WELCOME TO OUR WEBINARWELCOME TO OUR WEBINAR

Welcome To Our WebinarWelcome To Our WebinarFuneral and Estate TrustsFuneral and Estate Trusts

We will be starting the webinar in a few minutes We will be starting the webinar in a few minutes

Michael K. O’Dell Michael K. O’Dell

Delco Brokerage Delco Brokerage

National Sales Office National Sales Office

Take It From Me This Take It From Me This is a Great Webinar…is a Great Webinar…Delco Brokerage Has Delco Brokerage Has a Great Offer For a Great Offer For You! Have me and You! Have me and my band play at your my band play at your next client next client appreciation event. appreciation event.

Paul from the Wings AgencyPaul from the Wings Agency

Business is up 348% from last year! Business is up 348% from last year!

It doesn’t get any easier than this It doesn’t get any easier than this

Start selling funeral andStart selling funeral andEstate trusts Estate trusts

American Benefits, Ltd.American Benefits, Ltd.

An Exciting Opportunity An Exciting Opportunity

Learn How to Make an Learn How to Make an extra 7-10K monthly extra 7-10K monthly with the funeral and with the funeral and estate trust. It’s easy estate trust. It’s easy and simple to do! and simple to do!

Funeral trust and estate trust sales Funeral trust and estate trust sales are up over 348% from last year! are up over 348% from last year!

Our Webinar Speaker Today Our Webinar Speaker Today

National News…National News…FuneralFuneral trusts and estate trusts are trusts and estate trusts are an excellent opportunity to an excellent opportunity to help your clients protect help your clients protect assets.assets.

Don’t wait any longer…Don’t wait any longer…otherwise someone will otherwise someone will sell funeral and estate sell funeral and estate trusts to your clients.trusts to your clients.

Michael K. O’Dell from the National Sales Michael K. O’Dell from the National Sales Office will be conducting this seminar on Office will be conducting this seminar on behalf of behalf of Delco Brokerage Delco Brokerage - Michael has - Michael has been recognized nationally for the Funeral been recognized nationally for the Funeral and Estate Trust. and Estate Trust.

Dale Froehlich – Agent Dale Froehlich – Agent

Selling the funeral trust and the Selling the funeral trust and the estate trust is easy and makes estate trust is easy and makes common sense to my clients.common sense to my clients.

This has added an extra 25K or This has added an extra 25K or more monthly to my income! more monthly to my income! Dale FroehlichDale Froehlich

$25,000 – commission$25,000 – commissionMonthly Income in Dec. Monthly Income in Dec. Call American Call American

Benefit, Ltd. to get Benefit, Ltd. to get contracted and contracted and supplies for this supplies for this great opportunity – great opportunity – selling the funeral selling the funeral and estate trusts.and estate trusts.800-356-5306 ask for 800-356-5306 ask for Ann ShoopAnn Shoop

Michael O’Dell – National Sales Office Michael O’Dell – National Sales Office

I sent out annual review I sent out annual review letters to my clients and letters to my clients and I was shocked at the I was shocked at the response.response.

The funeral trust is The funeral trust is perfect for my clients perfect for my clients since 93% of them don’t since 93% of them don’t have nursing home have nursing home insurance.insurance.

Plus, the estate trust is a Plus, the estate trust is a great way to protect an great way to protect an inheritance! inheritance! Rich Ledzki Rich Ledzki Financial Planner Financial Planner

Mail An Annual Review Letter To Your Clients Mail An Annual Review Letter To Your Clients

Karl Dovnik, Jr. – Elder Law Attorney Karl Dovnik, Jr. – Elder Law Attorney These Products…the funeral and These Products…the funeral and estate trusts are perfect to help estate trusts are perfect to help your clients protect funeral funds your clients protect funeral funds and an inheritance for their family and an inheritance for their family by planning in advance.by planning in advance.

