director, life and annuities...director, life and annuities senior market sales, inc. senior market...

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Dear SMS Agent,

First I want to congratulate you on your decision to sell annuities sponsored by Senior Market Sales, Inc., where we’ve made it our mission to help agents and producers leverage their time, make more money and put their business in a position of distinction.

Please take a moment to review the enclosed packet, as it contains useful information that I’m confident will make your life easier when submitting BPA Select new business to SMS.

We understand that you probably deal with a wide array of carriers, which unfortunately leads to time spent dealing with applications and paperwork you’re not entirely familiar with—making mistakes more likely. This packet is our attempt at eliminating some of those headaches. It includes key SMS contacts as well as a nice guide on “How to fill out an Application for a BPA Select Deferred or Indexed Annuity,” which shows you step-by-step how to submit Aviva business.

If you have any questions at all regarding new business procedures or any other topic related to your production with SMS, I encourage you to follow up with your SMS marketer. Thank you for choosing to do business with Senior Market Sales. We look forward to working with you.

Sincerely,

Bill KauffmanDirector, Life and AnnuitiesSenior Market Sales, Inc.

SENIOR MARKET SALES, INC.

8420 WEST DODGE ROAD 5TH FLOOR OMAHA, NE 68114-3446T 800-786-5566 | F (402) 397-0455 | www.seniormarketsales.com

Since 1982 • CELEBRATING OUR 25TH ANNIVERSARY

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Chris McDonaldMarketing Coordinator

Chris became interested in insurance marketing while selling travel insurance and working toward his Bachelor’s degree in business management from the University of Nebraska-Lincoln. He joined SMS and quickly moved up the ranks to provide expert annuity marketing advice to agents. Chris values his business relationships and looks forward to helping agents develop and grow their businesses.

Direct: 402-343-3662 Email: [email protected]

Bruce ZimmermanAnnuity Case Manager

Bruce Zimmerman brings an eye for detail and a passion for problem solving to his role as Annuity Case Manager for Senior Market Sales. Prior to joining SMS in 2008, Bruce spent four years working in new business with Pacific Life and another six years at Mutual of Omaha supporting their new business, licensing and commission units. He started his insurance career as an agent for Farmers Insurance where he sold property and casualty and life and health insurance, including annuities, and was a recipient of the Blue Vase award.


Carl HansenMarketing Coordinator

With years of field experience and a series 6 + 63 license, Carl Hansen, is well versed in all areas of financial services, specializing in annuities. Previously the vice president of a small marketing firm and also working in the wholesale brokerage area, Carl understands the needs of agents and is prepared to work with you to earn your business.


Senior Market Sales, Inc. Annuity MarketersAnnuity Department: 1-877-645-4939

(Last four digits of direct line = extension number)

Bill KauffmanDirector, Life and Annuities

Bill Kauffman CLU, ChFC, LUTCF, LLIF, started in the insurance industry as an agent for Mutual of Omaha more than 28 years ago. He still relies on that field experience today in his current role leading the life and annuity marketing efforts for Senior Market Sales. Prior to joining SMS in 2008, Bill was vice president for a large life carrier. He relishes the opportunity to help SMS agents grow their life and annuity business and meet their client’’ needs.


Jon SummersNew Business Associate

Whether he’s helping to complete an annuity application or answering questions about when a contract will be issued or paid, Jon Summers’ customer-first mentality and commitment to excellence make him an excellent resource for producers. Jon joined the Senior Market Sales team full-time in 2009 following an internship in the Internet Marketing department. Jon holds a Bachelor of Science degree in Marketing and Management from Northwest Missouri State and is in the process of obtaining his Life and Health insurance license.


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Wendy SwansonMarketing Coordinator

Wendy has been in sales and marketing since 1991. In 1996, she began marketing life insurance and eventually moved into other areas of insurance including health and annuities. With a Bachelor’s degree in marketing management and training in the area of psychiatry, she has developed strong philosophies as a marketer. With a focus on annuities, Wendy will work with you to find the right solution for each situation.


Ken ColvardMarketing Coordinator

Ken Colvard came to SMS with experience managing a call center as a licensed insurance agent with a major Midwest carrier, and as an annuity sales manager for a brokerage firm. He has worked in the mortgage industry as well as banking and finance and currently has series 6, 63 and 65 Investment Registrations. This experience makes him an excellent addition to the SMS marketing staff.


