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Bend over backwards for your clients!


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BACK TO BASICS – Many banks are showing first quarter profits by returning to the basics...trading of basic securities, Treasury bonds and currencies and returning to their traditional roles. There is a message here for all of us.  Read more from the Wall Street Journal.  

INVESTOR CONFIDENCE – Goldman Sachs has reestablished itself as the king of Wall Street by posting strong results in the first quarter...a $1.81 billion profit. Look for them to capitalize on their position by raising a few billion in capital markets and "attempting to repay" their $10 billion government loan.

ATTEMPTING TO REPAY? - Yes, you read the above correctly. Goldman Sachs may be on a collision course with the government by using proceeds from a stock sale to repay the $10 billion of TARP funds it received in October. Apparently TARP has a provision that only allows repayment "if permitted by our supervisors."  Some are saying the government may be imposing economic gangsterism...sometimes the mob won't let you pay off your loans either so they can collect "chits" later.  Others are saying that repayment of TARP funds is contingent on completion of the government's "stress tests."

SPEAKING OF WHICH - While results of the government's stress tests of the nation's biggest banks aren't due until the end of April, early news from the New York Times is that the results "may come as a relief to both the financial industry and the public: the banking industry, broadly speaking, seems to be in better shape than many people think."  It's not all good news though...some banks may require large amounts of additional capital.  For more background, read the NYT article by clicking here.  

FINANCIAL REGULATORY REFORM - With Congress and the White House moving ahead on financial regulatory reform, predictions are that we'll see new financial regulations within a year.  Here's some background information:
HELP FOR HOMEOWNERS – Help for homeowners may have finally arrived. JPMorgan Chase, Bank of America, Wells Fargo and other lenders are starting to offer a program to refinance mortgages for homeowners who owe more than their house is worth or have little equity. When Bank of America launched the program, they received inquiries from "hundreds of thousands of homeowners."

METLIFE SAYS NO - MetLife says it will not seek federal bailout funds, but will participate in the government "stress test."  MetLife is one of the 19 U.S. banking organizations taking part in Treasury's capital planning exercise ("stress test") to determine which financial institutions might need more capital if the economy erodes further.

PRU SAYS YES - Prudential has decided to extend some of its mutual funds' participation in a Treasury stabilization program. The program was set to expire April 30, but the expiration date now has been pushed back until September 18.

GENWORTH TOLD NO - Genworth saw its shares tumble 18% after its bid to qualify expired without Treasury approval. Unlike three of its counterparts that did receive the go-ahead to become banks (Hartford, Lincoln National and Phoenix), Genworth never heard back from the Office of Thrift Supervision after filing its application. Their CEO says, "We remain comfortable with our target of a consolidated life insurance company risk-based capital of 350% or above for year end 2009. We continue to progress in our evaluation of additional strategic opportunities ranging from selected asset sales to other governmental programs that could provide financial flexibility."

TARP FOR INSURERS? - Word is that the Treasury Department is about to open the Troubled Asset Relief Program to insurers that have federally regulated subsidiaries (thrifts or bank holding companies).  Insurers that have reportedly applied for aid include Hartford, Principal Financial, Protective Life and Prudential Financial.




BANKRUPTCIES RISING – The AP reports that the number of bankruptcies is rising with a vengeance amid the recession, despite a three-year-old federal law that made it much tougher for Americans to escape their debts.  One attorney says he is working seven days a week and "There's no end in sight. To be doing this well and having this much business, it is depressing. It's not a laugh-a-minute job."

SPEAKING OF BANKRUPTCY – The government is apparently asking for GM to "bite the bullet" and enter bankruptcy. You can "bank it" and the only problem we see is that it should have happened before the taxpayers threw billions down the toilet.

DEFICIT AND BUDGET SHORTFALL - The U.S. has posted a record budget deficit for the first half of fiscal year 2009 of $956.8 billion, a number inflated by governmental spending on financial and economic programs, and this year's budget shortfall is more than triple 2008's deficit. For March, the government filed a record monthly deficit of $192.27 billion. For the same month last fiscal year, the gap was only $48.21 billion. 

TRADE BUBBLE PLUS - The trade bubble continues to collapse...and that's good news. Imports are down 33% over the past year, but the trade deficit, a key part of the global financial crisis, needs to narrow further. The huge deficit was an essential part of the global financial crisis. For one, it reflected massive borrowing by households to buy imported goods, with money they did not have. Second, it reflected massive lending by foreigners in the U.S., which eventually morphed into subprime mortgages and other risky assets.

MORE HOMEOWNER HELP INFORMATION - The $75 billion the government is injecting into housing could help some nine million homeowners refinance - or, if they're in dire straits, modify the terms of their loan. The refinancing program is aimed at homeowners who are current on their payments but whose mortgages have fallen below the 20% equity threshold because of declining home values. Under the new program, you're eligible for refinancing if your loan is owned or was packaged for sale in the secondary market by Fannie Mae or Freddie Mac. To find out whether you qualify, call the lender to which you make your payments, or contact Fannie Mae at 800-732-6643 or visit www.fanniemae.com; or contact Freddie Mac at 800-373-3343, www.freddiemac.com/avoidforeclosure. The new loan can't exceed 105% of the current market value of your home, and you can't get any cash out. The program ends in June 2010.

