history given/gathered
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Case # 6 – Older Age Client
• List Favorable Factors:
• List Unfavorable Factors:
Underwriting Decision?: __________________
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Case # 6 – Older Age Client
• Favorable?:
• Unfavorable?:
– Active
– Fracture hx – details
– DWR
– Build -- ? stable – watch
APS
– Orientation
– Get up and go
– Clock draw
– Serum albumin
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– Driving hx – details
– Assistance with IADLs -details
Case # 6 – Older Age Client
• Details of fractures:
– Slipped on ice in 2/06 walking to church
– Moving to new residence and getting items out of attic
slipped off ladder with arms full of boxes
• Moved to townhouse in the city, no need for car, limited use –
gave car to great-grandson
• Daughter visits once per week, part of their day together run
errands which includes grocery shopping – always have had a
cleaning service
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Case # 6 – Older Age Client
PREFERRED!!!
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What Differentiates the Standard Plus Class?
• The creation of “Standard Plus” is intended to provide a number of
risks previously qualifying for Standard rates with enhanced Standard
Plus rates
• Up to 50% of the current Standard class may qualify for Standard Plus
on eligible Products
• There is no change to the qualification rates for Preferred or Super
Preferred
• The new “Standard Plus” criteria has been tested by our underwriting
team on a sample of over 800 cases to ensure we are getting the right
qualification level
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Competitive Smoking Definition
•
Competitive Smoking Definition:
– Super Preferred Non-Smoker:
• Meets Super Preferred criteria and has not used any form of nicotine or
tobacco in the last five years
– Preferred Non-Smoker:
• Meets Preferred Criteria and has not used any form of nicotine or
tobacco in the last 2 years, excepting:
> Possible Preferred for occasional cigar smokers (less than 1 cigar per
month, and microurinalysis is free of nicotine)
– Standard Plus:
• No tobacco or nicotine in past 12 months, excepting:
> Possible Standard Plus for occasional cigar smokers (less than 2
cigars per month and microurinalysis is free of nicotine
– Standard:
•
No cigarette use within the last 12 months and either:
1. Does not meet all Preferred or Standard Plus criteria, or
2. Uses other tobacco or nicotine products
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Generous Temporary Insurance Coverage
• Generous temporary insurance coverage &
locked-in insurability:
– 90 days’ coverage under the Temporary Insurance
Agreement (TIA) for the amount applied for up to a
maximum of $1 million Individual and $5 million
Survivorship
• All questions on the TIA must be answered “no”
• The insured is between 20-70 years of age
• The total amount of life insurance being applied for does
not exceed $10 million Individual; $15 million
Survivorship
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Underwriting Strengths: Innovation
• HealthStyles proprietary crediting program:
– Up to and including age 70
– Cases assessed up to and including 175%
– Permanent plans only
– Maximum face amounts of $5 million Individual and
Survivorship
– Types of credits include:
• Favorable heart studies
• Favorable lipid and blood tests for past three years
• Family history of longevity
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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IOLI/SOLI
• Increased attention on IOLI/SOLI applications:
– Many carriers have developed procedures/processes to
screen for these sales concepts
– Most do not support the use of their products in the use
of IOLI and SOLI life insurance transactions
– Over the past year, changes have been introduced by
many carriers to avoid such situations. Some examples
of these changes are updating the application with:
• Additional questions
• Financial underwriting supplement
• Implementing trust review processes to help detect
potential IOLI/SOLI sales
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Sources of Supporting Documentation
• Sources of supporting information for financial
assessment:
– Cover letter
– Application
– Inspection Report/Business Beneficiary Report
– Financial statements, balance sheets, profit & loss
statements, tax returns
– Source of funding for the policy
– Trust document will be required in certain cases
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Competitive Capacity
To better serve you in placing large cases:
 Continuing to be one of the leaders in retention
in the older age market
 Recently increased capacity in older ages for single life
permanent products
 Last year increased automatic capacity in several age and
product categories and doubled retention on Term products
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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More Competitive Capacity*
• Jumbo Limits –
– Ages 0-80, $65 million
– Ages 81 to 90, $50 million
* Jumbo, Automatic Binding and Retention limits may be reduced by age, mortality assessment, for aviation risks and for entertainment figures.
