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January Sales Meeting

January Sales Meeting. How the Best Get Better in 2006. Compliance Updates/Reminders. Sharing Information from recent DS Meeting. New Forms. Investor Agreement & Disclosure Handbook coming soon -- 1 st Quarter 2006 Where possible, moving most disclosures to this Handbook

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January Sales Meeting

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  1. January Sales Meeting How the Best Get Better in 2006

  2. Compliance Updates/Reminders Sharing Information from recent DS Meeting

  3. New Forms • Investor Agreement & Disclosure Handbook coming soon -- 1st Quarter 2006 • Where possible, moving most disclosures to this Handbook • Current version already contains all the disclosures from pages 2 & 3 of the Investor Profile (which includes the arbitration clause, privacy and revenue sharing policies, etc.), but will eventually be expanded to encompass definitions of investment objectives, prospectus delivery, and additional items. • Look for revisions to the Investor Profile as a result.

  4. Revised Forms • RS14 Request for Reduced Sales Charge Form • Revised and redesigned • Look for release early in 1st Quarter 2006

  5. Breakpoints • LIPI is running a breakpoint report on a bi-monthly basis looking back over the past two months • LIPI is manually checking any purchases of $25,000 or more on an on-going basis • LIPI is working with the funds to more readily accept and act on our Request for Reduced Sales Charge Form (RS-14)

  6. Variable Annuities • VA Product Comparison Tool Rep website under Products and Services/Annuities/Variable/Annuity Product Comparison

  7. Variable Annuities • Suitability – Age of Investor –UNDER SCRUTINY • NAIC considers anyone age 65 or older to be “senior” • NASD requested list from LIPI of all annuity sales to clients age 70 and older • HIGHLY recommend noting reason for recommendation on L29VA when client over 65.

  8. Email Recordkeeping & Review • SEC indicated “honor system” for e-mail review is not sufficient. • They require more substantial/ comprehensive recordkeeping and surveillance capabilities for e-mail.

  9. Email Review & Recordkeeping • Lincoln has partnered with Amicus to utilize their e-mail monitoring technology. • Lincoln email addresses (@lincolninvestment.com) will automatically run through the Amicus system.

  10. Email Review & Recordkeeping • Lincoln has partnered with Amicus to utilize their e-mail monitoring technology. • Lincoln email addresses (@lincolninvestment.com) will automatically run through the Amicus system. • Those who do not use Lincoln’s address may need to convert.

  11. Email Review & Recordkeeping • More info provided in the “Email Retention and Supervision” communication under Technology on the Rep website. • We are currently researching options for the “best” solution. • Suggestions welcome…Please talk to Beth.

  12. Annual Compliance Questionnaire • Will now be an annual requirement for all selling Reps • DS review and approval is required by 1/31/06

  13. Operations Update Reminders

  14. MCPS Reminders • Employees can contribute a % of salary • MEAs must accompany SRAs over 15k

  15. MCPS Reminders • Avoid delays and errors by: • Giving EE number • Circling stops for other carriers • If two SRAs (403b and 457) include a notation to see 457 SRA, etc. • Ask employees to watch their pay for changes • Promptly alert HFG staff to issues

  16. MEA Reminders • New levels are: • 15k base limit • 20k for 50 or older • Catch-up of 3k (18k under 50; 23k over 50)

  17. MEA Calculations • 15 years of service catch up used before age catch up in running MEA • Must include contributions to other carriers (MCPS) • All LIP past contribution information is available on LIONS/AS400 • New MEAs require DOH, DOB, and Salary • Ask for help and avoid future issues.

  18. Marketing Update New Marketing Materials on the Lincoln FR Website

  19. New Marketing Materials • Financial Perspective Newsletter a customizable quarterly newsletter for you to mail — or email — to clients to help you build and retain business. On the FR website - Sales/Sales Material/Client Newsletter See Beth if you are interested in ordering.

  20. New Marketing Materials • 2006 Advisory Servicing Package Includes: • Talking Points on “Why Advisory?” • Marketing Letters • Marketing Snapshot • Advisory Commentary • Advisory Overview Available on the FR website under Products & Services/Servicing Packages.

  21. Tom Forst & Michael Brickman

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