new producer webinar (foresters)

8/16/2019 New Producer Webinar (Foresters)

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New Producer Webinar

407325 US (04/16) For Producer Use Only


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Disclaimers

• This training module is not written for, and it cannot be used for, the purpose openalties that may be imposed on a taxpayer. Neither ForestersTM nor its Reprengage in rendering legal, business, estate tax, accounting or tax advice. The

this training module is intended as a general overview. Please advise your clietheir individual tax or legal advisors regarding their specific situation. This repintended to provide advice regarding the sale or purchase of specific investmeor insurance products. Treasury Department Circular 230.

• All information is intended to be general in nature. All Foresters fraternal requto be considered including the requirement that proceeds must benefit the Formember's dependants.

• The information contained in this presentation is for information purposes only

other tools available to support your learning needs. You must ensure that yourepresent, to a customer or prospect, the product features based on the actuathe applicable certificate and riders for your state.

• Foresters FinancialTM is the trade name and a trademark of The Independent OForesters.



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Contents

•

Foresters Difference

• Foresters Products

• Support

• Rewards



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ForestersDifference



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Foresters

•Foresters Financial™ is a leading international life insurance prov

that is member-based, family-focused and community-spirited

•For 140 years we have been true to our purpose – to support the

being of families through quality life insurance, unique member

benefits and inspiring community activities

Foresters Financial and Foresters are trade names and trademarks of The Independent Order of Foresters (a fraternal b

society, 789 Don Mills Road, Toronto, Canada M3C 1T9) and its subsidiaries..



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Foresters Financial Strength

Foresters Financial and Foresters are trade names and trademarks of The Independent Order of Foresters (a fraternal benefit societyRoad, Toronto, Canada M3C 1T9) and its subsidiaries.


• Foresters financial strength, as measured by A. M. Best Companyrated “A” (Excellent) and has been for 15 consecutive years, mosrecently updated July 10th, 2015.

• An “A” (Excellent) rating is assigned to companies that have a strability to meet their ongoing obligations to policyholders and havebalance, excellent balance sheet strength, operating performancebusiness profile when compared to the standards established by ABest Company. In assigning our rating, A.M. Best stated that Fore

rating outlook is “stable,” which means it is unlikely to change in near future, assuming our financial strength is maintained and ouoperations grow. A.M. Best assigns ratings from A++ to F, A++ abeing superior ratings and A and A- being excellent ratings.


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• Strong financial position

• Assets of $13.6 billion Canadian

• Surplus of $2.2 billion Canadian

Financial results as at December 31,2015.

Foresters Financial Strength



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KaBOOM!

• Partnership with KaBOOM!

• Members, employees and pr

volunteer along with commu

build a playground in just on


Video

https://www.youtube.com/watch?v=Fgc7zDLFk3ghttps://www.youtube.com/watch?v=Fgc7zDLFk3g


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2016 Playground Builds

Minneapolis, MN Tampa, FL

Orange Co, CA Portland, OR

Dallas, TX Atlanta, GA

San Diego, CA Cleveland/Akron, OH

Philadelphia, PA



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Ronald McDonald House Charities

• Partners for four years

• Foresters has organized activ

than 70 local Ronald McDona

• Activities include sponsoring “

Care” and family activity nigh

Ronald McDonald House is a registered trademarCorporation or its affiliates and is used with



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Foresters Prepared with Care

• Foresters holds a fundamental belief in helping families plan ahead and

the unexpected, while making a difference along the way.

• Being prepared for life’s unexpected events is important to well-being -

preparedness information and supplies are one way that families and co

can become better prepared and more resilient in the face of emergenci

disasters.

• Foresters cares about the well-being of families and the communities w

live. We’ve partnered with the American Red Cross TM to deliver Foreste

with Care, a program that will provide valuable preparedness training a

emergency kits to families in communities across America.



