Nationwide: Updates and Ideas from the company that’s on your side!

Nationwide is among the best for Life Insurance and Long Term Care coverage-Join TBI and the team from Nationwide to show you why they can be the best option for your clients with great products and ideas to start the year!

Timestamps

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Hey everybody, welcome

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to our core partner webinar.

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We got a great one today with Nationwide.

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We're gonna wait just another second

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or two to get everybody in, and then we will get rocking.

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And by the way, um, I was told not

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to ask Cody

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and Alyssa to sing the jingle, so we're not gonna do that.

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But if you want the jingle, you can put it in the chat

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and, uh, they will probably do it.

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It'd be great if you had a big case, an application

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to send them as well.

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They will definitely do it if, if that's the case, but

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That's why I got you that easy button.

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Do you still have your easy, that easy button? That's right.

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That's right. That's right. Hey, welcome everybody.

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Chris Newberry and, uh, crystal Busillo

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with the live team at the brokerage.

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Uh, happy 26.

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We're so excited to, uh, uh, be with you.

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We had a great year last year

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and really excited, uh, for even better, uh, things in 2026.

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And, uh, couple of housekeeping items before we get started.

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Uh, as you know, everybody's on mute,

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but, uh, everybody has a keyboard.

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Feel free to type your questions

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and comments in to our presenters.

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They will get to them, uh,

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and they will probably take 'em as we go.

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So, uh, if you got a question, uh, type it in

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and we will find it and do that.

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As always, uh, we record these, so, uh,

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we will have this on our website, um, later in the week.

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And you can have people over.

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It's a fun date night to have everybody over

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to watch a nationwide training video.

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So it's a lot of fun. Um, anyway, uh, we love Nationwide.

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Uh, they do a couple of things that are very unique.

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They are not only a great partner for long-term care, uh,

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but also a great partner for life insurance.

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And they are really best in class in both.

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They are, I be, I'm sure Alyssa's gonna say

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that they are the leading seller of long-term care, uh,

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in the market right now.

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And, uh, uh, Cody will probably say that they're, uh, one

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of the top, uh, carriers, uh, sellers

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of IUL in the space as well.

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So, uh, we're delighted to work with them.

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And, uh, Cody and Alyssa have been great

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partners for us as well.

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And they're both here in Texas, so, uh,

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if you wanna reach out to them, you don't have

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to worry about time zone.

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So it's, it's really cool.

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Uh, with that, uh, Cody Anderson

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and Alyssa De La Cruz, uh, are our nationwide partners

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and our guests, uh, today.

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And, uh, with that I'm gonna, uh,

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introduce Alyssa. Morning. Alyssa.

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Good morning, Chris. Good morning everyone.

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Thank you everyone for hopping on this morning.

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I don't know if you need to use this

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for a date night activity,

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but you know, if you want to, I,

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I totally understand Valentine's coming up, so I,

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I'm sure everyone would love to learn about long-term care.

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Um, but with that being said, we wanted to share what's kind

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of new and what's happening at Nationwide.

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And one of those new

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and exciting things for us is

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building out our long-term care suite.

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Hopefully you've seen

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and felt that this is a passion of nationwide.

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We really wanna continue

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to offer you options when it comes to long-term care.

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And this is a product that came out in October,

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so really new, uh,

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but it was really came out

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of feedback we've gotten from partners like yourselves

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and advisors of what they're looking for,

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which is sometimes our clients would love long-term care,

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but maybe there's a health concern that they're not able

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to qualify because of the life insurance component

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that's tied to these products.

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So that might be something

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that is a knockout sometimes their age.

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'cause we don't go all the way to age 80 on this,

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these products, typically that was a concern.

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And then the big, another big one is clients that have a lot

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of assets and annuities,

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but really nothing else in the sense of, I don't really have

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a life insurance policy that a 10 35

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or I don't really have a lot of disposable extra income

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to provide for a policy.

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So a lot of different avenues.

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This is really where this product came out from, uh, a space

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where there wasn't a lot of carriers in this annuity space

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to offer, uh, our partners and their clients.

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And that's really where this came from.

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So it's our third iteration of a product we have, well, one,

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we have the life and LTC Rider.

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That's really where we started, uh, in 1998.

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And then in 2013, we came out with Care Matters,

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the individual policy.

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Uh, in 2023, we came out with the joint product

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to combine lives because that was another big ask for us.

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And this is kind of that third iteration

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of continue to broaden it.

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Um, so I'm just gonna go over some of those opportunities.

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A lot of this is gonna look similar to

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what you already know from Nationwide.

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We wanted to make that a consistent story

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and not change up what you're, what you see out there.

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We just wanna just add our own spin to it

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and make sure the things that you love about our products,

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the guarantees, the cash indemnity are still there.

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So with that being said, I'll skip here.

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Um, when you're planning for long-term care is

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kind of a, a big one.

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Um, why would you do this?

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What can it really cover for you if this is

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your first time looking at us?

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It really provides extra income

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for this event in somebody's life.

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We plan for retirement, we plan for a lot of aspects.

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A lot of times we're not planning for long-term care.

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We clients may have a misconception of maybe, um,

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Medicare's gonna come into play Medicaid.

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Something to that degree is gonna happen.

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Um, it, it could be a, a situation,

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but sometimes we need that extra income in that situation.

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And also we want clients.

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Clients could also wanna stay at home

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and that could add another aspect of this

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that could be difficult.

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We know most Americans want to stay in their home

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for as long as possible.

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So with that being said, how do we provide an income

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and a policy that allows them to do that

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and gives them that most flexibility

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and keep their current lifestyle without having to know that

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I've planned for retirement

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and now all this is going to, all

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that I've planned is now going to just trying

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to maintain those costs.

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Being able to provide a different income stream

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for this event can make a big difference in

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somebody's, uh, planning.

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Um, and it allows any kind of loved ones as well.

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If you're looking, you might wanna consider that as well

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as do I want my loved ones to step in?

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If that's possible. Could I pay them to provide care?

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Maybe somebody in my community.

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That's a big one I hear a lot of the times is I know

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for my own personal, uh, story

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and that's no different than anybody else.

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When my grandmother needed extra care, it was, uh,

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finding somebody in the community.

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It wasn't necessarily a licensed home giver.

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She tried that route, it didn't work for her,

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but she found somebody that this is what they've done,

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they've taken care of their own loved ones

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and now this is what they kind of do for a living.

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Um, and that was a better route for her in that situation.

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And then, um, obviously preserving income

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and assets for somebody as well as a big deal

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of why you might wanna plan for long-term care.

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And this is typically where people may think long-term care

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is gonna come up and maybe some combination,

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but it's not gonna cover all of it.

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In most cases it's just covering the first a hundred days.

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If you can even get to those a hundred days, if you've gone

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through this experience, you know how quickly, uh, a lot

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of these services are trying to get you out of, uh,

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the hospital or out of, um, rehabs or whatever it may be

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because they're not designed

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for long-term care in that situation.

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And generally don't cover the assisted living facilities,

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your home healthcare costs or adult daycare services.

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So also educating our, our, uh, clients on

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that is a big deal as well

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because they may not, they may have a misconception

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or not realize that if they have not gone through

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that experience, that um, if you're gonna need care for two,

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three years, four years, whatever it may be, um,

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that's usually gonna come outta your own pocket if you don't

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have a plan in place or assets in place for it.

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So why you might choose

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maybe a linked benefit solution is it offers guarantees.

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Um, so what we do here at Nationwides,

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we usually combine our products

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with something whether it's life

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and in this case annuity so

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that we can guarantee the premiums,

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guarantee the LTC benefits

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and if there's a, some form of a death benefit.

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So in this case your annuity

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assets that we'll be talking about.

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But if we had life, that would be the same situation,

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is making sure that if you didn't use it for that event,

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there's still something passing on to that family member,

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um, that it's not a use it or lose it situation.

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And then the biggest thing is that immediate leverage,

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even if you can say you're gonna invest

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or say, Hey, I'm still working towards that,

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you get immediate leverage day one.

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If something happens today, tomorrow, in a year,

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you've already got that immediate leverage, um, that growth

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that you might not, if I started saving now

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and said, Hey, I'm gonna put a thousand dollars, you know,

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a month away for long-term care,

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that's still a thousand dollars tomorrow.

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Whereas today maybe that's 500,000

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that I'm gonna get immediate leverage from

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and things happen quickly, uh, life changes, uh, very fast.

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We had actually a client

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that literally put the policy in force

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and uh, the next day found out she had cancer.

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Uh, it wasn't something she realized she had just gone

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to some regular visits, um, and just wasn't filling.

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Uh, just wanted to feeling super well sure

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you got her policy enforced.

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Um, and then they came back

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and said, Hey, uh, you have cancer.

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Um, they called us and we're like, Hey,

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is this still, uh, policy enforced?

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We didn't realize that yes, everything was still enforced,

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but that's how quickly things can change.

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Um, and she was very grateful to put that policy in force.

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Whether she'll meet it, um, is unknown, it just kind

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of depends on how

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aggressive that cancer is gonna be for her.

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But she could use her policy if she needed.

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She wasn't anticipating using it day one,

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but it may be something that she may need to use.

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So I'll take a closer look at the annuity just

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so you can get an idea of what the product is.

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But if you've looked at care matters, you're gonna see a lot

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of similarities that you are already used to.

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You're gonna see that simplicity.

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You're going to know exactly what

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that client's gonna get immediately.

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The guarantees, the flexibility, all of

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that's still gonna be the same.

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It's just now we've added another chassis here in case one,

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we need this product to go to 80, which this product does.

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They were uninsurable on the life side

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of it on the care matter side,

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or they have annuity assets

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that they were wanting to reposition.

251
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You're still gonna have some tax advantages there in the

252
00:10:25.385 --> 00:10:26.545
sense of a big one

253
00:10:26.545 --> 00:10:29.905
for annuities is why would I move my annuity dollars here?

254
00:10:30.375 --> 00:10:31.425
Well, you might move it

255
00:10:31.425 --> 00:10:34.945
because you are going to pay taxes when you annuitize that

256
00:10:34.945 --> 00:10:36.185
or any distribution on that.

257
00:10:36.215 --> 00:10:38.705
I've seen a lot of those where it's done its job, it's grown

258
00:10:38.705 --> 00:10:39.945
and it's grown, which is great.

259
00:10:40.415 --> 00:10:42.985
They didn't have a long-term care plan By being able

260
00:10:42.985 --> 00:10:44.625
to take some of that, maybe it's all of it

261
00:10:44.625 --> 00:10:47.145
or a sliver of it, they're able to say, Hey,

262
00:10:47.345 --> 00:10:50.465
I'm gonna put a hundred thousand, 200,000 into this.

263
00:10:50.645 --> 00:10:52.825
But any growth that I get for the long-term care

264
00:10:53.325 --> 00:10:55.425
that's tax free if it pays for long-term care.

265
00:10:55.885 --> 00:10:56.905
Now if I pass away

266
00:10:56.965 --> 00:10:59.305
and I didn't use it, then yes, I'm still responsible

267
00:10:59.305 --> 00:11:02.785
for the taxes because it was still an an annuity in those.