This is great planning for all of This is great planning for all of your senior clients. After 28 years your senior clients. After 28 years in practice, these products help in practice, these products help seniors to protect assets if they seniors to protect assets if they were to go into a nursing home.were to go into a nursing home.

You are missing the boat if you You are missing the boat if you are not selling these products.are not selling these products.

Karl Dovnik, Jr.Karl Dovnik, Jr.Elder Law Attorney Elder Law Attorney

Top Agent last month makes over 40K selling the Top Agent last month makes over 40K selling the funeral and estate trusts…Dan B. – Cleveland, Ohiofuneral and estate trusts…Dan B. – Cleveland, Ohio

Dan Wrote (5) sales last month and made over 40K.Dan Wrote (5) sales last month and made over 40K.

(5) Estate trusts @ $50,000 each = $250,000 premium(5) Estate trusts @ $50,000 each = $250,000 premium

Commission rate X $250,000 = $40,000.00Commission rate X $250,000 = $40,000.00

This Opportunity is for Real.This Opportunity is for Real.Get Contracted after the Get Contracted after the Webinar…Webinar…

What is a Funeral Trust ?What is a Funeral Trust ?

Single PremiumSingle PremiumLife policy Life policy

Irrevocable Irrevocable funeral trust funeral trust

Life Insurance Policy is Life Insurance Policy is assigned to Irrevocable assigned to Irrevocable funeral trust funeral trust

•Single Premium LifeSingle Premium Life•Issue ages 0-99Issue ages 0-99•Guaranteed IssueGuaranteed Issue•No underwritingNo underwriting•Commissions up to 16%Commissions up to 16%•Medicaid exempt once Medicaid exempt once assigned to trustassigned to trust•Premiums $1000-Premiums $1000-$15,000$15,000

•Provided by Provided by insurance Companyinsurance Company•Medicaid exemptMedicaid exempt•Not subject to five Not subject to five year look-backyear look-back•Strictly to pay for Strictly to pay for funeral expensesfuneral expenses

The Trust which is managed by the insurance company will pay benefits directly to funeral home that The Trust which is managed by the insurance company will pay benefits directly to funeral home that actually provides the service within 48 hours of receiving claim. Excess funds to estate or family. actually provides the service within 48 hours of receiving claim. Excess funds to estate or family.

A NURSING HOME CAN WIPE-OUT A A NURSING HOME CAN WIPE-OUT A LIFETIME OF SAVINGS ! LIFETIME OF SAVINGS !

93% OF SENIORS OVER 65, DON’T HAVENURSING HOME INSURANCE !

The Issues The Issues

Without Planning, Your Clients Could Lose Everything !Without Planning, Your Clients Could Lose Everything !LOOK AT THE FACTS !

•AVERAGE COST- $7000.00 –NURSING HOME•50% OF US WILL ENTER A NURSING HOME.•70% OF SINGLES WILL REACH POVERTY WITHIN 33 WEEKS.•7 0UT OF 10 COUPLES WILL HAVE ONE SPOUSE ENTER A NURSING HOME.•A NEW CASE OF DEMENTIA ARISES EVERY 7 SECONDS.

The planning that you do today…could determine if your childrenand grandchildren inherit anything from you. Asset Protection is possible.

Advance Planning Can Protect Assets ! Advance Planning Can Protect Assets !

Let’s look at the NewLet’s look at the NewMedicaid Rules Medicaid Rules

Deficit Reduction Act for 2005Deficit Reduction Act for 2005DIVESTMENTS AND GIFTSDIVESTMENTS AND GIFTS

• EXTENDING THE THREE YEAR TRANSFER RULE ON ASSETS TO A FIVE YEAR RULE. The Old Rule was from the date of transfer, the new rule is from the date of Medicaid Application.