Coverage may be reduced or not available for foreign risks and sports figures. For John Hancock Life Insurance Company of New York, Retention
and Automatic Binding Limits are based on an agreement between the Company and an affiliate. Applications containing a Return of Premium
rider or other increasing features must satisfy John Hancock’s Automatic Binding or Jumbo Limits based on ultimate death benefit amount.
Underwriting requirements are based on the ultimate death benefit amount.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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More Competitive Capacity*
• Automatic Binding Limits
Permanent Individual (Std or better)
Permanent Survivorship (Std or better)
Ages 0-80
$60 million
Ages 0-70
Ages 71-85
$65 million
$50 million
Ages 81-85
$25 million
Ages 81-85
$15 million
Ages 86-90
$10 million
Ages 86-90
$12.5
million
Term (Std or better)
Ages 0-70
$52 million
Ages 71-80
$44 million
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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More Competitive Capacity*
• Maximum Available In-House Retention
Permanent Single Life (Standard or
better)
Permanent Survivorship (Standard or
better)
Ages 0-80
$20 million
Ages 0-80
$25 million
Ages 81-85
$10 million
One life age 0-80
$20 million
Other life age 81-90
Ages 86-90
$7.5 million
Both lives 81-90
Term Products (Standard or better)
Ages 0-80
$20 million
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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$10 million
Underwriting Strengths: Flexibility
• We strive to be flexible and easy to do business with
• We look at the underwriting requirements from the clients’
point of view, and try to build in flexibility when possible, e.g.:
– Clients can use their own physicians for completion of the
John Hancock Medical Exam
– If client has had an EKG in the past 12 months for personal
reasons, we can accept that in lieu of a current EKG
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Summary:
Underwriting Sweet Spots
• Underwriting Strengths:
– Progressive risk evaluations and innovative programs
– In-depth experience
• Older Ages:
– Well-established expertise
– Ready to help you take advantage of this growing market
• Financial Underwriting:
– Tailored for today’s needs
– More competitive
• Capacity:
– More competitive than ever
– Positioned to meet your large case needs
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Product
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Growth Since 2004 Merger
Total Sales Premium
$900,000
$800,000
$700,000
$600,000
$500,000
$400,000
$300,000
$200,000
$100,000
$0
2004 (4)
2005 (3)
2006 (1)
2007 (1)
Year (Industry Rank)
Source: LIMRA International, U.S. Individual Life Insurance Sales Survey, YTD Q4
2004, Q4 2005, Q4 2006, Q4 2007.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Target Markets
John Hancock Ranking By Premium
2004
4
2005
3
2006
1
2007
1
UL
4
1
1
2
VUL
Survivorship
4
1
4
1
2
1
1
1
Avg. Face Amount
4
1
2
1
Overall
Source: LIMRA International, U.S. Individual Life Insurance Sales Survey, YTD Q4
2004, Q4 2005, Q4 2006, Q4 2007.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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John Hancock’s Competitive Edge
• Products
• Distribution
• Underwriting
• Financial Strength
– Comdex* Rating: 99
The composite index, Comdex, is the average percentile ranking of the ratings received by a
company from five rating services, if available. The Comdex indicates on a scale of 1 to 100
where a company ranks among the 1,100 companies that have been rated. Rating effective
as of November 1, 2008.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Product Story in 3 Words
Protection
Performance
Accumulation
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Single Life UL
• Protection UL-G
– Flexible Guarantees
– Optional Cash Value Advantage Rider
• Performance UL
– 9-Year Guarantee
– Interest Rate Insensitive
• Accumulation UL
– Early Cash Value
– Designed for “7-pay” Funding
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Survivorship UL
• Protection SUL-G
– Guarantees
– Flexibility
– Top-selling survivorship product
• Performance SUL
– Low cost
– Moderate cash values
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Whole Life
• Protection Whole Life
– Non Participating
– Guaranteed Premiums, Cash Value, Death Benefit
– No “Moving Parts”
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Disclosures
• Guaranteed product features are dependent upon the claims-paying ability of the issuer.