268
00:11:02.825 --> 00:11:04.745
I never paid taxes on that aspect of it.

269
00:11:05.405 --> 00:11:08.545
But if I did have a long-term care event, that growth,

270
00:11:08.545 --> 00:11:10.145
that immediate leverage that I get on this

271
00:11:10.145 --> 00:11:11.225
product is tax free.

272
00:11:11.225 --> 00:11:12.345
If it pays for long-term care

273
00:11:12.885 --> 00:11:15.185
and a much more simplified underwriting process.

274
00:11:15.425 --> 00:11:18.185
I know it's already a lot simplified with care matters.

275
00:11:18.415 --> 00:11:20.505
This, you're gonna be able to know from the application if

276
00:11:20.505 --> 00:11:22.105
you've got a good shot of getting into this product.

277
00:11:22.485 --> 00:11:25.185
Our goal is to get about a 95% approval,

278
00:11:25.555 --> 00:11:28.025
which we're pretty much there, uh, currently,

279
00:11:28.845 --> 00:11:30.105
uh, in that situation.

280
00:11:30.565 --> 00:11:32.465
And then, um, you're gonna get either double

281
00:11:32.525 --> 00:11:34.585
or triple your contract value.

282
00:11:34.765 --> 00:11:36.585
So this is gonna be really good in those scenarios.

283
00:11:36.645 --> 00:11:38.505
Now, if you're still insurable, um,

284
00:11:38.505 --> 00:11:39.985
and you're kind of weighing both of these options,

285
00:11:40.135 --> 00:11:41.985
care matters is still the route to go.

286
00:11:42.105 --> 00:11:44.025
'cause you might get anywhere from five

287
00:11:44.025 --> 00:11:47.705
to seven times leverage depending on the client's age, um,

288
00:11:48.285 --> 00:11:50.025
and health, those things of that matter.

289
00:11:50.405 --> 00:11:53.325
But in this case, if I knew I wasn't gonna fall into

290
00:11:53.325 --> 00:11:55.525
that bucket, I know I'm getting at least double

291
00:11:55.525 --> 00:11:56.725
or triple that value.

292
00:11:58.465 --> 00:11:59.525
So this is how it's gonna work.

293
00:11:59.525 --> 00:12:00.525
Similar to what you're used to.

294
00:12:00.525 --> 00:12:02.325
You put in, let's say that lump sum,

295
00:12:02.325 --> 00:12:04.125
this is gonna be a single premium policy.

296
00:12:04.825 --> 00:12:06.765
Uh, you can, and I'll show you the minimums here,

297
00:12:06.765 --> 00:12:08.565
but in this example we did a hundred thousand,

298
00:12:08.625 --> 00:12:09.885
you put in a hundred thousand.

299
00:12:10.635 --> 00:12:11.965
It's going to either get you two

300
00:12:12.105 --> 00:12:14.645
or three times leverage based on some

301
00:12:14.645 --> 00:12:15.925
of your underwriting questions.

302
00:12:16.505 --> 00:12:20.125
So day one, I can get $200,000 for long-term care

303
00:12:20.185 --> 00:12:22.205
or $300,000 for long-term care.

304
00:12:22.895 --> 00:12:24.285
Again, this is all guaranteed.

305
00:12:24.285 --> 00:12:25.965
So you're gonna know relatively quickly

306
00:12:25.965 --> 00:12:27.605
what you have accessible to you.

307
00:12:29.475 --> 00:12:32.855
Uh, it does allow for that 10, 10 35 tax free exchange.

308
00:12:33.075 --> 00:12:35.015
It has to be non-qualified dollars.

309
00:12:35.115 --> 00:12:37.735
So we cannot take qualified dollars. So that's a big one.

310
00:12:37.775 --> 00:12:40.495
I like to, to keep in mind, I did mention

311
00:12:40.605 --> 00:12:43.615
that your benefits are still tax free for that growth, um,

312
00:12:43.635 --> 00:12:45.855
and tax deferred growth on that contract value.

313
00:12:46.635 --> 00:12:50.535
Uh, Alyssa? Yes. Oh my apologies. Are you No.

314
00:12:50.835 --> 00:12:55.055
Are you sharing your screen or is that coming later?

315
00:12:56.035 --> 00:12:59.215
Or can Chris, you see, you see the screen? Yeah, I,

316
00:12:59.335 --> 00:13:01.135
I we can see it Good.

317
00:13:01.285 --> 00:13:04.445
Okay, got it. I may not be able to see that. My apologies.

318
00:13:05.155 --> 00:13:07.165
Okay. No, I'm glad 'cause that would've been made,

319
00:13:07.235 --> 00:13:08.645
made it pretty far with no slides.

320
00:13:10.065 --> 00:13:13.165
But thank you. If it changed, I'll reshare it again for you,

321
00:13:13.165 --> 00:13:14.925
Cody, when it's your turn, maybe something

322
00:13:14.945 --> 00:13:16.125
we lost a connection with you.

323
00:13:19.165 --> 00:13:21.845
Okay. So I'll share here.

324
00:13:22.985 --> 00:13:26.935
So we can't see the slides, correct? Yes. Good.

325
00:13:26.935 --> 00:13:30.135
Okay, perfect. So here's your more simplified look at it

326
00:13:30.135 --> 00:13:31.175
in some of those questions.

327
00:13:31.635 --> 00:13:33.815
So you're gonna have five knockout

328
00:13:34.055 --> 00:13:35.175
questions, hopefully you can cut.

329
00:13:35.295 --> 00:13:38.805
I wonder if we can zoom in a little. Let's see.

330
00:13:39.345 --> 00:13:41.365
Uh oh, I don't have the magnifying maybe.

331
00:13:43.685 --> 00:13:46.175
Okay, so this will give you an idea of what that look like.

332
00:13:46.645 --> 00:13:48.535
Here you get five questions

333
00:13:49.885 --> 00:13:51.265
and this is in your applications.

334
00:13:51.405 --> 00:13:53.385
We can also send this as a side piece if you

335
00:13:53.385 --> 00:13:54.545
don't wanna look at the application.

336
00:13:54.765 --> 00:13:56.025
But we're gonna know right away

337
00:13:56.025 --> 00:13:58.825
and it will tell you how you can get into

338
00:13:58.845 --> 00:14:00.025
and you're gonna look in here and be like,

339
00:14:00.025 --> 00:14:01.065
okay, that makes a lot of sense.

340
00:14:01.165 --> 00:14:04.105
So like your first one is, are you already receiving adult,

341
00:14:04.405 --> 00:14:07.265
uh, daycare services, home healthcare services?

342
00:14:07.725 --> 00:14:09.945
So if you answer yes to any of these first five,

343
00:14:10.335 --> 00:14:11.665
it's gonna tell you don't move on.

344
00:14:11.695 --> 00:14:14.385
It's a no and it's very black or white in this situation.

345
00:14:14.385 --> 00:14:17.585
If this is at all a yes on any of these, um,

346
00:14:18.215 --> 00:14:19.305
it's still gonna be a no.

347
00:14:19.365 --> 00:14:21.185
Or you have to have at least waited

348
00:14:22.015 --> 00:14:24.345
certain timeframes if it falls within the timeframe.

349
00:14:24.725 --> 00:14:27.385
Uh, look here. So one,

350
00:14:27.445 --> 00:14:29.545
I'm not already receiving potentially long-term care

351
00:14:29.785 --> 00:14:30.905
services in question one.

352
00:14:31.045 --> 00:14:33.585
Number two, in the past five years.

353
00:14:33.925 --> 00:14:36.425
So we had somebody that had like a hip replacement

354
00:14:36.685 --> 00:14:40.585
and had to use a, uh, walker for just a little bit of time,

355
00:14:40.585 --> 00:14:41.865
but that was in the last five years.

356
00:14:41.885 --> 00:14:43.745
So because that's still a yes.

357
00:14:43.845 --> 00:14:45.705
And even though they're walking in, normally

358
00:14:46.605 --> 00:14:48.425
that's in the past five years, that was a yes.

359
00:14:48.445 --> 00:14:50.705
So that's gonna be a no, she cannot apply until

360
00:14:50.705 --> 00:14:53.245
that five year period is up in that situation.

361
00:14:53.245 --> 00:14:54.645
But you're gonna see we're looking

362
00:14:54.645 --> 00:14:56.485
for some big concerns here.

363
00:14:56.745 --> 00:14:58.765
And this is taking on a lot more risk than

364
00:14:59.345 --> 00:15:00.725
the, uh, life side.

365
00:15:00.915 --> 00:15:02.725
This would automatically be nos for

366
00:15:02.745 --> 00:15:04.405
or you'd be out in this situation.

367
00:15:04.405 --> 00:15:06.725
But as long as, hey, I could have used oxygen,

368
00:15:06.805 --> 00:15:08.925
I could have used these things in the last in 10 years,

369
00:15:09.025 --> 00:15:10.405
but not in the last five years.

370
00:15:11.065 --> 00:15:14.005
Um, you can use a cane, just not a multi-pronged cane.

371
00:15:14.345 --> 00:15:15.565
So those are things to keep in mind.

372
00:15:15.565 --> 00:15:18.565
So I could be using a cane today, but I would still qualify

373
00:15:18.925 --> 00:15:20.005
'cause it's not a mon um,

374
00:15:20.035 --> 00:15:22.245
multi-pronged cane in the situation.

375
00:15:22.265 --> 00:15:24.005
Number three is your ADLs.

376
00:15:24.005 --> 00:15:25.485
This is how you get on long-term care.

377
00:15:26.105 --> 00:15:30.005
So are they already having issues with, uh, being able

378
00:15:30.005 --> 00:15:32.285
to feed themselves, use the bathroom, get out of bed,

379
00:15:32.335 --> 00:15:34.125
dress themselves, take medication.

380
00:15:34.225 --> 00:15:37.325
So if any of that's a yes, then that's a a,

381
00:15:37.405 --> 00:15:38.485
a knockout question here.

382
00:15:39.265 --> 00:15:41.765
Number four, you're looking at some big, um,

383
00:15:41.765 --> 00:15:43.205
health concerns in the last five years.

384
00:15:43.225 --> 00:15:46.365
So Parkinson's, um, back surgery.

385
00:15:46.465 --> 00:15:48.325
So it's not that you couldn't have had back surgery,

386
00:15:48.425 --> 00:15:49.805
but if it was in the last five years

387
00:15:49.805 --> 00:15:51.325
and you were still dealing with any

388
00:15:51.325 --> 00:15:53.325
of these situations, then it's a no.

389
00:15:54.185 --> 00:15:57.045
And then five would be, are you, have you been advised

390
00:15:57.065 --> 00:15:59.445
to be, you need to be potentially doing a surgery.

391
00:15:59.515 --> 00:16:02.845
Like I've had people that delay knee surgery or hip surgery

392
00:16:02.845 --> 00:16:04.805
because they're just kind of waiting to see if it gets worse

393
00:16:04.985 --> 00:16:06.845
but it's being recommended, then

394
00:16:06.845 --> 00:16:08.445
that's still gonna be a knockout.