Senior Market Sales, Inc. Annuity MarketersAnnuity Department: 1-877-645-4939

(Last four digits of direct line = extension number)

Keith KrumreyMarketing Coordinator

Keith brings years of relationship building skills to Senior Market Sales. His high energy and an attitude of “the customer is king” are in keeping with the customer service philosophy at SMS. With a background in wholesale operations as well as the home office environment, Keith will help you save time and money with great marketing support in all product offerings at SMS.


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How to fill out an Application for BPASelect Deferred or Indexed Deferred Annuity

Please Note: Only the correct application should be used when applying for an annuity. Photocopies or faxed applications will be accepted only with an original signature on the photocopy or faxed application. However, transfer paperwork must be original. Also, regulations vary from state to state. The following states have state specific application forms: AR, AZ, CO, DC, FL, KY, LA, MA, ME, MD, NJ, NM, OH, PA, TN, TX WA.

Section 1: Product Product Name - List the name of the annuity product you are applying for.

Rider (s) - List the name of the rider(s) you are requesting.

Section 2: Annuitant (The annuitant must be an individual, Non-person entities are not allowed to be an annuitant)

Name (as to appear on contract) - First, middle initial and Last Name must be listed

Date of Birth - the month, day and year must be listed. Each product has a specified maximum issue age.

Social Security Number - policy cannot be issued without the Annuitant’s Social Security number

Sex - Male or Female must be checked

Address, City, State & Zip Code - The Annuitant’s full residence address, including street or rural number , city, state and zip must be listed

Phone Number - provide Annuitant’s phone number

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Section 3: Joint Annuitant (If applicable)

Name (as to appear on contract) - First, middle initial and Last Name must be listed

Date of Birth - The month, day and year must be listed

Social Security Number - Policy cannot be issued without the Joint Annuitant’s Social Security Number


Address, City, State & Zip Code - The Joint Annuitant’s full residence address, including street or rural number , city, state and zip must be listed

Phone Number - provide Joint Annuitant’s phone number

Section 4: Owner (If other than Annuitant)

Note: If the Owner is not a natural person, please provide supporting documentation. – On IRA, SEP and TSA (IRC Section 403(b))

Name of Individual or Entity (as to appear on contract) - First, middle initial and Last Name must be listed

Date of Birth - the month, day and year must be listed

Social Security Number or Tax ID Number - policy cannot be issued without the Owner’s Social Security number or Tax ID number


Relationship to the Annuitant - List the Owner’s relationship to the Annuitant

Address, City, State & Zip Code - The Owner’s full residence address, including street or rural number , city, state and zip must be listed

Phone Number - provide Owner’s phone number

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Section 5: Joint Owner (Not applicable to qualified contracts)

Name of Individual or Entity - First, middle initial and Last Name must be listed


Social Security Number or Tax ID Number - policy cannot be issued without the Owner’s Social Security number or Tax ID number


Relationship to the Annuitant - List the Joint Owner’s relationship to the Annuitant

Address, City, State & Zip Code - The Joint Owner’s full residence address, including street or rural number, city, state and zip must be listed

Phone Number - provide Joint Owner’s phone number

Section 6: Contingent Owner (If Owner and Annuitant are different)

Name of Individual or Entity - First, middle initial and Last Name must be listed


Social Security Number or Tax ID Number - policy cannot be issued without the Contingent Owner’s Social Security number or Tax ID number


Relationship to the Annuitant - List the Contingent Owner’s relationship to the Annuitant

Address, City, State & Zip Code - The Contingent Owner’s full residence address, including street or rural number , city, state and zip must be listed

Phone Number - provide Contingent Owner’s phone number

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Section 7: Funding SourceList premium submitted with the application

List premium anticipated from Transfer

Section 8: Tax Qualification (Select ALL that apply)

Non-Qualified1 1035 Exchange2 Internal Conversion -

List contract number

(Typically, both the 1035 Exchange box and the Internal Conversion box are not both checked.)

Qualified (Check the type of plan you want the funds to be deposited in.)