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Emergency Assistance Grants

• Short-term, temporary fi

assistance

• For Members affected by

personal hardship, disast

emergency

• One time, per disaster, p

• 800-828-1540

• 8:00 am – 4:00 pm

• [email protected]


2015 EmergencyAssistance Funding

Storms and Floodingin Texas & Oklahoma

May

Wildfires inWashington state

July

Wildfires in California August

Flooding in SouthCarolina

October

mailto:[email protected]:[email protected]


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Member Benefits

Benefits available to all eligible insureds, as Foresters members:

• Competitive Scholarships

• Terminal Illness Loan

• Orphan Benefits

• Everyday Money

• Legal Link

• Community Granting Program

ForestersTM member benefits are non-contractual, subject to eligibility requirements and limitations and may be chancancelled without notice. Third parties administer Legal Link , Everyday Money and Foresters Competitive Scholarship



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Competitive Scholarships

• Up to 250 tuition scholarsh

offered annually

• Each scholarship worth up

ForestersTM member benefits are non-contractual, subjec

requirements and limitations and may be changed or can

notice. Third parties administer Legal Link , Everyday Mo

Competitive Scholarships.



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Terminal Illness Loan

• Terminal illness definition: Reasonable certainty of death within o

as defined by a legally qualified physician who can provide medica

satisfactory to Foresters

• Borrow up to 75% of the net face amount of the Member’s Forest

insurance certificate to a maximum of $250,000.

• No interest, set-up fees or rider charges

• Not available in NY or IL. Not available on Prepared Accidental DeCertificates




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Orphan Benefit

• $900 per month per child paid to the legal guardian of the orphaned of a Foresters Member, up to age 18

• Both parents alive at time of application

• Both parents pass away

• Benefit payment starts approximately one month after death benefitproceeds paid

• Paid in addition to any death benefits




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Orphan Scholarship

• Death of one parent - $1,500/year

• Death of a single parent - $3,000/year

• Death of both parents - $6,000/year

• Renewable for up to 4 years

• If the child becomes orphaned at age 18 or younger, the progra

begin in the calendar year in which the child’ s high school educa

completed.

ForestersTM member benefits are non-contractual, subject to eligibility requirements and limitations and may be changed or cancelled w

Third parties administer Legal Link , Everyday Money and Foresters Competitive Scholarships.



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Everyday Money

• Toll-free and confident

based financial helpline

• Accredited financial co

• Answer questions abou

money management

1-800-444-3043

7:00 am – 9:00 pm EST

8:00 am – 12:00 pm EST

1ForestersTM member benefits are non-contractual, subject to eligibility requirements and limitations and may be chacancelled without notice. Third parties administer Legal Link , Everyday Money and Foresters Competitive Scholarship



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Legal Link• Free legal services including a

• Discounted legal services includdivorce, name change, incorpoadditional legal items

• Access to Legal Club of America

1-800-444-3043

8:00 am – 8:00 pm EST M-F


In the US, Foresters Legal Link benefit is provided by Legal Club of America®, which is a registered trade name of SInc. The terms and conditions of Legal Link are those of Legal Club of America’ s® Family Legal Plan.



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Community Granting Program


Community Involvement (CI) grants

• CI grants provide members with the funds to ind

organize volunteer activities that contribute to fa

such as cleaning up a park, or assembling hygien

homeless or gift packs for disadvantaged childre

Member Involvement (MI) grants

• MI grants provide members with the funds to cr

activities such as a day at an amusement park o

or an evening at the movies.



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Member Benefits For Helping Generations

Suppose two parents with three s

(turning ages 1, 3,and 5) pass aw

• Foresters could pay death bene

• Foresters could also pay the Or

the legal guardian of the orpha

Member Benefit Benefit Amount

Orphan Benefits Up to $486,000

OrphanScholarship

Up to $72,000

Total Benefits Up to $558,000




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Member Benefit Resources



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Foresters Product Portfol



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Product Portfolio

• Whole Life Products

• PlanRight

• Advantage Plus

• Your Legacy

• Universal Life

• Smart UL

• Term Products

• Lifefirst Level Term

•

Prepared Accidental Death Term407325 US (04/16) For Producer Use Only


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PlanRight



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PlanRight

A whole life product designed to provide for death benefits as ato help people pay for the cost of their final expenses