395
00:16:09.065 --> 00:16:10.805
So it'll say, here, stop here.

396
00:16:11.265 --> 00:16:13.045
Any of these five questions are a yes.

397
00:16:13.045 --> 00:16:14.605
You're ineligible for coverage.

398
00:16:15.025 --> 00:16:16.405
So you'll know right then and there.

399
00:16:16.425 --> 00:16:17.885
So that's a big thing to put there.

400
00:16:18.465 --> 00:16:22.485
Now if those are all nos, number six is how we're gonna get

401
00:16:22.485 --> 00:16:24.925
that coverage, uh, what's gonna be

402
00:16:24.925 --> 00:16:26.165
that two or three times leverage.

403
00:16:26.165 --> 00:16:28.925
You could still technically be declined if I've got multiple

404
00:16:28.945 --> 00:16:33.805
in the six section, but um, generally if I've got one

405
00:16:33.805 --> 00:16:35.005
or two, you're pretty good.

406
00:16:35.265 --> 00:16:36.965
But you can always still prescreen these.

407
00:16:37.025 --> 00:16:39.605
So six is gonna help me determine am I getting two

408
00:16:39.625 --> 00:16:43.165
or three times leverage, um, in that situation.

409
00:16:43.225 --> 00:16:46.445
So, um, I could still have diabetes,

410
00:16:46.645 --> 00:16:49.565
I could still have had heart disease, I could still, um,

411
00:16:49.715 --> 00:16:51.005
bipolar is a big one.

412
00:16:51.005 --> 00:16:53.805
That's usually an automatic decline on the individual

413
00:16:53.845 --> 00:16:55.765
products that have the life component.

414
00:16:55.985 --> 00:16:58.725
You could have that here. In this situation we've had people

415
00:16:58.725 --> 00:17:00.925
that currently have cancer

416
00:17:01.465 --> 00:17:03.845
and getting treatment that can still have still,

417
00:17:03.905 --> 00:17:05.285
we placed coverage for them.

418
00:17:05.705 --> 00:17:08.405
So this gives a lot of room for a lot of clients.

419
00:17:08.515 --> 00:17:10.525
It's just a matter of like how many do I have?

420
00:17:11.025 --> 00:17:12.445
Um, if I have like six of these,

421
00:17:12.445 --> 00:17:13.565
this is probably gonna be a decline.

422
00:17:13.565 --> 00:17:16.445
But if I've had one or two, I'm still in good shape

423
00:17:16.445 --> 00:17:18.725
to get potentially a preferred risk class,

424
00:17:18.725 --> 00:17:20.685
which is the three times leverage.

425
00:17:21.345 --> 00:17:24.725
So I'm gonna see if I can skip that. Perfect. There you go.

426
00:17:25.145 --> 00:17:27.125
Um, there will be a cognitive screen.

427
00:17:27.875 --> 00:17:31.445
This will be on this particular product, 70 and older

428
00:17:31.665 --> 00:17:33.045
and it will be over the phone.

429
00:17:33.225 --> 00:17:36.005
We do have where you can do it digitally on the life side

430
00:17:36.865 --> 00:17:39.445
of the care matters and that's 60 and older.

431
00:17:40.145 --> 00:17:42.365
But uh, in this product we'll only do it at 70,

432
00:17:42.505 --> 00:17:43.925
but it will have to be over the phone.

433
00:17:44.225 --> 00:17:45.605
And then if you're still unsure

434
00:17:45.605 --> 00:17:46.925
and you want to pre-screen it,

435
00:17:46.955 --> 00:17:48.845
it's still the same pre-screen team.

436
00:17:49.145 --> 00:17:50.485
Our underwriters look at that email

437
00:17:50.505 --> 00:17:53.005
and will tell you, yes, we think that's a good case

438
00:17:53.025 --> 00:17:54.125
or no, don't apply.

439
00:17:54.515 --> 00:17:56.925
They will still let you know if you're still unsure

440
00:17:56.985 --> 00:17:59.965
or like they've got multiple of these will this va no,

441
00:17:59.985 --> 00:18:02.245
in the situation you could do that as well.

442
00:18:03.335 --> 00:18:05.475
Hey Alyssa, um, I'm gonna stop you real quick.

443
00:18:05.525 --> 00:18:06.955
There is a question on here.

444
00:18:07.415 --> 00:18:10.635
Yes, if they're asking, um, other than funding, uh,

445
00:18:10.805 --> 00:18:14.075
other than the funding mechanism, are the product features

446
00:18:14.075 --> 00:18:17.995
and underwriting criteria identical for both the annuity

447
00:18:18.095 --> 00:18:20.715
and UL long-term care products?

448
00:18:21.985 --> 00:18:25.725
So they're different in the sense that, um, more

449
00:18:25.725 --> 00:18:29.005
of the life, so care matters the individual, the joint

450
00:18:29.105 --> 00:18:31.045
or the LTC writer are a little bit more

451
00:18:31.045 --> 00:18:32.565
similar in that regards.

452
00:18:33.035 --> 00:18:34.765
This product takes on much more risk.

453
00:18:34.765 --> 00:18:35.805
This is your underwriting.

454
00:18:36.315 --> 00:18:38.525
Like I could tell you if you had,

455
00:18:38.935 --> 00:18:40.245
let's say you were taking insulin

456
00:18:40.245 --> 00:18:42.365
and had diabetes, that's a no on the pretty

457
00:18:42.365 --> 00:18:43.405
much the other products.

458
00:18:43.865 --> 00:18:46.165
And that's situation here. This is a yes.

459
00:18:46.185 --> 00:18:47.925
So this takes on far more risk.

460
00:18:47.925 --> 00:18:49.765
You're gonna see right here, this is your underwriting,

461
00:18:49.795 --> 00:18:50.965
this is all we're looking for.

462
00:18:50.965 --> 00:18:52.685
Where the other ones, there's a lot more

463
00:18:52.685 --> 00:18:55.485
of like if you've had a cancer history, we're looking

464
00:18:55.505 --> 00:18:57.165
to see the grade, the stage,

465
00:18:57.225 --> 00:18:59.205
how long it's been since you've had that cancer.

466
00:18:59.985 --> 00:19:01.245
Um, so it's a little bit different.

467
00:19:01.315 --> 00:19:03.005
This one takes on a lot more risk.

468
00:19:03.005 --> 00:19:04.165
So it is a little bit different.

469
00:19:04.665 --> 00:19:06.725
Um, but we can look at all three options.

470
00:19:06.725 --> 00:19:08.645
So if you're like, I don't know where to place this client

471
00:19:08.645 --> 00:19:10.365
and you wanna give that history,

472
00:19:10.365 --> 00:19:12.045
we'll pre-screen it and they'll tell you yes.

473
00:19:12.505 --> 00:19:14.085
You just let them know the products you're looking for.

474
00:19:14.105 --> 00:19:15.845
Say, Hey, I'm looking for care matters.

475
00:19:16.145 --> 00:19:18.325
And, and if not, does the annuity qualify?

476
00:19:18.325 --> 00:19:19.685
They'll look at both and say, yep.

477
00:19:20.305 --> 00:19:23.125
Um, they qualify for all of the products.

478
00:19:23.385 --> 00:19:24.725
So if they can get in through care matters,

479
00:19:24.755 --> 00:19:26.005
they they'll be able to get into the

480
00:19:26.005 --> 00:19:27.445
annuity in the situation.

481
00:19:27.745 --> 00:19:29.925
But vice versa, if they're like, no, you can't get in

482
00:19:29.925 --> 00:19:31.925
through care matters, but the annuity's,

483
00:19:31.925 --> 00:19:32.965
uh, an option for you.

484
00:19:34.115 --> 00:19:35.655
So Alyssa, we get this a lot.

485
00:19:35.875 --> 00:19:38.495
Um mm-hmm that, you know, if they go down the road

486
00:19:38.685 --> 00:19:41.855
with the care matters live mm-hmm.

487
00:19:41.955 --> 00:19:44.295
And find out there is something going on.

488
00:19:44.875 --> 00:19:48.855
Uh, it's a, you know, I know there's other, another carrier

489
00:19:48.885 --> 00:19:51.775
that does this, but they're not allowed necessarily

490
00:19:51.875 --> 00:19:53.055
to go into the annuity.

491
00:19:53.075 --> 00:19:56.015
But with nationwide you can pivot right over

492
00:19:56.245 --> 00:19:57.615
into the annuity. Yes,

493
00:19:58.275 --> 00:19:59.275
Yes. So good

494
00:19:59.275 --> 00:20:00.295
point. Yes.

495
00:20:00.565 --> 00:20:01.935
That is a big uh, factor

496
00:20:01.995 --> 00:20:04.455
for us here since we anticipated it.

497
00:20:04.455 --> 00:20:05.775
Being able to place somebody

498
00:20:05.775 --> 00:20:07.295
that didn't get through care matters.

499
00:20:07.915 --> 00:20:09.095
We do allow declines.

500
00:20:09.275 --> 00:20:10.935
So if you've been declined with another carrier,

501
00:20:11.035 --> 00:20:13.775
you've declined with us, we will still look at this case.

502
00:20:13.955 --> 00:20:15.415
Um, you still have the same criteria,

503
00:20:15.415 --> 00:20:16.415
it's nothing different.

504
00:20:16.875 --> 00:20:19.535
So you're right, there are other carriers in the annuity

505
00:20:19.535 --> 00:20:21.455
space, if you've been declined elsewhere, they'll say, no,

506
00:20:21.455 --> 00:20:22.775
you can't go into the annuity product.

507
00:20:23.355 --> 00:20:24.655
We do not have that limitation.

508
00:20:25.665 --> 00:20:26.765
That's great. And,

509
00:20:26.825 --> 00:20:28.885
and one other question that's come up a lot.

510
00:20:29.025 --> 00:20:32.725
You know, when your gatekeeper question asks about treatment

511
00:20:32.935 --> 00:20:35.765
there, Uhhuh, um, we had one recently

512
00:20:35.865 --> 00:20:39.845
and they were, the doctor told him, uh, that he needed

513
00:20:39.845 --> 00:20:41.165
to have a colonoscopy.

514
00:20:41.525 --> 00:20:45.685
I mean just routine. Would that be, uh, a knockout?

515
00:20:45.865 --> 00:20:49.845
So he would need to have that, uh, or, or not. He

516
00:20:49.845 --> 00:20:51.565
Would just need to have had that.

517
00:20:51.665 --> 00:20:53.925
So if it was recommended that hey, I'm supposed

518
00:20:53.925 --> 00:20:54.965
to be doing something

519
00:20:55.225 --> 00:20:58.245
and I haven't done it, then yes, okay, you want to go get,

520
00:20:58.275 --> 00:21:00.125
it's not that you, the colonoscopies is a

521
00:21:00.125 --> 00:21:01.365
knockout, it's, hey, you have not done that.

522
00:21:01.365 --> 00:21:03.365
And assuming everything comes back normal

523
00:21:03.585 --> 00:21:05.365
and it does not knock you out somewhere else

524
00:21:05.395 --> 00:21:06.685
here, then that's fine.