Medicaid Eligibility RulesMedicaid Eligibility RulesSome states may vary on these Medicaid eligibility rules Some states may vary on these Medicaid eligibility rules

Single person Single person

Assets - $ 2000.00Assets - $ 2000.00

Life Policy - $1500.00Life Policy - $1500.00Car - $ 4500.00Car - $ 4500.00Personal possessionsPersonal possessionsWedding ringsWedding ringsFuneral trust Funeral trust

Income - $ 45.00 Income - $ 45.00

Spousal Impoverishment Spousal Impoverishment Rules for married couples Rules for married couples

Assets - $50,000 – 109,540.00 Assets - $50,000 – 109,540.00 Life Policy - $ 1,500.00Life Policy - $ 1,500.00Car – Unlimited ValueCar – Unlimited ValueHome - $ 500,000 EquityHome - $ 500,000 EquityPersonal PossessionsPersonal PossessionsFuneral Trust for both spousesFuneral Trust for both spouses

Income - $2739.00 Monthly Income - $2739.00 Monthly

SINCE ONLY $1500.00 IS EXEMPTFOR LIFE INSURANCE…THIS IS AN ISSUE

• Medicaid says only a $1500.00 life insurance policy is exempt.

• Any policy over that amount in cash values is a countable asset and would have to be spent down for Medicaid Eligibility.

• Example: $10,000.00 Policy – (Paid Up) 9,850.00 Cash Value• SOLUTION: 1035 Exchange to Funeral Trust.

(Tax Free) – Now it is Protected. Some states may vary on Medicaid Rules, please consult an Elder Law Attorney in your state.Some states may vary on Medicaid Rules, please consult an Elder Law Attorney in your state.

Funeral Trust PlanningFuneral Trust Planning

• Dollars put into the Irrevocable Funeral Trust is Exempt. (Client receives fair market value - No Five Year Look-Back

• Protected from Creditors, Lawyers, Hospitals, Nursing Homes and Medicaid.

• The last trust available without a look-back.• Great Medicaid Planning Tool.• The Financial Planner /Insurance Agent can now

assist their clients with this pre-planning trust.

Medicaid Rules may vary from state to state. You should consult and elder law attorney inMedicaid Rules may vary from state to state. You should consult and elder law attorney inyour state. This presentation is for illustrative purposes only. your state. This presentation is for illustrative purposes only.

FUNERAL TRUST FUNERAL TRUST

1.1.SINGLE PREMIUM LIFE PRODUCTSINGLE PREMIUM LIFE PRODUCT2.2.Premiums from $1000 - $15,000Premiums from $1000 - $15,0003.3.ISSUE AGES 0-99ISSUE AGES 0-994.4.NO UNDERWRITING – GUARANTEED ISSUEDNO UNDERWRITING – GUARANTEED ISSUED5.5.GREAT COMMISSIONSGREAT COMMISSIONS6.6.FUNERAL TRUST PROVIDED BY INS. CO.FUNERAL TRUST PROVIDED BY INS. CO.

1.1.MEDICAID EXEMPT IN MOST STATESMEDICAID EXEMPT IN MOST STATES2.2.1035 EXCHANGES ACCEPTED 1035 EXCHANGES ACCEPTED

GREAT FOR PRE-PLANNING AND CRISIS PLANNINGGREAT FOR PRE-PLANNING AND CRISIS PLANNING

• Irrevocable Funeral Trust (IFT) - Funded by a single premium life policy.

• Trust strictly specifies money is to be used for funeral expenses.

• Life Policy grows @2.00% * Not Guaranteed• At Death, the trust pays the funeral home directly with excess

funds being returned to the estate or family.• Death claim - Agent gathers death certificate/bill from funeral

home and fills out claim form for family.

The Irrevocable Funeral TrustThe Irrevocable Funeral Trust

The Easiest Sale You’ll ever makeThe Easiest Sale You’ll ever make

First way to fund a funeral trust.

