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M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. M8573 (2-15) © 2015 Forethought For agent use only. Not for use.

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Presentation on theme: "M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. M8573 (2-15) © 2015 Forethought For agent use only. Not for use."— Presentation transcript:

1 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public How to Market the Funeral Expense Trust Plan

2 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public

3 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. Overview of the TrustGuard Gold Plan 3 For agent use only. Not for use with the general public. M8573 (2-15) © 2015 Forethought 1

4 For agent use only. Not for use with the general public. 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 $15,000 can be placed in the Funeral Expense Trust  Choose between three crediting rates, set at the discretion of the Forethought Life Insurance Company 4 1 State limitations may apply

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

6 For agent use only. Not for use with the general public. 6 Gold Who needs TrustGuard Gold Funeral Expense 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 Need to protect assets from creditors & Medicaid spend- down 1 Find the Right Clients 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 state’s specific rules pertaining to irrevocable assignments, Medicaid eligibility and on using a trust to protect your assets. The applicant’s 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.

7 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. Help Your Clients Prepare Financially  Spend-down assets to become eligible for Medicaid 1  Set aside funds to help pay for funeral expenses without making detailed plans with a funeral provider The Forethought TrustGuard Gold Funeral Expense Trust plan 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. 2 Remaining funds may pass directly to the estate. 7 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. 1 Individual state regulations and product availability may determine maximum or minimum dollar amounts. We recommend you contact a legal advisor for complete details regarding irrevocable assignments, Medicaid eligibility and using a trust to protect your assets, including a life insurance policy.

8 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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 –Funeral Expense Trust Overview brochure  For more help with lead generation or appointment setting, contact Forethought Sales Support at (866) or via at 8 Funeral Expense Trust Overview (M8482)

9 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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 clients about the importance of setting aside money for their final expenses in a secure vehicle 9 Funeral Expense Trust Client Presentation (M8570) Funeral Expense Estimator ( M8551 )

10 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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 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.

11 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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 are 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 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 state’s specific rules pertaining to irrevocable assignments, Medicaid eligibility and on using a trust to protect your assets. The applicant’s 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

12 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. Explain the Difference from Other Solutions 12 The TrustGuard Gold plan is a better choice: 1 Individual state regulations and product availability may determine maximum or minimum dollar amounts. We recommend you contact a legal advisor for complete details regarding irrevocable assignments, Medicaid eligibility and using a trust to protect your assets, including a life insurance policy.

13 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. Funding a Client’s 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)

14 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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)

15 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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)

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

17 For agent use only. Not for use with the general public. 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

18 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. 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)

19 M8573 (2-15) © 2015 Forethought For agent use only. Not for use with the general public. Forethought Contact Information 19 Sales Support: Phone: (866) Licensing and Contracting: Phone: (800) Ext. 6344, option 2 Customer Service: Phone: (855) eTech Support: Phone: (855) New Business: Fax: (800) Fax submissions with credit card information: (855) Mailing address: Forethought Life Insurance Company Attention: New Business PO Box 151 Batesville, IN Overnight delivery: Forethought Life Insurance Company One Forethought Center Batesville, IN 47006


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