525
00:21:07.685 --> 00:21:10.145
So if my doctor tells me that I need to lose weight,

526
00:21:10.445 --> 00:21:12.625
that's not a treatment that I need to worry about.

527
00:21:12.905 --> 00:21:15.105
I could still do this even if I'm not with

528
00:21:15.245 --> 00:21:16.385
Yes, you could still do that.

529
00:21:16.665 --> 00:21:19.675
Assuming yes. Yeah, but okay. Yeah, thanks.

530
00:21:20.505 --> 00:21:21.995
Good, good question. But yeah,

531
00:21:22.095 --> 00:21:24.355
you should be fine there in, in this case.

532
00:21:24.615 --> 00:21:26.915
But yeah, that's, that's a good point.

533
00:21:26.915 --> 00:21:29.755
Something like that that could reveal something from

534
00:21:29.755 --> 00:21:32.955
that colonoscopy, um, that you do need to have treatment

535
00:21:32.955 --> 00:21:35.275
or surgery that could lead to you.

536
00:21:35.275 --> 00:21:37.915
You've gotta wait because you've got to have um,

537
00:21:38.105 --> 00:21:41.075
certain things or you're gonna, maybe it leads to one

538
00:21:41.075 --> 00:21:43.035
of these other questions being a yes,

539
00:21:43.935 --> 00:21:44.935
Thanks.

540
00:21:47.595 --> 00:21:49.495
The other thing is that we do here,

541
00:21:49.495 --> 00:21:50.615
everything's guaranteed.

542
00:21:50.915 --> 00:21:54.295
So I know in this space I think there's only one other

543
00:21:54.295 --> 00:21:56.615
carrier that does offer some guarantees,

544
00:21:56.875 --> 00:21:58.655
but outside of that, there is a

545
00:21:59.015 --> 00:22:00.055
guaranteed and a current rate.

546
00:22:00.715 --> 00:22:02.375
We wanted to keep true to the story.

547
00:22:02.395 --> 00:22:05.015
At Nationwide, you are used to guarantees

548
00:22:05.015 --> 00:22:06.975
and knowing exactly what that benefit's gonna be.

549
00:22:07.085 --> 00:22:09.535
What if they passed away, what that's gonna look like.

550
00:22:09.595 --> 00:22:10.695
That's the same thing we wanted

551
00:22:10.695 --> 00:22:11.895
to hold true here on this product.

552
00:22:12.345 --> 00:22:14.015
Everything is locked in from

553
00:22:14.015 --> 00:22:15.535
that illustration is guaranteed.

554
00:22:15.645 --> 00:22:17.215
It's, you are not dealing with current or

555
00:22:17.795 --> 00:22:19.295
and guaranteed rates, you're just looking

556
00:22:19.315 --> 00:22:20.335
at guaranteed value.

557
00:22:20.755 --> 00:22:23.535
So one, your principal protection, it is never gonna,

558
00:22:23.535 --> 00:22:25.615
your contract value is never gonna be less

559
00:22:26.165 --> 00:22:29.895
than your initial investment guaranteed LTC benefits.

560
00:22:29.895 --> 00:22:31.295
So you know exactly what it's gonna be.

561
00:22:31.355 --> 00:22:33.655
We have a three uh, percent crediting rate

562
00:22:33.765 --> 00:22:35.135
that is guaranteed and locked in.

563
00:22:35.135 --> 00:22:37.495
So you know exactly what those benefits are gonna be today,

564
00:22:38.055 --> 00:22:39.695
tomorrow, 20 years from now,

565
00:22:40.165 --> 00:22:43.575
your death benefit is gonna be whatever in this situation is

566
00:22:43.575 --> 00:22:47.575
your um, your account value, your contract value.

567
00:22:47.675 --> 00:22:49.735
So that's what that's gonna look like on the annuity.

568
00:22:50.515 --> 00:22:51.855
So you'll be able to see there and say

569
00:22:51.855 --> 00:22:53.415
and that to does also go up.

570
00:22:53.415 --> 00:22:55.455
So you'll be able to look and say, hey, they passed away.

571
00:22:55.455 --> 00:22:57.215
This is what they would receive as a death benefit.

572
00:22:59.145 --> 00:23:00.295
Still cash indemnity.

573
00:23:00.515 --> 00:23:02.575
So everything's still cash indemnity that you're used to.

574
00:23:02.635 --> 00:23:04.455
You're not, you can pay for informal care.

575
00:23:04.455 --> 00:23:05.815
You don't have to submit receipts.

576
00:23:06.235 --> 00:23:08.455
So that is gonna be a difference, especially in this,

577
00:23:08.715 --> 00:23:10.015
in this space who's out there?

578
00:23:10.155 --> 00:23:11.655
Um, most are reimbursement.

579
00:23:11.655 --> 00:23:14.775
Again, there's only one that is offers cash indemnity,

580
00:23:14.775 --> 00:23:18.015
but there are relatively smaller, smaller uh,

581
00:23:18.015 --> 00:23:19.015
company in this space.

582
00:23:19.475 --> 00:23:21.455
And then you are also dealing with potentially daily

583
00:23:21.895 --> 00:23:23.935
reimbursement, which can also impact

584
00:23:23.955 --> 00:23:25.095
how those benefits are paid.

585
00:23:25.195 --> 00:23:26.255
You're not dealing with any

586
00:23:26.255 --> 00:23:29.095
of those hopefully gotcha moments in the other products.

587
00:23:29.095 --> 00:23:30.375
You know exactly what you're used

588
00:23:30.375 --> 00:23:31.575
to from Nationwide it's the same.

589
00:23:31.575 --> 00:23:35.735
Here it is, you get your $3,000 a month, whatever it is

590
00:23:35.735 --> 00:23:39.475
that is locked in, it's guaranteed you choose the kind

591
00:23:39.475 --> 00:23:42.755
of care you receive, your assets still remain uh, liquid.

592
00:23:42.755 --> 00:23:45.195
If you need to walk away, you're not dealing with paperwork.

593
00:23:45.825 --> 00:23:48.005
And the other plus to this product is if you're dealing

594
00:23:48.005 --> 00:23:49.005
with international clients

595
00:23:49.065 --> 00:23:50.965
or clients that are going to leave the country

596
00:23:51.985 --> 00:23:54.925
for retirement potentially where it was only

597
00:23:54.925 --> 00:23:57.725
that you'd get two years on the care matters product,

598
00:23:57.725 --> 00:23:59.405
you get the full a hundred percent of this benefit.

599
00:23:59.465 --> 00:24:02.085
So it can pay internationally, still pays cash indemnity.

600
00:24:02.105 --> 00:24:03.925
So that's another good point that I would like

601
00:24:03.925 --> 00:24:05.645
to point out there on this product.

602
00:24:05.645 --> 00:24:07.845
Everything pays internationally on the annuity.

603
00:24:09.205 --> 00:24:11.945
Uh, the other thing I'll point out here, uh, are the ages.

604
00:24:11.945 --> 00:24:14.705
So we go up to age 80, so it is 40 to 80 on this product.

605
00:24:15.045 --> 00:24:17.345
If you fall into that 75 to 80 range,

606
00:24:17.645 --> 00:24:19.305
you're only getting the two times leverage.

607
00:24:19.525 --> 00:24:23.265
The other thing I will point out here is the,

608
00:24:24.685 --> 00:24:28.065
so for that three times leverage it is 72 months is

609
00:24:28.065 --> 00:24:29.585
how this policy is paying out.

610
00:24:30.245 --> 00:24:33.745
Um, we will offer a joint option on the 26th

611
00:24:34.045 --> 00:24:35.705
so we can get two people on that product.

612
00:24:35.725 --> 00:24:38.545
And you're just sharing those benefits if they

613
00:24:38.685 --> 00:24:40.185
for some reason end up on the standard.

614
00:24:40.185 --> 00:24:41.225
This is a difference.

615
00:24:41.325 --> 00:24:43.625
If you're used to like a global Atlantic product

616
00:24:43.755 --> 00:24:47.345
where sometimes if you ended up on that two times leverage,

617
00:24:47.365 --> 00:24:49.185
now you have to go back and say hey, uh,

618
00:24:49.765 --> 00:24:51.145
you've only got two times leverage

619
00:24:51.145 --> 00:24:52.705
and now I changed your monthly amount

620
00:24:53.125 --> 00:24:55.265
but maybe it was still 72 months or whatever the value is

621
00:24:55.265 --> 00:24:56.505
and that and their contract.

622
00:24:56.765 --> 00:24:57.905
And this case, what we're doing

623
00:24:57.905 --> 00:25:00.545
that's a little bit different is we're just gonna lessen

624
00:25:00.565 --> 00:25:03.345
how, how long it lasts but keeping the same monthly amount.

625
00:25:03.405 --> 00:25:04.625
So if you were told

626
00:25:04.625 --> 00:25:05.665
and had that conversation,

627
00:25:05.685 --> 00:25:09.025
hey it's gonna provide $6,000 a month for 72 months,

628
00:25:09.085 --> 00:25:10.705
but then you end up at that two times leverage,

629
00:25:10.705 --> 00:25:13.505
you can say hey, it's still the $6,000 a month, it's just

630
00:25:13.505 --> 00:25:16.385
for 48 months so you don't have to go back and have to save.

631
00:25:16.385 --> 00:25:18.305
What do we need to add more to get to

632
00:25:18.305 --> 00:25:19.585
that 6,000 we were planning?

633
00:25:19.885 --> 00:25:21.025
You don't have to worry about that.

634
00:25:21.165 --> 00:25:23.465
So that was feedback we received from partners

635
00:25:23.565 --> 00:25:26.745
and we're able to uh, change that to accommodate

636
00:25:26.745 --> 00:25:28.905
because that was something they felt that they struggled

637
00:25:28.905 --> 00:25:30.745
with when it ended up in that situation.

638
00:25:31.605 --> 00:25:33.305
So that will make a big difference there.

639
00:25:34.365 --> 00:25:37.425
Uh, there are some optional benefits like inflation

640
00:25:37.425 --> 00:25:39.225
protection for 5% compound.

641
00:25:39.445 --> 00:25:42.025
Um, we don't expect people to use this one

642
00:25:42.225 --> 00:25:44.185
'cause it does come out of the initial benefit

643
00:25:44.405 --> 00:25:45.425
or your initial investment.

644
00:25:45.645 --> 00:25:49.185
So let's say it costs you $20,000 to have

645
00:25:49.185 --> 00:25:51.265
that 5005% compound.

646
00:25:51.375 --> 00:25:53.665
Well now you're not starting at a hundred to do that.

647
00:25:53.725 --> 00:25:54.985
Two or three times leverage.

648
00:25:55.145 --> 00:25:56.905
You're starting, let's say at 80,000.

649
00:25:57.005 --> 00:25:58.985
So it usually doesn't make a lot of sense

650
00:25:58.985 --> 00:26:00.585
unless the client's relatively young.

651
00:26:01.325 --> 00:26:03.465
Um, but it is there 'cause we have to offer it.