• Insurance policies and/or associated riders may not be available in all states.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Advanced Markets
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Advanced Markets Group
Advanced Sales Planning Support For:
•
Asset Protection:
–
Wealth & Business Transfer
–
Wealth Equalization Among Heirs
–
Business Planning
•
•
–
Succession Planning
Buy-Sell & Key Man
Charitable Planning
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Advanced Markets Group
Advanced Markets Group Sales Support
–
Case Design Expertise: Team of Attorneys & Consultants
–
Team of Advanced Sales Marketing
–
JH Solutions Proprietary Concept software
–
Quick Concepts in JH Illustrator
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Advanced Markets Group Sales Tools:
Marketing, Sales & Educational Tools
• Producer-Use Sales & Marketing Tools
• Educational Materials for Clients
• Summary of Concept with Case study:
 Sales Strategy
 Success Strategy (talks to client)
 Client Profile (snapshot of concept for producer)
 Client Guide
 Producer Guide
 Planning Strategies At-A-Glance Brochure
(summary of popular concepts)
 Concept Presentations (Powerpoints)
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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2008 Marketing Initiatives
• Advanced Markets Flagship Expertise:
– Legislative Updates:
• Central intelligence
• Because You Asked
– Advanced Markets Collateral Development:
• Monthly Newsletters
• Record production of popular sales tools
– Innovative Approaches to Marketing our Expertise:
• Weekly JHAM Radio Broadcasts
• Advanced Markets ‘In The News’ (published articles/interviews)
• AM Concept Training
• JH Solutions Software
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Legislative Updates
• Central Intelligence:
– Recent Topics covered:
• IOLI
• 409(A)
• Pension Protection Act
• Estate tax Updates
• Recent Cases
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Educational tools
• Because You Asked
• Creditor Protection & Life Insurance
• Policy Loans & Taxation
• Family Limited Partnerships
• Declining Interest Rates Effect on
Estate Planning
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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JHAM Radio as an Educational & Marketing Tool
Take a look at our JHAM Guest list…
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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2008 Marketing Initiatives
• JHAM Radio :
• Private Financing vs. Private Split Dollar
Larry Brody, JD & Mary Ann Mancini, JD
• Exit Strategies in Financing Arrangements
Larry Brody, JD & Mary Ann Mancini, JD
• Combining Financing Techniques: Dual Loans
Larry Brody, JD & Mary Ann Mancini, JD
• Planning Considerations When Using FLPs & LLCs
Richard Oshins, JD
• Senate Hearings on Estate Tax Updates
Marc Cadin of AALU
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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2008 Marketing Initiatives
• JHAM Radio :
• Planning with GRATs & Other Trusts
Randy Zipse, JD & John Snider, JD
• Insurable Interest
Stephan Leimberg, JD
• Current Events and Recent Cases
Stephan Leimberg, JD
• Allegations of Fraud
Larry Rybka
• Charitable Trusts
Vaughn Henry, JD
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Advanced Markets Group Support
• Cutting-Edge Marketing of the JH Advantage:
Here’s A Look….
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Marketing Software : JH Solutions
High-Level Presentation with the flexibility to be
drilled down to details when required
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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Disclosures
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston,
MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New
York, Valhalla, NY 10595.
©2008. John Hancock Life. All rights reserved.
FOR AGENT USE ONLY. NOT TO BE USED WITH THE PUBLIC.
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