WELCOME TO OUR TRAINING SEMINAR

Agent Seminar

IRREVOCABLE FUNERAL TRUST5 SECRETS IN MARKETING THE FUNERAL AND ESTATE TRUSTS

Speakers: Elder Law Attorney Karl Dovnik, Jr. Michael K. O’Dell – National Sales Office

National Sales Office

Speakers

Michael K. O’Dell Attorney Karl Dovnik

OUR GOAL IN THIS SEMINAR

You will learn How to Market Our ProductsMedicaid Overview by Attorney Dovnik- help your clients protect Assets by planning now

We are here to partner with you and help your business grow. We are committed to help in anyway and every aspect of your business.

YOUR SUCCESS IS OUR #1 PRIORITY!

YOUR SUCCESS IS OUR #1 PRIORITY

Take good notes

You’ll Learn how to sell the funeral and estate trusts . New presentation on the estate trust.

You’ll hear what happened to Mildred Today

Michael K. O’Dell National Sales Office

Today – New Estate Trust Presentation

National Known Elder Law Attorney

Karl Dovnik, Jr.

Our Products just make common sense to the senior that is trying to protect their life savings from a nursing home.

Remember, 93% of your seniors don’t have long term care insurance

The Funeral and Estate trusts from a legal standpoint are an excellent way to protect assets…

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

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

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

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

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

Advance Planning Can Protect Assets !

Let’s look at the NewMedicaid Rules

Deficit Reduction Act for 2005DIVESTMENTS AND GIFTS

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

Medicaid Eligibility RulesSome states may vary on these Medicaid eligibility rules

Single person

Assets - $ 2000.00

Life Policy - $1500.00Car - $ 4500.00Personal possessionsWedding ringsFuneral trust

Income - $ 45.00

Spousal Impoverishment Rules for married couples

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

Income - $2739.00 Monthly

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

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

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

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

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

Funeral Trust Planning

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

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

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

assist their clients with this pre-planning trust.

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

ADVANCE PLANNING SHOULD BE DONEFIVE YEARS IN ADVANCE TO PROTECT ASSETS

• PLANNING TOOLS• FUNERAL TRUST PLANNING• POWER OF ATTORNEY• HEALTHCARE AND FINANCIAL POA• NETWORKING WITH AN ATTORNEY

• KEEP IT SIMPLE…THIS FUNERAL TRUST IS EASY TO SELL…YOU DON’T HAVE TO BE A EXPERT TO SELL THIS PRODUCT!

THIS FUNERAL TRUST PLANNING IS JUST COMMON SENSE!

REVIEW – PLANNING YOU SHOULD RECOMMEND

FUNERAL TRUST

1. SINGLE PREMIUM LIFE PRODUCT2. Premiums from $1000 - $15,0003. ISSUE AGES 0-994. NO UNDERWRITING – GUARANTEED ISSUED5. GREAT COMMISSIONS6. FUNERAL TRUST PROVIDED BY INS. CO.

7. MEDICAID EXEMPT IN MOST STATES8. 1035 EXCHANGES ACCEPTED

GREAT FOR PRE-PLANNING AND CRISIS PLANNING

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

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

• Life Policy grows @2.00% * • At Death, the trust pays the funeral home directly with excess

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

home and fills out claim form for family.

The Irrevocable Funeral Trust

The Easiest Sale You’ll ever make

Four ways to fund the IFT Trust

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

• Cash - Write You a check

• 10% Free Withdrawal from an Annuity

• Old Mature savings Bonds

1035 Exchange Sale

• Face Amount - $10,000• Cash Value - $ 9200.00

Medicaid limits in most states - $ 1,500.00

Protect This Policy by Tax Free Exchange

FUNERAL TRUST

Provides InstantMedicaid Protection

Life Insurance Policy

Existing Annuity Policy - $ 200,000.00Value 10% Free Withdrawal from

An annuity to fund funeral trust. ($20,000.00)

Use $20,000 to set up (2) Funeral Trusts at $10,000 per spouse. Now this money is Medicaid Exempt!

The 10% Free Withdrawal To Fund Trust

Your Biggest Competition

THE FUNERAL HOME

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

Case Study - #2

• Crisis Case – Client is already in an institution.

Example: Age 85 – Female

$10,000 remaining in bank acct.

Two Choices – Spend $ 8000 on Nursing Home

Save $8000 with Funeral Trust

YOU CAN USE APOWER OF ATTORNEYIF CLIENT IS UNABLE

TO SIGN.