652
00:26:03.605 --> 00:26:05.585
So I just like to point that out.

653
00:26:06.395 --> 00:26:08.565
Your minimum premium is 36,000.

654
00:26:08.585 --> 00:26:10.245
It could be a little bit lower on some states,

655
00:26:10.345 --> 00:26:11.965
but 36,000 is the minimum.

656
00:26:12.315 --> 00:26:13.885
Your max is 400,

657
00:26:14.105 --> 00:26:17.405
but the max will go up to 600,000 for a joint policy.

658
00:26:17.785 --> 00:26:18.925
So just keep that in mind.

659
00:26:19.375 --> 00:26:20.805
Again, it's just single premium

660
00:26:21.865 --> 00:26:24.165
and then the interest credit rate is 3%

661
00:26:24.165 --> 00:26:26.645
and it is guaranteed for the life of the contract.

662
00:26:26.665 --> 00:26:28.565
So that is a big feature, uh,

663
00:26:28.565 --> 00:26:30.205
that is different in this marketplace.

664
00:26:31.325 --> 00:26:33.905
You will have A-C-D-S-C uh, schedule.

665
00:26:34.005 --> 00:26:38.315
So you'll see that here on there. It'll take 10 years here.

666
00:26:38.335 --> 00:26:42.635
So you can see that um, your ADLs is still the same uh, for

667
00:26:42.695 --> 00:26:44.125
how you would qualify for care.

668
00:26:44.425 --> 00:26:45.885
So severe cognitive impairment

669
00:26:45.905 --> 00:26:48.685
or I can't do two of my six A DL ADLs.

670
00:26:48.685 --> 00:26:51.405
So that's the same as any of our LTC solutions.

671
00:26:52.685 --> 00:26:54.265
You still have your elimination period

672
00:26:54.445 --> 00:26:55.625
and it is retroactive.

673
00:26:55.725 --> 00:26:58.265
So once they go on claim it's 90 calendar days

674
00:26:58.265 --> 00:26:59.785
that you're waiting before it pays out.

675
00:27:00.125 --> 00:27:01.185
But then it will go back

676
00:27:01.485 --> 00:27:03.625
and pay back what we missed for those three months.

677
00:27:04.285 --> 00:27:06.705
So in that case, if it was $10,000 a month,

678
00:27:07.085 --> 00:27:09.825
day 91 you're receiving a deposit for 40,000.

679
00:27:10.415 --> 00:27:12.305
Does not matter the kind of care you received.

680
00:27:12.485 --> 00:27:15.225
You don't have to take it but you can if you want to.

681
00:27:15.405 --> 00:27:18.105
Um, and it's just a way to get into your assets quicker, uh,

682
00:27:18.205 --> 00:27:19.225
or your benefits quicker

683
00:27:19.565 --> 00:27:22.625
or kind of already have a nest egg in case something comes

684
00:27:22.625 --> 00:27:23.785
up that gets more expensive.

685
00:27:23.785 --> 00:27:27.345
Like home modifications, a new vehicle, whatever it may be.

686
00:27:29.515 --> 00:27:31.835
A training requirements, uh, is a little bit different.

687
00:27:31.835 --> 00:27:33.555
So if you've sold long-term care, you're used

688
00:27:33.555 --> 00:27:35.875
to number three and four, your state specific training,

689
00:27:36.035 --> 00:27:39.875
LTC training and life and health because this is annuity.

690
00:27:40.135 --> 00:27:41.315
If you haven't done an annuity

691
00:27:41.315 --> 00:27:44.435
before one, you're gonna need your four hour best training

692
00:27:45.015 --> 00:27:46.395
or your suitability training.

693
00:27:46.935 --> 00:27:49.155
And then two specific training for the product,

694
00:27:49.165 --> 00:27:52.475
which you can use RegEd, Kaplan or iCapital.

695
00:27:52.575 --> 00:27:54.835
And um, it's CM annuity is the training

696
00:27:54.835 --> 00:27:56.315
that you would need in that situation.

697
00:27:56.855 --> 00:27:58.555
So if you've done an annuity, this is familiar,

698
00:27:58.855 --> 00:28:00.315
but if you haven't, uh, one

699
00:28:00.315 --> 00:28:01.835
and two is what's gonna be new for you.

700
00:28:03.815 --> 00:28:06.355
So I'm gonna pass it over to Cody if Cody can see.

701
00:28:06.355 --> 00:28:07.755
Can Cody, can you see the screen again?

702
00:28:11.215 --> 00:28:13.435
But I'll see if it, while he's looking at is there any

703
00:28:13.635 --> 00:28:14.995
questions from the group that I may have missed?

704
00:28:15.785 --> 00:28:16.955
There's one question

705
00:28:16.955 --> 00:28:18.795
that says can we get a copy of these slides?

706
00:28:19.995 --> 00:28:22.035
Absolutely, we will definitely send them to you.

707
00:28:23.015 --> 00:28:24.235
Uh, let's see.

708
00:28:24.795 --> 00:28:27.465
I will see if I can give, yeah,

709
00:28:27.535 --> 00:28:28.665
Noko, you got control I think.

710
00:28:29.175 --> 00:28:30.945
Perfect. Thank you Alyssa

711
00:28:31.205 --> 00:28:32.545
and thank you everyone for joining.

712
00:28:33.165 --> 00:28:36.065
Uh, and a special thank you to Chris and Crystal

713
00:28:36.325 --> 00:28:39.105
and the TBI team for having us this morning.

714
00:28:39.425 --> 00:28:42.585
Grateful to be with you all. Um, great job Alyssa.

715
00:28:42.995 --> 00:28:47.665
Let's see if I have, there we go. Um, I can move it forward.

716
00:28:47.805 --> 00:28:49.585
So my portion of the call

717
00:28:49.845 --> 00:28:52.665
and I'm Cody Anderson, the RVP of life

718
00:28:52.925 --> 00:28:54.665
and LTC here in Texas.

719
00:28:54.815 --> 00:28:58.465
Been with Nationwide a little over 11 years, coming up on,

720
00:28:58.525 --> 00:28:59.705
on 12 years here.

721
00:28:59.885 --> 00:29:03.905
And you know, in the last really, uh, 16

722
00:29:04.125 --> 00:29:07.865
to 12 months nationwide has been working very hard

723
00:29:08.005 --> 00:29:10.545
to enhance our current product portfolio

724
00:29:10.725 --> 00:29:13.305
and launch new products like the Care Matters annuity.

725
00:29:13.605 --> 00:29:15.025
Alyssa just went over

726
00:29:15.085 --> 00:29:18.705
and also, um, the product that I will be discussing,

727
00:29:19.205 --> 00:29:22.585
our single premium whole life product called Heritage.

728
00:29:23.645 --> 00:29:28.065
And we built this with three key, um, components

729
00:29:29.245 --> 00:29:31.145
and, and force here effective.

730
00:29:31.145 --> 00:29:35.945
So the first is a way to tax efficiently leverage,

731
00:29:36.525 --> 00:29:40.465
um, instant tax free leverage on death benefits u utilizing

732
00:29:40.485 --> 00:29:41.885
the single premium whole life.

733
00:29:42.345 --> 00:29:44.325
The second is transactional.

734
00:29:44.465 --> 00:29:47.245
We wanted to make the process as simple

735
00:29:47.465 --> 00:29:48.885
and easy for you all.

736
00:29:49.305 --> 00:29:50.565
Um, and you know,

737
00:29:50.675 --> 00:29:53.205
more importantly the clients as possible, right?

738
00:29:53.265 --> 00:29:56.645
So quick and easy alternative to other investments.

739
00:29:56.645 --> 00:29:58.965
We'll look at the target, uh, clients here.

740
00:29:59.095 --> 00:30:00.445
We'll look at target cases,

741
00:30:00.665 --> 00:30:02.845
but this is a great CD alternative.

742
00:30:03.385 --> 00:30:06.645
Uh, among other alternative investments

743
00:30:07.385 --> 00:30:10.965
and the features to keep the clients

744
00:30:11.625 --> 00:30:14.045
and you all as the agents in control,

745
00:30:14.835 --> 00:30:17.765
this does offer liquidity from day one,

746
00:30:18.205 --> 00:30:20.245
a hundred percent refund of premium.

747
00:30:21.225 --> 00:30:25.565
So we did want to keep it as closely a, as a CD alternative

748
00:30:25.665 --> 00:30:26.405
as possible

749
00:30:30.655 --> 00:30:31.425
With Heritage.

750
00:30:31.965 --> 00:30:34.985
The the single premium whole life, like I mentioned earlier,

751
00:30:35.095 --> 00:30:37.345
this is going to create leverage,

752
00:30:37.415 --> 00:30:40.625
instant leverage from day one on that death benefit.

753
00:30:41.245 --> 00:30:42.345
You know, more importantly,

754
00:30:42.355 --> 00:30:45.345
we'll we'll look at probably either two to three times

755
00:30:46.015 --> 00:30:48.225
instant leverage on that death benefit of

756
00:30:48.225 --> 00:30:50.825
that single premium and falling in line

757
00:30:50.855 --> 00:30:52.225
with nationwide right?

758
00:30:52.905 --> 00:30:55.705
Guarantees this will offer a guaranteed death benefit,

759
00:30:57.105 --> 00:30:58.665
guaranteed cash value growth

760
00:30:59.245 --> 00:31:01.625
and then that guaranteed refund of premium

761
00:31:02.605 --> 00:31:03.905
and the process, right?

762
00:31:03.965 --> 00:31:06.825
The process can be the product in some cases

763
00:31:06.965 --> 00:31:09.945
and we certainly wanted to keep this transactional and easy.

764
00:31:10.525 --> 00:31:13.705
So this is a simplified application which we will look at

765
00:31:13.705 --> 00:31:18.185
some screenshots and this provides an instant decision.

766
00:31:18.445 --> 00:31:20.945
So this is e application only

767
00:31:21.605 --> 00:31:25.345
and once you hit submit, that is an instant deci decision.

768
00:31:25.445 --> 00:31:28.105
And what we mean by that we don't mean you know,

769
00:31:28.105 --> 00:31:29.505
in the next hour or two hours

770
00:31:29.525 --> 00:31:33.025
and next day typically comes within about 30

771
00:31:33.045 --> 00:31:37.155
to 45 seconds once you hit that submit button.

772
00:31:37.415 --> 00:31:38.875
And then the target clients,

773
00:31:38.875 --> 00:31:41.275
which we'll look at here in the product highlights

774
00:31:42.505 --> 00:31:44.995
this again similar to the care matters annuity.

775
00:31:45.495 --> 00:31:49.035
The issue ages are from as young as age 40

776
00:31:49.135 --> 00:31:50.595
and goes up to age 80.

777
00:31:50.735 --> 00:31:52.515
And this is a current age product.

778
00:31:53.175 --> 00:31:56.715
So age of last birthday, there are two underwriting classes,

779
00:31:57.135 --> 00:32:00.875
two underwriting classes, so either approved or declined

780
00:32:00.935 --> 00:32:04.035
and they're going to either be approved at non-tobacco

781
00:32:04.095 --> 00:32:06.435
select or tobacco select.