• 1035 Exchange from Old Life Insurance Policies that have a Face Value of over $1500.00

$15,000$15,000commissioncommission

Big Money doing 1035 Exchanges Big Money doing 1035 Exchanges

The 10% Free Withdrawal To Fund Trust The 10% Free Withdrawal To Fund Trust

Second Second way to way to fund the fund the funeral funeral trust trust

We are just going to move money from your old We are just going to move money from your old annuity to the funeral trust. annuity to the funeral trust. Instant Medicaid ProtectionInstant Medicaid Protection

Third Third way to way to fund the fund the funeral funeral trust trust

CASH CASH

Savings Bonds / StocksSavings Bonds / Stocks

Fourth Fourth way to way to fund fund the the funeral funeral trust trust

Your Biggest Competition

THE FUNERAL HOME

REASONS WHY YOUR CLIENT IS BETTER OFF DOING BUSINESS WITH YOU.The Funeral Home might go out of businessYou might move closer to your children in your old ageThe Funeral Home may merge with new ownersYou might retire down in FloridaOur Funeral Trust doesn’t specify any particular funeral home. This trust can be used with any funeral home at time of death. WE OFFER FLEXIBILITY!

Case Study

• Crisis Case – Client is already in an institution.

Example: Age 85 – Female

$10,000 remaining in bank acct.

Two Choices – Spend $ 8000 on Nursing Home

Save $8000 with Funeral Trust

YOU CAN USE APOWER OF ATTORNEYIF CLIENT IS UNABLE

TO SIGN.

FUNERAL COSTS CAN VARY FROM $7000- $12,000

NATIONAL AVERAGE IS $8495.00

PACKAGE YOUR PRODUCTS PACKAGE YOUR PRODUCTS

FUNERAL TRUST FUNERAL TRUST FOR FOR

IRENE SMITH IRENE SMITH

ABC FINANCIAL SERVICES, INC.ABC FINANCIAL SERVICES, INC.123 MAIN STREET123 MAIN STREET

ANYTOWN, USA 00000ANYTOWN, USA 00000800-000-0000800-000-0000

PLANNER – TOM JONES PLANNER – TOM JONES

The Family Estate TrustThe Family Estate Trust The Irrevocable Estate Trust The Irrevocable Estate Trust

•This is a single premium life productThis is a single premium life product•Estate trust furnished by insurance companyEstate trust furnished by insurance company•Issue ages 0-99Issue ages 0-99•HUGE commissionsHUGE commissions•Medicaid exempt after 60 monthsMedicaid exempt after 60 months•Great Planning tool.Great Planning tool.

Mildred’s Story and what happenedMildred’s Story and what happened•In 2001, Mildred sold her home for approximatelyIn 2001, Mildred sold her home for approximately $100,000.00 and moved into a senior apartment at$100,000.00 and moved into a senior apartment at the age of 71. She was in good health.the age of 71. She was in good health.

•Her income was more than enough for her to payHer income was more than enough for her to pay her bills. She had $2,350 monthly income and her bills. She had $2,350 monthly income and the bills amounted to only $1,465 monthly.the bills amounted to only $1,465 monthly.

•She did not have long term care and she was She did not have long term care and she was concerned about the nursing home wiping out herconcerned about the nursing home wiping out her grandchildren and children inheritances.grandchildren and children inheritances.

•She wanted to leave $50,000 to her children, andShe wanted to leave $50,000 to her children, and she was concerned that a nursing home could she was concerned that a nursing home could wipe out this money before she died.wipe out this money before she died.

•Her advisor said she should set up an “Estate Trust” withHer advisor said she should set up an “Estate Trust” with the $50,000 and after 60 months passed, this money the $50,000 and after 60 months passed, this money would be protected from the nursing home and Medicaid.would be protected from the nursing home and Medicaid. In addition, her advisor said she should do a Medicaid exempt In addition, her advisor said she should do a Medicaid exempt funeral trust at $ 12,500.funeral trust at $ 12,500.

•For some reason Mildred never completed the trusts with For some reason Mildred never completed the trusts with her advisor.her advisor.