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PlanRight Whole Life

• U.S. population age 65 and over is expected to double in the next 25

• By 2030 almost one out of five Americans (some 72 million people) w

years or older

• According to the National Funeral Directors Association, the average c

funeral in 2012 was $8,343

Sources:http://www.cdc.gov/mmwr/preview/mmwrhtml/mm5206a2.htm Source: National Funeral Directors Association, 2013 Member General Price List Study


http://www.cdc.gov/mmwr/preview/mmwrhtml/mm5206a2.htmhttp://www.cdc.gov/mmwr/preview/mmwrhtml/mm5206a2.htm


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• Quick Application Process – no medical exam, no blood profiles, no HOS

• Quick Underwriting – Producers will know medical eligibility prior to leaving client’ s home

• Quick Issue - Quick Pay in your pocket

• Face amounts - from $2,000 to $35,000



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PlanRight Whole Life – Benefits in 1st, 2nd and Later Ye

• Level Death Benefit

(Based on 100% of the Face Amount*)

• Graded Death Benefit

(Based on greater of:

• Year 1: 30% of face amount; or ROP + 4.5% interest

• Year 2: 70% of face amount; or ROP + 4.5% interest• Year 3: 100%*)

• Modified Death Benefit

(Based on ROP+10% in years 1 and 2,100% of the face amount from year3+*)

*Applicable amount plus unearned premium minuscertificate debt such as loans.

Issue Age (ALB) Face Am

50 - 80 yrs $2,000 -

81 - 85 yrs $2,000 -


50 - 80 yrs $2,000 -

81 - 85 yrs $2,000 -


50 - 80 yrs $2,000

81 - 85 yrs Not Ava

Subject to state availability and variations.



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Accidental Death Provision

Availability PlanRight Graded & Modified dfirst two years the certificate is

Benefit for Accidental Death

• Face amount in effect on dateof insured, plus

• Unearned Premiums, minus• Debt

Accidental Death Definition

Death caused by an accidental

injury, directly and independenother causes

Accidental Death PeriodDeath occurs within 180 days accidental bodily injury




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• Premiums

• Age Last Birthday

• Rates for Males/Females and Non-Tobacco/Tobacco

• No Banding

• Commissionable Certificate Fee: $36

• Annual, Semi-annual, Quarterly and Monthly modes

• One application for all 3 plans



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Riders

Built-In ProtectionCommon Carrier AccidentalDeath Benefit Rider

Extended Protection Accidental Death Rider (Level Pla




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Real-Time Underwriting

• Supported by Apptical

• Fast, reliable service

• Focus on the sale not the underwriting process

• Know the client’ s medical eligibility before leaving the client’ s hom



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Process

• Complete the application

• Call Apptical for Personal Health Interview (PHI)

• MIB and Prescription Checks will be performed on all applicatio

• Medical eligibility based on application and telephone interview res

• Submit the application



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Process

In order for you to continue with the Point-of-Sale process for

PlanRight, all applications must be submitted to Foresters within

business days after a call has been placed with Apptical, regardle

the outcome.



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APPTICAL

1-866-844-9276

Monday-Friday: 8:30 am to 2 am ET

Saturday-Sunday: 10 am to 10 pm ET

Sales Support

1-866-466-7166 (option 1)

Monday-Friday: 8:30 am to 7:00 pm ET

Saturday-Sunday: Closed



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Accelerated Death Benefit Rider (ABR) Description


• Value-added Accelerated Death Benefit Rider, is included, for no addition

premium.

• If the insured is diagnosed with an eligible illness, the rider provides the

opportunity for the owner to accelerate a portion of the eligible death be

(face amount plus paid-up additional insurance, if any) and receive an

accelerated benefit payment.

• Depending on eligibility and state variations, the rider can be issued with

of more of the following eligible illnesses:

– Chronic Illness

– Critical Illness

– Terminal Illness

• Note: For all chronic and critical illness claims, the payment will be less than the acceleration amountis subject to an administrative fee, an actuarial discount amount and other applicable deductions



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Advantage Plus Whole Lif



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Advantage Plus Whole Life

Advantage Plus Whole Life is a participating whole life product wwill provide for lifetime death benefit protection (up to age 12

guaranteed cash values and lifetime guaranteed premium*

*Exception-Disability income coverage


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• Ages 30-50 looking for long term cash value growth

• Ages 50-70 looking for guaranteed premium* and a death bene

• Middle Income Market

• Want lifetime life insurance protection (up to age 121)