782
00:32:07.485 --> 00:32:10.035
Again, this is a guaranteed death benefit on

783
00:32:10.035 --> 00:32:11.035
that single premium.

784
00:32:11.575 --> 00:32:14.115
So once they pay that, that's going to be

785
00:32:14.675 --> 00:32:16.755
guaranteed enforced through age one 20.

786
00:32:17.695 --> 00:32:20.275
The refund of premium, which we will look at

787
00:32:21.145 --> 00:32:22.755
further here in a moment,

788
00:32:22.935 --> 00:32:26.355
but it does offer at least a hundred percent refund

789
00:32:26.355 --> 00:32:30.635
of premium on starting day one on surrender if they need to

790
00:32:31.735 --> 00:32:33.315
the minimum premium amount.

791
00:32:33.575 --> 00:32:36.755
So the lowest they can pay into this is $10,000.

792
00:32:37.855 --> 00:32:40.725
Now it is premium driven, not death benefit.

793
00:32:41.225 --> 00:32:46.125
So we do have maximum premium amount limits here by age.

794
00:32:46.865 --> 00:32:50.885
And the good news is we have seen a lot of success in,

795
00:32:51.105 --> 00:32:53.885
you know, we've already placed many, many policies in force

796
00:32:54.415 --> 00:32:58.485
since we launched this in February of last year, 2025.

797
00:32:59.465 --> 00:33:02.085
We just increased across the board

798
00:33:02.265 --> 00:33:07.205
by about 50,000 in each age bracket the maximum limit.

799
00:33:07.625 --> 00:33:09.605
So now 40 to 49

800
00:33:10.265 --> 00:33:14.285
is I believe 75,000 maximum premium, 50

801
00:33:14.345 --> 00:33:16.685
to 59 increased by 50,000

802
00:33:16.685 --> 00:33:19.685
to 150,000 ages.

803
00:33:19.735 --> 00:33:22.125
60 to 64 went up

804
00:33:22.125 --> 00:33:25.245
to 225,000 maximum premium

805
00:33:26.875 --> 00:33:31.405
ages 65 to 69 they can put in 250,000.

806
00:33:31.585 --> 00:33:33.525
And then of course our ages 70

807
00:33:34.265 --> 00:33:38.405
to 80 they can put in 275,000.

808
00:33:38.905 --> 00:33:39.925
So that is the maximum.

809
00:33:40.425 --> 00:33:42.685
Uh, we do receive a lot of questions.

810
00:33:42.825 --> 00:33:44.605
Can they take out multiple policies?

811
00:33:45.385 --> 00:33:46.605
Yes, they certainly can,

812
00:33:47.345 --> 00:33:51.285
but the maximum premium limits um, is aggregate, right?

813
00:33:51.345 --> 00:33:53.605
So if they do have multiple policies,

814
00:33:53.635 --> 00:33:57.285
they are still restrained to those um, maximum

815
00:33:57.925 --> 00:33:59.125
policies by age bracket.

816
00:34:00.225 --> 00:34:02.605
We do have some nice features that some

817
00:34:02.605 --> 00:34:06.085
of the on other products in this market that do not have,

818
00:34:06.225 --> 00:34:07.965
we do have living benefit features

819
00:34:08.505 --> 00:34:12.365
and an owner directed settlement option to leave the

820
00:34:12.895 --> 00:34:15.045
owner in more control of

821
00:34:15.065 --> 00:34:16.925
how their beneficiaries receive that.

822
00:34:18.265 --> 00:34:20.085
But the refund of premium, right?

823
00:34:20.265 --> 00:34:22.405
The liquidity, this was very important

824
00:34:23.195 --> 00:34:24.605
when making this product.

825
00:34:24.985 --> 00:34:28.005
So you know, not only do we get that instant leverage on

826
00:34:28.005 --> 00:34:30.005
that death benefit, tax-free death benefit,

827
00:34:30.665 --> 00:34:32.325
but they also remain in control.

828
00:34:32.825 --> 00:34:36.645
So they will have at least a hundred percent refund

829
00:34:36.645 --> 00:34:38.405
of premium starting in year one.

830
00:34:38.425 --> 00:34:41.885
And of course that continues to grow with the contract.

831
00:34:42.195 --> 00:34:44.885
Like I said, the owner directed settlement options

832
00:34:45.625 --> 00:34:47.925
so they can choose how

833
00:34:47.985 --> 00:34:50.765
and when their beneficiaries will receive those,

834
00:34:51.305 --> 00:34:52.565
um, benefits.

835
00:34:54.145 --> 00:34:56.645
The living benefits and I also want to note

836
00:34:57.295 --> 00:34:59.525
these have been very successful.

837
00:34:59.665 --> 00:35:02.405
We also offer these on our term products.

838
00:35:02.825 --> 00:35:04.805
So we are one of the few carriers

839
00:35:04.805 --> 00:35:08.085
that offer living benefits on our term suite

840
00:35:08.895 --> 00:35:10.005
along with this product.

841
00:35:10.185 --> 00:35:12.765
So I certainly wanted to to note that,

842
00:35:13.035 --> 00:35:14.765
that we do have living benefits on

843
00:35:14.765 --> 00:35:15.845
our term products as well.

844
00:35:17.255 --> 00:35:19.115
But the two living benefits on this product

845
00:35:19.135 --> 00:35:20.875
and I see a question, so I'll get

846
00:35:20.875 --> 00:35:22.755
through this slide and and pause here.

847
00:35:23.415 --> 00:35:27.075
So we do offer the chronic illness benefit rider.

848
00:35:27.465 --> 00:35:30.715
This is automatically included if they are,

849
00:35:30.815 --> 00:35:34.355
if the issue age is age 65 and below.

850
00:35:34.695 --> 00:35:36.115
So if they're age 65

851
00:35:36.115 --> 00:35:38.685
and below, the chronic illness benefit rider

852
00:35:38.745 --> 00:35:39.925
is automatically included.

853
00:35:40.635 --> 00:35:42.605
There's no additional charge for this.

854
00:35:43.425 --> 00:35:45.245
Um, there is a reduction.

855
00:35:45.505 --> 00:35:47.965
So how it works, um, similar

856
00:35:48.145 --> 00:35:50.885
to other chronic illness benefit rider, right?

857
00:35:50.985 --> 00:35:53.645
To qualify for this, they need

858
00:35:53.645 --> 00:35:56.645
to have a severe cognitive impairment

859
00:35:57.265 --> 00:35:59.645
or the inability to complete two out

860
00:35:59.645 --> 00:36:01.525
of six activities of daily living.

861
00:36:02.355 --> 00:36:05.565
Then there is a 90 calendar day elimination period.

862
00:36:06.235 --> 00:36:07.685
This is cash indemnity.

863
00:36:08.225 --> 00:36:10.765
So you all know nationwide we are very strong on

864
00:36:10.765 --> 00:36:11.925
the cash indemnity.

865
00:36:12.745 --> 00:36:15.525
The amount that they will receive is the lesser

866
00:36:15.825 --> 00:36:17.805
of 20% of the death benefit.

867
00:36:18.105 --> 00:36:19.165
The specified amount

868
00:36:19.985 --> 00:36:22.525
or the annual HIPAA per diem amount,

869
00:36:22.525 --> 00:36:26.205
which I believe just increased to $420 a day.

870
00:36:26.865 --> 00:36:30.485
So most likely with the maximum premium amounts here

871
00:36:30.505 --> 00:36:34.085
and the death benefits, it's going to be 20% of

872
00:36:34.085 --> 00:36:36.125
that specified amount per year.

873
00:36:36.825 --> 00:36:39.085
Now it reduces more than dollar

874
00:36:39.185 --> 00:36:40.725
for dollar the death benefit.

875
00:36:41.105 --> 00:36:43.285
So they will certainly go through their death benefit

876
00:36:43.995 --> 00:36:47.085
much more quickly compared to the true long-term care rider

877
00:36:47.155 --> 00:36:49.565
that is a dollar for dollar acceleration.

878
00:36:49.945 --> 00:36:51.925
But this is a great value add, right?

879
00:36:51.925 --> 00:36:54.925
This is a great value add that comes at no additional cost,

880
00:36:55.505 --> 00:36:57.805
um, for the clients to have this on there

881
00:36:57.905 --> 00:36:59.405
and they do not have to use it.

882
00:36:59.825 --> 00:37:01.125
Um, but it's certainly on there.

883
00:37:01.125 --> 00:37:02.605
And then the terminal illness benefit,

884
00:37:03.305 --> 00:37:08.005
of course if they are diagnosed um, with mortality, um,

885
00:37:08.235 --> 00:37:11.405
with a life expectancy of 12 months

886
00:37:11.425 --> 00:37:15.005
or fewer, they can utilize the terminal illness benefit.

887
00:37:15.385 --> 00:37:19.165
Of course we can see this is on all contracts once approved

888
00:37:19.545 --> 00:37:23.125
and there's a one-time payment of up to 50%

889
00:37:23.545 --> 00:37:26.845
of the specified amount, we can see the minimums they have

890
00:37:26.845 --> 00:37:31.725
to take at least 10,000 at a maximum of 250,000.

891
00:37:31.865 --> 00:37:33.285
And I will pause there

892
00:37:34.525 --> 00:37:36.565
'cause I believe there was a question Crystal

893
00:37:36.745 --> 00:37:38.565
or Alyssa, can you see that question?

894
00:37:40.655 --> 00:37:44.235
Um, there was earlier and I answered it. Oh, perfect, no

895
00:37:44.235 --> 00:37:45.235
Worries. Fantastic.

896
00:37:45.235 --> 00:37:48.915
Okay, moving on

897
00:37:52.445 --> 00:37:53.655
here if I can.

898
00:37:56.905 --> 00:37:59.775
There we go. So we'll, we'll look at the target clients here

899
00:38:00.735 --> 00:38:02.195
and really, you know,

900
00:38:02.405 --> 00:38:06.355
where we have seen our most successful sales concepts,

901
00:38:07.265 --> 00:38:09.555
this is, um, a female age 65

902
00:38:10.455 --> 00:38:13.155
has some children have has some grandchildren,

903
00:38:13.575 --> 00:38:16.835
has $25,000 sitting in a CD

904
00:38:17.585 --> 00:38:19.675
that she's not gonna use for income,

905
00:38:20.055 --> 00:38:21.635
she doesn't need it to live on.

906
00:38:22.145 --> 00:38:24.395
It's more there to leave on, right?

907
00:38:24.575 --> 00:38:28.435
And we have agents that, um, told me, Cody, one

908
00:38:28.435 --> 00:38:31.315
of my best sales practices is asking them, okay,

909
00:38:31.655 --> 00:38:35.525
for these assets, is it to live on income in retirement

910
00:38:35.625 --> 00:38:38.365
or leave on for children and, and grandchildren?

911
00:38:38.465 --> 00:38:40.365
And that can really be a layup for these.