•In January of 2007, Mildred entered a nursing home afterIn January of 2007, Mildred entered a nursing home after a stroke. (*cost of nursing home was $6950 monthly)a stroke. (*cost of nursing home was $6950 monthly)

•In August of 2009, Mildred applies for Medicaid with onlyIn August of 2009, Mildred applies for Medicaid with only $1900.00 left in the bank.$1900.00 left in the bank.

If Mildred would have If Mildred would have followed the advice from her followed the advice from her financial planner. Today, she financial planner. Today, she would be on Medicaid with a would be on Medicaid with a $50,000 Estate Planning $50,000 Estate Planning Trust to her family. Now her Trust to her family. Now her family has to come up with family has to come up with funeral expenses too!funeral expenses too!

Good Planning Can Good Planning Can Protect Assets ! Protect Assets !

The Estate Trust Can Protect Assets The Estate Trust Can Protect Assets

$50,000

$50,000Estate Trust

Estate Trust

If Mildred would have If Mildred would have planned, she could be in planned, she could be in the nursing home and the nursing home and still pass $50,000 to her still pass $50,000 to her family. family.

Don’t let your clients Don’t let your clients become like Mildred. become like Mildred. Help them plan now Help them plan now while they are healthy while they are healthy to protect assets. to protect assets.

Estate Planning – Estate Planning Trust Worksheet Estate Planning – Estate Planning Trust Worksheet

ProtectingProtecting Assets for our family by using the Assets for our family by using the “Estate Trust” “Estate Trust”

Name of client - _____________________________age - ____Name of client - _____________________________age - ____Spouse - _________________________age-____Spouse - _________________________age-____

Address - ___________________________City - _________________State_____Zip -___________Address - ___________________________City - _________________State_____Zip -___________Telephone - _________________________Telephone - _________________________

_____Our Goals are to plan in advance with the “Estate Trust” to protect funds from the nursing home and_____Our Goals are to plan in advance with the “Estate Trust” to protect funds from the nursing home and Medicaid. We realize by planning 60 months in advance with the estate trust, these funds will be Medicaid. We realize by planning 60 months in advance with the estate trust, these funds will be exempt in this irrevocable trust.exempt in this irrevocable trust.

_____ These are funds that we definitely want to pass to our children, grandchildren or charity. _____ These are funds that we definitely want to pass to our children, grandchildren or charity.

_____ These are funds that we don’t need to live on or depend on for income. _____ These are funds that we don’t need to live on or depend on for income.

_____ We don’t have long term care insurance. _____ We don’t have long term care insurance.

Our Goals planning with the “Family Estate Trust”Our Goals planning with the “Family Estate Trust”

$ ________ (each) to our grandchildren $____________ - Church $ _________ - other $ ________ (each) to our grandchildren $____________ - Church $ _________ - other

$________ (each) to our children. $____________ - Charity $________ (each) to our children. $____________ - Charity

Existing ClientsExisting ClientsYou already have relationship You already have relationship

Do an Annual Review with Each of your customers. The best Do an Annual Review with Each of your customers. The best target age is from 60-90. target age is from 60-90. •Help Your clients up date their accounts at bank with P.O.D.Help Your clients up date their accounts at bank with P.O.D.•Review their estate planning and financial documentsReview their estate planning and financial documents•CD holders that have CD’s coming due.CD holders that have CD’s coming due.•Passbook Savings customersPassbook Savings customers•SELL THE FUNERAL TRUST CONCEPT TO THEM.SELL THE FUNERAL TRUST CONCEPT TO THEM.

Annual Review Letter Annual Review Letter

Every town has a SENIOR CENTER Every town has a SENIOR CENTER

SENIOR CENTERS ARE SENIOR CENTERS ARE ALWAYS LOOKING ALWAYS LOOKING FOR SPEAKERS AT FOR SPEAKERS AT THEIR LUNCHEONS. THEIR LUNCHEONS. ESPECIALLY ON ESPECIALLY ON SENIOR ISSUES SENIOR ISSUES

There are probably 20 Senior Centers within 30 There are probably 20 Senior Centers within 30 miles of your office. Almost every town has a senior miles of your office. Almost every town has a senior center. They usually meet weekly for a luncheon.center. They usually meet weekly for a luncheon.