• Want cash value accumulation potential

• Non-medical or medically underwritten plans



Ad t Pl Wh l Lif


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• Lifetime protection (to age 121)

• Guaranteed cash values

• Guaranteed lifetime premium*

(to age 100)

•

Customized coverage with valuableriders



Ad t Pl Wh l Lif


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• No medical exams (up to $250,000)

• Foresters relies on applicant's answers to health & lifestyle

questions to offer up to $250,000 in coverage

• No medical exam

• No blood

• No routine PHIs

• Simple application process

• Optional POS phone interview

• Medically underwritten coverage available


Ad t Pl Wh l Lif


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Non-Medically Underwritten Features

• No blood

• No HOS

• No APS

• Optional Decision Express phone

interview

• E-app Availability

• MIB

• Prescription History

Build Tables

5’ 6” 259

5’ 7” 265

5’ 8” 274

5’ 9” 281

5’ 10” 292

5’ 11” 298




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Insurance Classes

Juvenile

TobaccoNon-Tobacco

Issue Ages & Face Amounts(age nearest)

0-15: $25,000 - $150,00016-55: $25,000 - $250,00056-75: $25,000 - $150,000

Underwriting Issued Standard up to and includin

Decision Express Optional Point-of-Sale Underwritin




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Medical Issue Ages and Face Amounts

Issue Ages(age nearest)

Minimum FaceAmount

0-15 $150,001

16-70 $100,000

71-75 $50,000

76-85 $25,00071-85 (preferred andpreferred plus classes)

$100,000




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Insurance Classes

Medically Underwritten

Insurance Classes

JuvenilePreferred Plus Non-TobaccoPreferred Non-TobaccoNon-Tobacco Plus

Non-TobaccoTobacco PlusTobacco




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Premiums & Payment Options

Premium Modes

Monthly: $25.00 minimum (PAC only)

Quarterly: $75.00 minimumSemi-Annually: $150.00 minimum

Annual: $300.00 minimum

Certificate Fee

(fully commissionable)

Monthly: $6.30

Quarterly: $18.72

Semi-Annual: $36.72

Annual: $72.00

Payment Options20 pay

Paid-up at 100




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Loans & Dividends

Loans

(non-direct recognition)

Available up to cash surrender value at the ecurrent certificate year

Current US variable loan rates (currently 5.0

Contractual Dividends

Paid-Up Additions (default)

On deposit with interest (minimum 3.5% gua

Reduce Premiums

Paid in Cash

*Loan rates are variable. Loan rates current as of January 1, 2014.




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Riders


Standard Protection Benefits

Family Health Benefit Rider

Common Carrier Accidental Death Ben

Accelerated Death Benefit Rider

Living BenefitsDisability Income Rider (Accident Only

Waiver of Premium Rider

Extended Protection

Children’ s Term Rider

Accidental Death Rider

Guaranteed Insurability Rider

Additional Protection

10-Year Term Rider

20-Year Term Rider

Paid-up Additions Rider





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Foresters Your Legacy Whole Life


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A non-medical single premium participating whole life insuranproduct which will provide for lifetime death benefit protection (

age 121) and guaranteed cash values




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Target Market• Retirees that want to allocate a portion of their assets to cover a mult

financial risks while leveraging the potential estate value of the asset

• Looking for simplicity: non-medical, single pay buys lifetime coverage future premiums

• Looking for cash value growth through dividends while having the upsbenefit protection

• Want lifetime life insurance protection (up to age 121)

•Grandparents or parents looking to buy coverage on their grandchildrechildren

– Provides lifetime coverage and protects against the unpredictable future uninsurability




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Non-Medical Features

• No blood

• No HOS

• No APS (standard underwriting)

• Optional Decision Express phone

interview to a table 4 (standard

underwriting)

• MIB


Standard Build T

5’ 6” 259

5’ 7” 265

5’ 8” 274

5’ 9” 281

5’ 10” 292

5’ 11” 298




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g y


Insurance Classes

Juvenile (issue ages 0-15)

Non-Tobacco (issue ages 16-85)Tobacco (issue ages 16-85)Substandard (issue ages 16-80)