IRA

Roth IRA

SEP IRA

Keogh/HR-10

Other Qualified Plan – Owner must be the Plan

Check the type of plan the funds are coming from for all Qualified plans. (Check ALL that apply)

Contribution for Tax Year: _____

Rollover (Within 60 days)3

Direct Transfer from IRA/SEP

Direct Transfer from ROTH IRA

ROTH Conversion

Direct Transfer from 401(k); HR10; 403(b); Pension Plan

If selecting a Non-Qualified plan, DO NOT make a selection from the middle or right columns. If making a selection from the middle column (Qualified), DO NOT mark anything in the left section (Non-Qualified).

1 Check this box for ALL Non-Qualified plans if this will be a Non-Qualified cash with application or involves a Non-Qualified transfer of funds from a Mutual Fund or Bank CD.

2 Check this box if the Non-Qualified transfer is coming from a Life Insurance policy or a Non-Qualified Annuity only. A Request for Funds form is required.

3 Check this box for third party checks made payable to the Annuitant and endorsed payable to American Investors. Or if the funds were deposited into the Annuitant’s account and a personal check is being sent.

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Section 9: ReplacementAnswer each question

If the first question is answered “Yes”, then a replacement form is required for the following states: AL, AR, AZ, CO, HI, IA, KY, LA, MD, MS, MT, NE, NH, NJ, NM, NC, OH, OR, RI, SC, TX, UT, VA, VT, WI and WV. Also CT, DC, MI and ND do not require replacement forms.

Section 10: Beneficiaries (Unless otherwise specified, multiple surviving beneficiaries will share equally. If a beneficiary is not a natural person, include name and date on the Beneficiary Name line. All beneficiaries must be living at the time of application.)

List each Primary, Contingent or Tertiary Beneficiary and check the appropriate box for each.

First and Last Name must be listed

Social Security Number or Tax ID number must be listed

Relationship to Annuitant(s) – List the relationship for each Primary beneficiary to the Annuitant(s)

Percent – The sum of the percentages for Primary, Contingent and Tertiary beneficiaries , respectively, must total 100%.

Trusts – If the Beneficiary is a trust, indicate the name and date of the trust. Trust verification form must be completed.

Any additional beneficiaries can be listed in the special instructions, Section 11.

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Section 11: Special InstructionsUse this space for special instructions. Any additional instructions on a separate sheet or attachment must be signed and dated by the Owner.

Section 12: Agreements and Signatures - Failure to obtain all required signatures will result in a delay in getting the policy issued.

City, state and date – Where and when the application was signed. This is not necessarily the state the annuitant and/or owner resides.

Signatures of the Annuitant, Joint Annuitant (if applicable), Owner (if applicable) and Joint Owner (if applicable) are required

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Section 13: Producer Use Only “Producer Use Only” questions must be answered. They must coincide with the same questions asked of the owner in Section 9.

Signature of Producer, name, producer number, producer phone number and/or email address should be listed.

Producer Split – Complete this section for any split producers and indicate the split percentages. Percentages must total 100%.

Option 1, Option 2, or Option 3 – if unchecked, the default is Option 1.

Option 1: full commission

Option 2: trail commissions

Option 3: does not apply to Annexus BPA

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Additional Forms: Forms can be downloaded from www.amerus.com/portal/agents/server.pt

Disclosure Summary (Form BPASEL6 57353 for BPA Select 6, Form BPASEL10 57354 for BPA Select 10, Form BPASEL12 57355 for BPA Select 12) - Return the signature page to the home office and leave a copy of the entire Disclosure Statement (pages 1-5) with the applicant. (REQUIRED)

Customer Identification and Suitability Confirmation Worksheet (Form 57007) - must be completed in full. Any blank spaces will result in a delay in issuing the policy. If the spouse is listed as a joint owner, only one Suitability Worksheet will be required. If the joint owner is not the spouse, a separate form will need to be completed. (REQUIRED)

Request for Funds form (1035x) (Form RFF (REV. 0606) 57008) - The original form is required and must be completed to transfer funds from an existing account. The top portion must be complete including: Company name, phone number, address, city, state and zip. Also the Insured/Annuitant/client name, SSN, Owner name & SSN, existing contract/account number, investment vehicle, account type and approximate amount of the transfer must be completed. If the transfer is to take place immediately, the box must be checked. Complete only section 1 or 2. If both sections or the incorrect section is completed, a new original form will be required.