912
00:38:41.025 --> 00:38:44.685
So female age 65 has some children, three grandchildren,

913
00:38:45.225 --> 00:38:49.845
$25,000 set aside in a CD that just continues to roll over

914
00:38:50.265 --> 00:38:53.925
and continues to get 10 90 nines on that interest, right?

915
00:38:54.745 --> 00:38:59.005
She was able to utilize that 25,000, reposition it

916
00:38:59.185 --> 00:39:01.205
and put it in this single premium whole

917
00:39:01.205 --> 00:39:02.245
life product heritage.

918
00:39:03.265 --> 00:39:07.445
And the immediate tax-free death benefit from day one was

919
00:39:07.445 --> 00:39:10.325
52,590,000.

920
00:39:11.425 --> 00:39:15.725
If we look at, um, a nice table here,

921
00:39:16.305 --> 00:39:20.005
uh, that we have the taxable equivalent on that, right?

922
00:39:20.115 --> 00:39:22.805
Just re-positioning 25,000,

923
00:39:23.315 --> 00:39:27.685
getting a $52,590,000 death benefit.

924
00:39:27.785 --> 00:39:31.575
Now that does stay level after 15 years.

925
00:39:31.715 --> 00:39:36.255
At age 80 she would need a taxable equivalent.

926
00:39:36.435 --> 00:39:39.455
So if her, assuming her tax bracket was 22%,

927
00:39:39.955 --> 00:39:41.215
she would need over six

928
00:39:41.215 --> 00:39:45.695
and a half percent, um, each year for 15 years to equate to

929
00:39:45.695 --> 00:39:50.295
that 50 2005 90 tax-free death benefit.

930
00:39:50.755 --> 00:39:53.095
So this is a really nice table here

931
00:39:53.095 --> 00:39:55.575
that we can add on our illustrations as well.

932
00:39:56.875 --> 00:40:00.435
The premiums, um, by age here.

933
00:40:00.775 --> 00:40:03.915
So we can quote this, this is on Win flex Insight

934
00:40:03.915 --> 00:40:05.675
and of course the nationwide website,

935
00:40:06.255 --> 00:40:10.195
but we wanna give you a breakdown of a few ages to really

936
00:40:10.195 --> 00:40:12.435
what that leverage of that death benefit would be.

937
00:40:12.535 --> 00:40:16.155
So female non-tobacco select, um,

938
00:40:17.115 --> 00:40:19.875
repositioning 25,000 into this product.

939
00:40:20.935 --> 00:40:24.795
Day one death benefit, 60,937 with

940
00:40:24.795 --> 00:40:26.795
that $25,000 single premium

941
00:40:27.375 --> 00:40:31.955
and the cash value grows to a little over 42,000 at age 80.

942
00:40:32.935 --> 00:40:34.835
Uh, if we look at a mail

943
00:40:36.325 --> 00:40:40.255
non-tobacco select the same 25,000 amount equates

944
00:40:40.255 --> 00:40:42.015
to a little over 55,000

945
00:40:42.755 --> 00:40:46.895
and the cash value grows to a little over 40,000 at age 80.

946
00:40:46.915 --> 00:40:48.935
And then we can see even 70 year olds.

947
00:40:48.935 --> 00:40:49.975
It certainly makes sense.

948
00:40:50.635 --> 00:40:53.695
Um, with that death benefit leverage, they're tax free.

949
00:40:56.605 --> 00:41:00.095
This is currently available by e application only.

950
00:41:00.235 --> 00:41:03.015
We do not have the option to take paper applications.

951
00:41:03.015 --> 00:41:07.655
It's e application through the Nationwide financial website.

952
00:41:07.675 --> 00:41:08.735
So you will have to go

953
00:41:08.735 --> 00:41:10.855
to Nationwide Financial to complete this.

954
00:41:11.405 --> 00:41:14.175
This is a screenshot of how to utilize it.

955
00:41:15.155 --> 00:41:18.455
One thing I do want to note, you will need to be appointed

956
00:41:18.455 --> 00:41:21.055
with Nationwide to create your log on

957
00:41:21.275 --> 00:41:24.335
and access the Nationwide financial website.

958
00:41:24.835 --> 00:41:27.655
But you can see once you log in, there's two clicks.

959
00:41:27.655 --> 00:41:28.855
You go to the life tab

960
00:41:29.115 --> 00:41:33.055
and then, uh, nationwide Heritage Single Premium Whole Life,

961
00:41:33.915 --> 00:41:36.325
this is what the e-app application looks like.

962
00:41:37.345 --> 00:41:40.685
You can see there's only five tabs, your information,

963
00:41:40.685 --> 00:41:43.125
which gets pulled over once you're logged in.

964
00:41:43.185 --> 00:41:44.925
So there's not much to, to fill in.

965
00:41:45.425 --> 00:41:49.885
Uh, basic primary insured owner information, beneficiary,

966
00:41:50.545 --> 00:41:52.805
and then medical questions.

967
00:41:53.265 --> 00:41:55.885
The beauty of this product, like I mentioned

968
00:41:56.705 --> 00:41:59.085
and keep repeating, right, is the ease

969
00:41:59.305 --> 00:42:02.725
and transactional, um, process of this.

970
00:42:03.505 --> 00:42:06.685
So there are three underwriting questions.

971
00:42:07.165 --> 00:42:08.925
I know Care Matters annuity had six.

972
00:42:09.505 --> 00:42:10.925
So if you love that process,

973
00:42:11.145 --> 00:42:13.445
you're really gonna love the process of

974
00:42:13.625 --> 00:42:15.325
of the Heritage application.

975
00:42:16.035 --> 00:42:17.365
It's a shortened application.

976
00:42:17.855 --> 00:42:20.405
There are three underwriting questions,

977
00:42:20.405 --> 00:42:23.045
which we are looking at right now along

978
00:42:23.045 --> 00:42:24.165
with the tobacco question,

979
00:42:24.345 --> 00:42:27.405
but the three underwriting questions, um,

980
00:42:27.995 --> 00:42:30.005
it's based on driving, right?

981
00:42:30.145 --> 00:42:33.525
So in the past three years has proposed insured had any

982
00:42:33.525 --> 00:42:35.285
of the following driving violations.

983
00:42:35.945 --> 00:42:38.525
Second question is, in the past five years,

984
00:42:38.745 --> 00:42:41.125
has proposed insured been diagnosed, treated

985
00:42:41.705 --> 00:42:44.205
by medical professional for any of the following?

986
00:42:45.225 --> 00:42:47.645
Now these are not all knockouts,

987
00:42:47.935 --> 00:42:49.285
these are not all knockouts.

988
00:42:49.305 --> 00:42:51.805
So they can certainly have one of these

989
00:42:52.105 --> 00:42:53.885
and still be approved.

990
00:42:54.145 --> 00:42:55.325
And then the last one,

991
00:42:56.245 --> 00:42:58.685
question three is a knockout is a knockout similar

992
00:42:58.745 --> 00:43:00.005
to care matters annuity.

993
00:43:00.305 --> 00:43:01.725
In the past five years,

994
00:43:02.025 --> 00:43:04.445
has the proposed insured been medically advised

995
00:43:04.445 --> 00:43:06.845
to have surgery, hospitalization,

996
00:43:07.545 --> 00:43:10.485
or treatment that they did not follow through with?

997
00:43:10.945 --> 00:43:14.045
So certainly if they have, you know, Chris, back to your

998
00:43:15.045 --> 00:43:17.365
question, you know, if they have a medical treatment

999
00:43:17.555 --> 00:43:19.525
scheduled, certainly want to get that done

1000
00:43:19.625 --> 00:43:22.755
before they apply Along with these,

1001
00:43:24.055 --> 00:43:27.585
once you submit this, we will do a script check,

1002
00:43:27.885 --> 00:43:31.625
so a data check, script check for medications and diagnosis.

1003
00:43:32.555 --> 00:43:35.855
But what's important to know here, we do not report to

1004
00:43:36.035 --> 00:43:38.175
or report from MIB.

1005
00:43:38.755 --> 00:43:40.175
So if they are declined here,

1006
00:43:40.325 --> 00:43:43.095
that will not hit the medical database, um,

1007
00:43:43.755 --> 00:43:47.415
if they're looking for insurance in, in later years.

1008
00:43:47.515 --> 00:43:48.895
So that's important to know.

1009
00:43:49.435 --> 00:43:52.655
So simplistic process those three questions along with

1010
00:43:52.655 --> 00:43:53.695
what we just looked at.

1011
00:43:54.115 --> 00:43:56.295
And then an instant decision.

1012
00:43:56.795 --> 00:43:59.855
So like I said, once they send it for e-signatures

1013
00:43:59.855 --> 00:44:02.815
through the client, receive it back e-sign, hit submit.

1014
00:44:03.275 --> 00:44:04.975
You should have an underwriting decision

1015
00:44:05.275 --> 00:44:06.455
within about a minute.

1016
00:44:06.875 --> 00:44:11.135
So either approved at tobacco or non-tobacco or declined,

1017
00:44:12.355 --> 00:44:14.855
and then the policy will be delive.

1018
00:44:15.975 --> 00:44:18.755
And then Chris, I saw you come on if you want to,

1019
00:44:19.335 --> 00:44:22.035
to add anything further before I wrap it up here.

1020
00:44:22.495 --> 00:44:25.195
You know, one thing, Cody, that that, uh, you know,

1021
00:44:25.995 --> 00:44:30.475
a surprisingly large amount of our agents work with, uh,

1022
00:44:30.955 --> 00:44:33.285
clients that have diabetes mm-hmm.

1023
00:44:33.365 --> 00:44:36.885
And I saw diabetes as one of the questions on there,

1024
00:44:36.945 --> 00:44:40.365
but you said that was not necessarily, uh,

1025
00:44:40.805 --> 00:44:42.325
a deal killer on it.

1026
00:44:42.465 --> 00:44:47.045
So if they for example, are, you know, had, you know,

1027
00:44:47.275 --> 00:44:49.925
been diagnosed on insulin,

1028
00:44:50.065 --> 00:44:54.815
but their control is their A1C is really good, how would,

1029
00:44:54.875 --> 00:44:56.655
how would nationwide look at something like that?

1030
00:44:57.325 --> 00:45:00.335
Yeah, we in great point. We could consider that.

1031
00:45:00.675 --> 00:45:03.815
We could absolutely consider that, um, you know, some

1032
00:45:03.815 --> 00:45:07.495
of these like Parkinson's disease, um, you know,

1033
00:45:07.645 --> 00:45:09.815
Alzheimer's will likely be knockouts,

1034
00:45:09.995 --> 00:45:13.695
but we have a list of about 12 knockouts

1035
00:45:13.765 --> 00:45:16.375
that I will follow up and send that to you

1036
00:45:16.395 --> 00:45:19.695
and Crystal so you can send along with these slides

1037
00:45:20.475 --> 00:45:22.735
to the folks who, who joined us here.

1038
00:45:22.955 --> 00:45:25.335
So yeah, that's the good news. Absolutely.

1039
00:45:25.335 --> 00:45:27.375
We we can That's great. Consider that's great. Yeah.