Go to each senior center and introduce yourself as a Go to each senior center and introduce yourself as a speaker that they might like to have at their up speaker that they might like to have at their up coming meetings. NEVER SELL PRODUCT WHEN coming meetings. NEVER SELL PRODUCT WHEN YOU SPEAK…TALK CONCEPTS ONLY! YOU SPEAK…TALK CONCEPTS ONLY!

CELEBRITY SEMINARSLOOK-A-LIKE – SOUND A LIKEWHEN WAS THE LAST TIME YOU HAD THIS MANY PEOPLE

ATTEND YOUR FINANCIAL SEMINAR?

THINK OUTSIDE THE BOX WITH YOUR MARKETINGWant More Information on the “Las Vegas Show”

Call Ann Shoop at American Benefit, Ltd. for details

We Specialize in Financial Planning Seminars

Celebrity Seminars Travel Nationally

How to do a “Las Vegas Show” Seminar? •Mail Out “Special Invitations” promoting Your Financial Seminar with the “Las Vegas Mail Out “Special Invitations” promoting Your Financial Seminar with the “Las Vegas Show”.Show”.•Put your phone number on the flyer for seniors to call to reserve seats.Put your phone number on the flyer for seniors to call to reserve seats.•Send them an admission ticket for this seminar with “Sir Paul’s picture on it”Send them an admission ticket for this seminar with “Sir Paul’s picture on it”•Schedule your seminar to begin at 1pm and to end at 4:30pm. Schedule your seminar to begin at 1pm and to end at 4:30pm.

•At 1pm – You start your regular financial seminar. At 1pm – You start your regular financial seminar. •Finish your seminar at 2:30pm. Finish your seminar at 2:30pm. •Take a 10 minute break Take a 10 minute break •2:45PM – The “Las Vegas Show” begins2:45PM – The “Las Vegas Show” begins•4:15PM - End of your event.4:15PM - End of your event.

•NEVER BUY DINNERS AGAIN TO ATTRACT SENIORS. SENIORS LOVE MUSIC NEVER BUY DINNERS AGAIN TO ATTRACT SENIORS. SENIORS LOVE MUSIC AND THE MEMORIES IT BRINGS BACK TO THEM.AND THE MEMORIES IT BRINGS BACK TO THEM.

YOU MUST BE CONTRACTED WITH US FOR THE FUNERAL AND ESTATE TRUST PROGRAMS TO USE OUR “LAS VEGAS SHOW” YOU MUST BE CONTRACTED WITH US FOR THE FUNERAL AND ESTATE TRUST PROGRAMS TO USE OUR “LAS VEGAS SHOW”

SENIORS LOVE THE “LAS VEGAS SHOW” SENIORS LOVE THE “LAS VEGAS SHOW”

The Las Vegas Show features – Dean Martin, Frank Sinatra, Elvis and “Sir Paul” The Las Vegas Show features – Dean Martin, Frank Sinatra, Elvis and “Sir Paul”

Book the Book the “Las Vegas “Las Vegas Show” for Show” for Your Next Your Next Seminar or Seminar or Client Client Appreciation Appreciation event. event.

Get More Seniors To Get More Seniors To Your Next Seminar - Your Next Seminar - Sell more funeral trusts Sell more funeral trusts and financial sales.and financial sales.

AVAILABLE THROUGH DELCO BROKERAGE AVAILABLE THROUGH DELCO BROKERAGE

LEARN HOW TO INCREASE YOUR SEMINAR OR CLIENT LEARN HOW TO INCREASE YOUR SEMINAR OR CLIENT APPRECIATION EVENTS WITH THE “LAS VEGAS SHOW”APPRECIATION EVENTS WITH THE “LAS VEGAS SHOW”

Call today for details Call today for details

Thank you for attending our Webinar

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877-336-7782