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

NATIONAL AVERAGE IS $8495.00

PACKAGE YOUR PRODUCTS

FUNEAL TRUST FOR

IRENE SMITH

ABC FINANCIAL SERVICES, INC.123 MAIN STREET

ANYTOWN, USA 00000800-000-0000

PLANNER – TOM JONES

Funeral Trust Products

National Guardian Life

Learn how to complete an application

IT’S EASY AND SIMPLE

The Family Estate Trust The Irrevocable Estate Trust

• Protect Money from Nursing Home• From $1000 to $50,000• Money You Want To Pass To Family• You Want Asset Protection• Medicaid Exempt – 60 Month Rule• Trust Avoids Probate• Advance Planning A Must ! • Pass Money to Children or Grand Children

Four Questions You must ask your clientto sell the Family Estate Trust

Four Questions

1.) Do you have nursing home insurance?

2.) Do you have money that is designated to pass to your grandchildren or children? These are funds that may be sitting in a bank CD or Savings Account. It’s money you don’t need to live on or have to live on. It’s money you want to know will get to children or family “NO MATTER WHAT HAPPENS IN THE FUTURE”.

3.) The only concern that you have …is what happens if you enter a nursing home before death. The money you wanted to pass to your children or family could be wiped out by long term care costs.

4.) Are you familiar with the Family Estate Trust? Let me explain the benefits….

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

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

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

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

• Her advisor said she should set up an “Estate Trust” with

the $50,000 and after 60 months passed, this money would be protected from the nursing home and Medicaid.

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

• In January of 2007, Mildred entered a nursing home after

a stroke. (*cost of nursing home was $6950 monthly)

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

If Mildred would have followed the advice from her financial planner. Today, she would be on Medicaid with a $50,000 Estate Planning Trust to her family.

Good Planning Can Protect Assets !

The Estate Trust Can Protect Assets

$50,000Estate Trust

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

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

Estate Planning – Estate Planning Trust Worksheet

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

Name of client - _____________________________age - ____Spouse - _________________________age-____

Address - ___________________________City - _________________State_____Zip -___________Telephone - _________________________

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

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

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

_____ We don’t have long term care insurance. We are concern what would happen if we entered a nursing home.

_____We understand that this trust is an irrevocable trust designated to pass these funds probate free to our named beneficiaries.

Our Goals planning with the “Family Estate Trust”

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

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

This is the same life application as the funeral trust

Existing ClientsYou already have relationship

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

Annual review letter

Every town has a SENIOR CENTER

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

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

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

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

ATTEND YOUR FINANCIAL SEMINAR?

THINK OUTSIDE THE BOX WITH YOUR MARKETING

CELEBRITY LOOK A LIKE – SOUND A LIKE SEMINARS

We Specialize in Financial Planning Seminars

Celebrity Seminars Travel Nationally

NATIONALLY KNOWN CELEBRITY SEMINARS

SENIORS LOVE OUR “LAS VEGAS” SHOW

DELCO ESTATE PLANNING SERVICES, LLC

October 11th , 2007 – 12:30 P.M.“Howard Johnson Conference Center”

Wausau, Wisconsin

15th Annual Estate Planning Expo

12:30 P.M – 4 P.M – ESTATE PLANNING COURSE

ENTERTAINMENTAFTER SEMINAR

FREE

ARRIVE EARLY FOR BEST SEATING…THIS SEMINAR IS FREE…BUT YOU NEED THIS TICKET FOR ADMISSION

ADMISSION TICKET

SPEAKER – Attorney Karl Dovnik, Jr.

After the invitation is sent, the seniors call into our 800 numberTo confirm seating. On this number we ask them to leave their

Name, address, city, and the number of people that will be Attending…We then send this ticket to them a week or more in

Advance…They won’t forget…ticket is used for admission.

Admission ticket

Boost Your Income with The Funeral Trust and Estate Trust

During the last 3 weeksI made more than I could

believe. GREAT Product!

CALL DELCO BROKERAGE SERVICES WRITE (3) CASES PER MONTH with Funeal Trust AND EARN HUGE COMMISSIONS A CASE BEING HUSBAND AND WIFE AT $10,000 PREMIUM EACH = $20,000 PER CASE X 3 CASES = $ 60,000.0060,000 x 12% = $ 7200.00 COMMISSION (BASE ON AGE 72)

Write two Estate Trust s @ $50,000 = $100,000 premiumCommission base on age 72 = $ 12,000.00 Approximately

Total Commission for Month = $19,200.00

START SELLING THE FUNERAL TRUSTSINCREASE YOUR MONTHLY INCOME BY $7800.00

• Direct Mailers• Annual Review Letter

Get Excited and start marketing to your existing clients.

Huge Opportunity to make an EXTRA 7K MONTHLY OR MORE!

START WRITING BUSINESS TODAY!

Contract todayWith us to get on next

training webinar

Delco Brokerage Services, a division of Delco Estate Planning Services, LLC disclaims and implied or actual warranties as to the accuracy of this material or any liability with respects to it. Not intended for public distribution. This is not intended to be legal advice. Medicaid rules vary from state to state. Please consult an elder law attorney for exact rules pertaining funeral trusts in your state.