1040
00:45:27.515 --> 00:45:30.215
And you know, we will find out to your point,

1041
00:45:30.355 --> 00:45:32.975
how it is controlled through our script check when,

1042
00:45:32.975 --> 00:45:34.255
when we do that database.

1043
00:45:34.995 --> 00:45:37.255
So we'll get a little additional, uh,

1044
00:45:37.445 --> 00:45:39.175
information there to address that.

1045
00:45:43.655 --> 00:45:47.715
So good point. And then we will,

1046
00:45:49.705 --> 00:45:53.195
last thing I want to cover is why Nationwide, right?

1047
00:45:53.415 --> 00:45:56.635
The carrier, we are much more than a jingle Chris,

1048
00:45:56.945 --> 00:45:58.515
that we can certainly sing here,

1049
00:45:58.655 --> 00:46:00.995
but you know, Nationwide's certainly on your side,

1050
00:46:01.445 --> 00:46:03.275
we're much more than Peyton Manning

1051
00:46:03.275 --> 00:46:05.715
that you probably see on a lot of commercials if you watch

1052
00:46:06.755 --> 00:46:07.875
football at all.

1053
00:46:08.095 --> 00:46:11.675
But, you know, what are our strongest, um, belief

1054
00:46:11.695 --> 00:46:13.155
and really where we hang our hat,

1055
00:46:13.655 --> 00:46:15.395
we are a mutual carrier, right?

1056
00:46:15.405 --> 00:46:16.595
We're a mutual carrier.

1057
00:46:17.335 --> 00:46:20.955
We are celebrating our hundredth anniversary this year.

1058
00:46:21.775 --> 00:46:25.955
Um, so we were, we're founded back in 1926, so,

1059
00:46:26.135 --> 00:46:27.635
so celebrating our hundredth year,

1060
00:46:27.685 --> 00:46:29.315
we're a Fortune 100 company.

1061
00:46:30.485 --> 00:46:31.795
We're, we're very proud of.

1062
00:46:31.935 --> 00:46:34.595
But really you can see our ratings and everything like that.

1063
00:46:34.775 --> 00:46:38.635
But you know, with being a mutual carrier, we are owned

1064
00:46:38.775 --> 00:46:40.395
by our policy members, right?

1065
00:46:40.535 --> 00:46:43.355
So we exist to service our policy members

1066
00:46:43.375 --> 00:46:46.635
and that's why we've been hard at work updating

1067
00:46:46.775 --> 00:46:49.995
and enhancing our product portfolio for your clients

1068
00:46:50.025 --> 00:46:52.235
with a single premium whole life that launched

1069
00:46:52.765 --> 00:46:55.275
early last year Care Matters annuity,

1070
00:46:55.275 --> 00:46:57.715
which just launched at the end of last year.

1071
00:46:58.495 --> 00:47:01.395
Um, so we have you all, um, what works best

1072
00:47:01.395 --> 00:47:02.515
for you on the field

1073
00:47:02.575 --> 00:47:05.315
and your clients in mind at, at any time.

1074
00:47:05.455 --> 00:47:09.865
And with that, um, I'm going to turn it back over to Chris

1075
00:47:09.885 --> 00:47:12.345
and Crystal, but thank you all for, for joining.

1076
00:47:12.485 --> 00:47:14.545
We are very excited for 2026.

1077
00:47:16.415 --> 00:47:19.645
Great stuff guys. Really, really important stuff.

1078
00:47:19.745 --> 00:47:22.125
And these two products are really great.

1079
00:47:22.385 --> 00:47:24.205
So these are something you need to know about.

1080
00:47:24.835 --> 00:47:27.365
Give us a call. They are on our website.

1081
00:47:27.495 --> 00:47:29.605
We've got, uh, Inflex

1082
00:47:29.875 --> 00:47:32.645
that has both these products available on it.

1083
00:47:32.705 --> 00:47:35.685
So that's, that's very easy, uh, to do.

1084
00:47:35.905 --> 00:47:38.605
Uh, one of the other things that, that we love about

1085
00:47:39.295 --> 00:47:42.965
Nationwide is that, uh, they have living benefits attached,

1086
00:47:43.065 --> 00:47:45.885
uh, uh, on all their life products,

1087
00:47:46.195 --> 00:47:48.245
including their term insurance.

1088
00:47:49.025 --> 00:47:51.725
So, you know, if you're looking for a great, and,

1089
00:47:51.865 --> 00:47:55.645
and as you know, we are big on living benefits, it's

1090
00:47:55.645 --> 00:47:56.765
so important now,

1091
00:47:57.125 --> 00:47:59.565
I was just looking at a Wall Street Journal article earlier

1092
00:48:00.115 --> 00:48:04.045
that you know, that that, uh, retirement age right now,

1093
00:48:04.545 --> 00:48:09.005
11,000 Americans are turning 65 every day

1094
00:48:09.745 --> 00:48:13.925
and in four years, one in five will be over age 65.

1095
00:48:14.105 --> 00:48:17.765
So this is that graying of America, uh, that we've,

1096
00:48:17.765 --> 00:48:19.565
you know, been talking about for a long time.

1097
00:48:19.795 --> 00:48:22.285
It's here. So these are opportunities

1098
00:48:22.425 --> 00:48:24.405
and those living benefits are important.

1099
00:48:24.985 --> 00:48:28.925
So think about that, address those long-term care needs

1100
00:48:29.105 --> 00:48:32.165
and you know, we can help you position that.

1101
00:48:32.525 --> 00:48:33.765
'cause I, I think the one thing,

1102
00:48:33.825 --> 00:48:36.965
and uh, I know I've talked to Alyssa about this,

1103
00:48:37.105 --> 00:48:40.925
but you know, based on our experience, if somebody calls in

1104
00:48:41.025 --> 00:48:43.525
and they just want to quote for long-term care

1105
00:48:44.185 --> 00:48:45.285
and as you, as the,

1106
00:48:45.345 --> 00:48:48.765
the advisor just gives them a quote without setting

1107
00:48:48.835 --> 00:48:52.005
that hook and making sure they understand the need,

1108
00:48:53.155 --> 00:48:54.305
their heads blow up.

1109
00:48:54.505 --> 00:48:56.345
'cause it is, it's, it's an expensive product,

1110
00:48:56.345 --> 00:48:57.505
there's no doubt about it.

1111
00:48:57.775 --> 00:49:00.345
It's a whole lot more expensive if you have to pay

1112
00:49:00.405 --> 00:49:02.185
for long-term care outta your pocket.

1113
00:49:02.885 --> 00:49:05.865
But, uh, you know, you really need to set that need

1114
00:49:05.925 --> 00:49:08.625
and help them understand why they need this.

1115
00:49:09.325 --> 00:49:11.105
So, uh, absolutely.

1116
00:49:12.285 --> 00:49:14.545
Uh, one final question there, crystal,

1117
00:49:14.725 --> 00:49:15.865
do we have looks like,

1118
00:49:16.525 --> 00:49:17.905
Um, joined late,

1119
00:49:17.905 --> 00:49:19.945
however, what are the ages

1120
00:49:20.105 --> 00:49:22.985
for eligibility and Howard?

1121
00:49:23.125 --> 00:49:25.545
Um, I think you're probably asking about the heritage

1122
00:49:26.585 --> 00:49:28.975
whole life, correct me if I'm wrong.

1123
00:49:29.685 --> 00:49:31.655
Yeah, ages 40 to 80

1124
00:49:32.355 --> 00:49:33.355
And that's the same for us.

1125
00:49:33.875 --> 00:49:35.495
So yeah, both products we talked about

1126
00:49:35.965 --> 00:49:37.695
Both products 40 to 80

1127
00:49:38.515 --> 00:49:41.255
and they are both, um, actual age.

1128
00:49:41.395 --> 00:49:44.375
So current age, age, last birthday products.

1129
00:49:46.165 --> 00:49:49.605
I, I, Cody and Alyssa, I don't know if this is true,

1130
00:49:49.745 --> 00:49:53.245
but I did see a, a factoid here recently, uh,

1131
00:49:53.375 --> 00:49:57.965
about long-term care applications that the issue

1132
00:49:58.465 --> 00:50:02.885
of long-term care on the life products drops

1133
00:50:02.905 --> 00:50:05.805
to about 50% over age 70.

1134
00:50:06.705 --> 00:50:10.165
So there's a lot of declines over age 70.

1135
00:50:10.385 --> 00:50:13.205
So, you know, when you think of doing this, try

1136
00:50:13.205 --> 00:50:16.165
to grab people in their forties or fifties or sixties

1137
00:50:16.665 --> 00:50:19.565
or at least make sure they're healthy, you know,

1138
00:50:19.765 --> 00:50:21.605
'cause it's a lot of work going through this.

1139
00:50:21.905 --> 00:50:24.685
Uh, if they're not, uh, healthy, you don't want

1140
00:50:24.685 --> 00:50:26.765
to take the time to do it and put your client through it

1141
00:50:26.765 --> 00:50:27.965
and put yourself through it.

1142
00:50:28.065 --> 00:50:31.565
So try to do a little prescreening on these things so

1143
00:50:31.565 --> 00:50:33.245
that it sure does help a little bit.

1144
00:50:34.625 --> 00:50:36.005
Any final questions folks?

1145
00:50:38.825 --> 00:50:41.745
I will be posting, um, pieces of information

1146
00:50:41.965 --> 00:50:44.785
of these products on our website soon, so stay tuned.

1147
00:50:44.905 --> 00:50:48.185
I will try to send the majority like brochures

1148
00:50:48.185 --> 00:50:50.785
and things like that along with the recording, uh,

1149
00:50:50.785 --> 00:50:51.905
when I have that ready to go.

1150
00:50:53.595 --> 00:50:55.215
And I won't make 'em do it today,

1151
00:50:55.275 --> 00:50:58.295
but if you send in a nice app, I bet Alyssa

1152
00:50:58.795 --> 00:51:01.255
or Cody would sing the jingle for you.

1153
00:51:01.595 --> 00:51:02.655
Uh, we'll send in the app.

1154
00:51:02.675 --> 00:51:05.175
So I'll, uh, uh, let you send in that app

1155
00:51:05.555 --> 00:51:07.855
and I will hook you up with a jingle.

1156
00:51:08.275 --> 00:51:12.495
So there you go. Cody, unless any final words?

1157
00:51:13.815 --> 00:51:17.235
No thank you guys, uh, for allowing us to hop on today.

1158
00:51:17.235 --> 00:51:19.275
And if there's any questions, we know it's a lot

1159
00:51:19.275 --> 00:51:20.955
of information, please don't hesitate

1160
00:51:20.955 --> 00:51:23.315
to let us know if you think of a question afterwards or

1161
00:51:23.315 --> 00:51:25.635
after you review the slides or material.

1162
00:51:27.135 --> 00:51:30.125
Great folks, thanks. Uh, great selling.

1163
00:51:30.265 --> 00:51:31.965
You know where to find us if you need us.

1164
00:51:32.145 --> 00:51:34.205
Let us know what we can do to help you earn your business.

1165
00:51:34.555 --> 00:51:36.445
Have a great day. Thanks. Thank you all.