Issue Ages 0-85 (age nearest) &Minimum Single PremiumAmounts

0-15: $1,50016-29: $5,00030-85: $10,000

Maximum Single Premium 0-85 $500,000

Maximum Net Amount At Risk

Issue Age 0 - 15: $150,000Issue Age 16 - 55: $250,000Issue Age 56 - 75: $175,000Issue Age 76 - 85: $150,000




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g y


Underwriting Classifications

Standard underwriting

Tables 1-4 (+25% to +100) with tfollowing classes:• Juvenile (issue ages 0-15)• Non-Tobacco (issue ages 16-85)• Tobacco (issue ages 16-85)

Ratings

Substandard underwriting is availaissue ages 16 to 80. Rating classes5 to 8(+125 to +200) and will be determUnderwriting.



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Features

Protection BenefitsFamily Health Benefit Rider

Common Carrier Accidental Death Bene

Living Benefits Accelerated Death Benefit Rider

Subject to state availability 407325 US (04/16) For Producer Use Only



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Smart Universal Life


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A flexible universal life product that offers lifetime protection, medical and medical underwriting and potential for cash val

accumulation




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Target Market

•Ages 30-50

• Middle Income Market

• Want lifetime life insurance protection

• Want cash value accumulation potential

• Want an easy application process with non-medical




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• Lifetime protection (to age 121)

•

Competitive Rates

• Customized coverage with valuable

riders

• Flexible coverage




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• Foresters relies on applicants’ answers to health & lifestyle questions to

$250,000 in coverage• No medical exam

• No blood

• No routine PHIs


• Optional POS phone interview



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Foresters Smart Universal Life


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Non-Medical Issue Ages and Face Amounts

Issue Ages(age nearest )

Minimum FaceAmount

Maximum FacAmount

0-15 $25,000 $150,000

16-55 $25,000 $250,000

56-75 $25,000 $150,000


Foresters Smart Universal Life Insurance

d l d


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Medical Issue Ages and Face Amounts

Issue Ages

(age nearest)

Minimum Face

Amount

0-15 $150,001

16-70 $100,000

71-75 $50,000

76-85 $25,00071-85 (preferred andpreferred plus classes)

$100,000



I Cl


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Insurance Classes

Non-Medically Underwritten

Insurance Classes

Medically Underwrit

Insurance Classe

JuvenileNon-Tobacco

Tobacco

JuvenilePreferred Plus Non-TobPreferred Non-TobaccoNon-Tobacco PlusNon-TobaccoTobacco PlusTobacco



P i


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Premiums

Minimum Modal Premium Premium Mode$25.00 Monthly

$75.00 Quarterly

$150.00 Semi-Annually

$300.00 Annually




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Surrender charges Decreasing charge for 15 years

Premium expense charge 6% of premiums paid in the first

Monthly administration deduction $12




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Definition of Life InsuranceTests

Guideline Premium Test (GPT)

Cash Value Accumulation Test (CVAT)

Death BenefitsLevel

Increasing

Grace Period61 days from the due date of the monthly ddefault

ReinstatementsCan be reinstated within 3 years of the datsubject to conditions

UnderwritingIssued Standard up to and including Table Medical

Decision ExpressOptional Point-of-Sale underwriting decisionMedical



Riders


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Riders



Common Carrier Accidental Death Benefit Accelerated Death Benefit Rider

Living Benefits

Disability Income Rider(Accident Only)

Waiver of Monthly Deductions Rider

Extended Protection

Children’ s Term Rider

Accidental Death Benefit Rider

Guaranteed Purchase Option Rider





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Lifefirst Term Life


Lifefirst Term


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A term life product that offers level premiums*, level death bennon-medical underwriting and conversion privileges

*For the initial term, exception critical illness and disability income riders


Lifefirst Term


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• Choice of 10 , 20, 25 and 30 year term

•

Level premiums*

• Level death benefits

• Customized coverage with valuable riders

• Conversion privileges

*For the initial term, exception critical illness and disability income riders


Lifefirst Term

• No medical exams (up to $250 000)


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• Foresters relies on applicant's answers to health & lifestyle questions to o

up to $250,000 in coverage• No medical exam

• No blood

• No routine PHIs


– Optional Decision Express POS phone interview

• Medically underwritten coverage available


Lifefirst Term



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Non Medically Underwritten Features