Replacement Form (state specific) – If the first question in Section 10 is answered “Yes”, then a replacement form is required for the following states: AL, AR, AZ, CO, HI, IA, KY, LA, MD, MS, MT, NE, NH, NJ, NM, NC, OH, OR, RI, SC, TX, UT, VA, VT, WI and WV. Also CT, DC, MI and ND do not require replacement forms.

Partial 1035 exchange Request for Funds form (Form PRF (Rev-10-06) 57063) - The original form is required and must be completed to transfer funds from an existing account. The top portion must be complete including: Company name, phone number, address, city, state and zip. Also the Insured/Annuitant/client name, SSN, Owner name & SSN, existing contract/account number, investment vehicle, account type and approximate amount of the transfer must be completed. If the transfer is to take place immediately, the box must be checked.

Optional Forms: IRA Disclosure Statement (Form IRA-ACK (9/02) 50266) – must be completed if the plan type selected is an IRA

Bonus Election form (varies by product selection and Issue Age)

Income Advantage Rider Certificate of Disclosure form (Form BPAIRWCOD 0309 57284)

Family Endowment Rider Election Form (varies by product)

California Senior Insurance Disclosure Form (Form CASRDISACK(12/03) 10020)

ROTH IRA Disclosure Statement (Form ROTH-DIS (Rev. 9/02) 50265) – must be completed if the plan selected is a Roth IRA

Non-Resident Information Sheet (Form 55290 6/09) – to be used when the signature state is not the same as the resident state.

Signature Guarantee Request form (Form 17035 7/09)

Systematic Withdrawal Request form (Form SWRFA (0306) 57200)

Electronic Funds Transfer form (Form EFTC-00 50276 10/08)

Checkbook Request form (Form CRF (0306) 57043)

Trust Verification form (Form 16541 – must be completed if Trust is the owner and/or beneficiary.

Trust paperwork – if a trust is listed on the application as the owner or beneficiary, a copy of the trust paperwork may be requested.

Arkansas Replacement Memorandum (Form 17427 7/09 AR)

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The SMS Agent AdvantageTake a look at all you have access to with Senior Market Sales and ask yourself this question:

“Where else can I get all of this?” We don’t know of another FMO that can compete with our level of service, our product portfolio, plus all the value-adds you see below.

Expert Marketing Team – Our team of annuity experts is just a phone call away, ready to help you with sales ideas, expert advice, product breakdowns, illustrations, case management and sales materials.

E&O Discounts – Agents affiliated with Senior Market Sales have access to E & O coverage with premiums as low as $400 a year!

AnnuitiesForAgents.com – With AnnuitiesforAgents.com, you have 24/7 access to training and information from Senior Market Sales. This site is a one-stop shop for marketing materials, sales concepts, webinars and breaking news from all of our 20+ annuity carriers.

Sequent Retirement Income Model™ - Our revolutionary retirement income model and software takes the idea of “Bucket Planning” and optimizes it. Follow our process and start building stable, secure retirement plans for your clients.

Dedicated Partner Program - Participating agents who meet the production goals outlined in the program will receive cash reimbursements from SMS to put toward approved direct mail or seminar marketing programs.

Retirement Reality Check – A fantastic software program for performing an in-depth needs analysis for your Boomer clients. Agents who qualify to use the program will receive sales training webinars, sales letters and a profiling questionnaire.

Agent Advantage eNewsletter – Delivered to your inbox every two weeks, our eNewsletter offers informative articles on insurance sales practices, industry news and product break-downs, plus timely offers for leads and incentives exclusive to SMS agents.

Agent Web Sites – Get your own web site for almost no cost. The professional, pre-packaged web sites include multiple product pages and online quoting.

Lead Advantage – We’ve built our own lead management and contact management interface where agents can schedule appointments, make notes and track lead and prospect dispositions.

If you are interested in any of the programs listed above or have any questions,

please call your SMS Marketer at 1-877-645-4939 or go online to AnnuitiesForAgents.com.

director, life and annuities...director, life and annuities senior market sales, inc. senior market...

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