• No blood

• No HOS

• No APS

• Optional Decision Express POS phone

interview

•E-app Availability

• MIB


Build Table

5’ 6” 259 5’ 7” 265

5’ 8” 274

5’ 9” 281

5’ 10” 292

5’ 11” 298


Lifefirst Term



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Non Medically Underwritten Features

Term Period

20 year (ages 18-65, 60 for tobacco)



Face Amount

(age nearest)

Issue Age 18-55: $50,000 to $250,000

Issue Age 56+: $50,000 to $150,000

Guaranteed Level Premiums Annually increasing after initial term to a

Certificate Fee Commissionable on Non-Medical

Convertible Convertible up to the earlier of insured’ s years before expiration of the initial term

Underwriting Issued standard up to and including table


Lifefirst Term

Medically Underwritten Features


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Medically Underwritten Features

Term Periods

10 year (ages 18-80)




Face Amount (age nearest)Issue Age 18-55: $250,001+

Issue Age 56+: $150,001+

BandingBand 1: up to $999,999

Band 2: $1,000,000+

Issued Non-Tobacco ClassesStandard, Standard Plus, Preferred, P

Plus

Issued Tobacco Classes Standard, Standard Plus

ConvertibleConvertible up to the earlier of insureor 5 years before expiration of term


Lifefirst Term

Riders


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Riders



Common Carrier Accidental

Death Benefit RiderAccelerated Death Benefit Rider

Living Benefits

Critical Illness Rider (Accelerated Deat

Disability Income Rider(Accident Only & Accident and Sicknes

Waiver of Premium Rider

Extended ProtectionChildren’ s Term Rider (convertible)

Accidental Death Rider

Subject to state availability and variations


Lifefirst Term


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Prepared Accidental Deat

Term


Prepared Accidental Death Term


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An accidental death term product that offers level premiums, ldeath benefits, non-medical underwriting and return of premi




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• Accidents are the 5th leading cause of death in the United States

• Accidental death term insurance is a low cost way to protect loved ones accident strike

Source: “Death: Final Data for 2007”, National Vital Statistics Reports, Centers for Disease Control U.S. Department of Health and Human Services, May 20, 2010.




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Term PeriodExpires on certificate anniversarythe insured turns age 75

Issue Ages (age last) and

Face Amounts Issue Ages 18-60: $50,000 to $

Death BenefitPaid to beneficiary if insured dies180 days from an accidental bod

UnderwritingNon-medical, no PHI or Prescriptchecks

Certificate Fee (commissionable)

Monthly: $5.50

Quarterly: $16.50

Semi-Annual: $32.00

Annual: $60.00




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Premiums Payable to age 75

Minimum Premiums

$10/month$30/quarterly$60 semi-annually$120 annually

Guaranteed Level Premiums

Prepared base premiums guaranchange to age 75

Disability Income rider premiumschange

Non-cancellablePrepared is non-cancellable provpays premiums on time




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Living Benefit Riders

Disability Income Rider (Accident

Waiver of Premium Rider(Accident Only)

Return of Premium Rider




Fallback Solution for Lifefirst Level Term


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• Have client fill out “Authorization to Review & Transfer Information

• If Lifefirst application issued, Lifefirst coverage is in effect

• Lifefirst application declined, producer receives

• Notification from underwriting about decline

• If client likely eligible for Prepared, a mailing package which in

•

Instructions on how to proceed with fallback• Partially pre-filled Prepared application

• Client’ s cover letter if mailing application to client



Fallback Solution for Lifefirst Level Term


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• If proceeding with fallback, Producer can either

• Visit client to complete pre-filled Prepared application with clie

face

Or

• Complete Prepared application with client by phone and mail t

signature (option is not available in West Virginia or for cases

premium is to be paid by check)




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Support


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WebinarsAdvanced Plan

Products

Member Bene

Underwritin


Support


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Risk AssessmenMonday – Frida

8:30 am – 7:30 pm

866-466-7166


Support


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Sales Supp

Monday - F

8:30 AM – 7:00

866-466-7166


d


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Rewards


Rewards

Pers


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Pers13 mont9 mont6 mont

3 mont

Pla

*Subject to eligibility requirements. Some restrictions apply. See our producer website for details.



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