TEACHER SHORTAGE – Another cheerful thought. More than one-third of the 3.2 million teachers in the U.S. could retire by the year 2013...a transition which will affect both schools and taxpayer-financed retirement systems.

PUBLIC PENSION DEFICIT A CONCERN – What is the deal here? Has everybody been asleep? A current article proclaims that investment losses from the current financial crisis have significantly eroded the funding status of public pension plans, affecting entities from school districts, to local governments, to state governments, and there is growing concern that increasing deficits in public plans will force taxpayers to make up for the shortfall.

FEDS NOW PLAN TO AVOID INFLATION – Federal Reserve policymakers warned that while the economy will skid more deeply into recession in coming months, it is time to start planning how to wind down spending to avert an inflationary surge. Well, they may be a few days late and a few trillion dollars short. 

ING SHIFTS EMPHASIS – ING says insurance operations will continue to be a "key building block" but, in the United States, "a fundamental shift in the risk profile will be achieved by focusing on individual life and retirement services and a transition of the variable and fixed annuities business to low-risk rollover products. For the non-core businesses, including employee benefits, group reinsurance and the existing annuity books, strategic options will be reviewed. The U.S. financial products division will be reduced as assets mature. We are taking ING back to basics on all levels. We will be focusing on fewer but more transparent products." Hope you understand but we don't. See complete details at www.lifeandhealthinsurancenews.com.

WHAT THIS COUNTRY NEEDS IS MORE SMOKERS - Smoking takes years off your life and adds dollars to the cost of health care. Yet nonsmokers cost society money...by living longer.  House members described huge health care costs associated with smoking as they approved landmark legislation last week giving the Food and Drug Administration authority to regulate tobacco products. No one mentioned the additional costs to society of caring for a nonsmoking population that lives longer. A White House statement supporting the bill, which awaits action in the Senate, echoed the argument by contending that tobacco use "accounts for over a $100 billion annually in financial costs to the economy." However, smokers die some 10 years earlier than nonsmokers, according to the CDC, and those premature deaths provide a savings to Medicare, Social Security, private pensions and other programs. Vanderbilt University studied the net costs of smoking-related spending and savings and found that for every pack of cigarettes smoked, the country reaps a net cost savings of 32 cents. Sell just 10 trillion packs and we can pay for the Obama budget!


TAX FREEDOM DAY – That is the day that most Americans can start working for ourselves and not the government. According to the Tax Foundation, Americans will have to work 103 days from January 1 before they have earned enough to pay their taxes for 2009.  This year the date is April 13 and it is the earliest date since 1967. The two reasons for the shift to an earlier date: The recession has reduced tax collections faster than it has reduced income, plus the Obama administration's stimulus package includes large temporary tax cuts for 2009 and 2010. Here is a shocker: Americans will pay more in taxes in 2009 than they will spend on food, clothing and housing combined. Here is another shocker...it will be a long time before most of us reach "Tax Freedom Day" - state taxes, sales taxes, fees and more fees, taxes we pay for corporations, gas taxes, and on and on. With luck, we will get it all behind us by July 1.

MARGINAL VS. EFFECTIVE TAX RATES - Our marginal tax rate is the highest rate we pay, but it applies only to part of our income.  Effective tax rates are what we actually end up paying the federal government in taxes.  The Congressional Budget Office has released data on the effective average federal tax rates we pay and it's not as high as we might imagine.  Review the report here.  

BACK TO BASICS TOO - I was racking my brain for advice and ideas for selling in tough times. I remembered some advice given to me by an old insurance agent in the early 1980s. It was simple, obvious and, at the time, I thought it was pretty stupid. Here it is..."See the people." While over the years that advice has made more and more sense to me, at the time I really wasn't confident in what to say when I saw them! By the early 1990s, I had that issue solved and solved for the agents and advisors with whom I worked. It is the simplest and most effective approach I have ever seen and it has made a lot of producers a lot of money. It is called the Priority Planning Concept. Try it out by subscribing to The Virtual Assistant by clicking here...the first 30 days are free!

151A, GET ACTIVE - If you agree that the SEC should not adopt Rule 151A and should clarify and confirm the insurance status of Fixed Indexed Annuities and insurance products, here is your chance. Go to www.nafa151a.com and contact your representatives.  

ESTATE TAX - According to Kiplinger, estate tax changes are shaping up along these lines:
  • $3.5 million estate tax exemption for 2010, with inflation adjustments annually thereafter; same exemption for gift taxes, thus reunifying the two; generation-skipping tax exemption would also be set at $3.5 million
  • Top estate tax rate of 45%
  • Any unused exemption would go to a surviving spouse and be available for use when he/she dies, meaning that a married couple would be entitled to a full $7 million exemption; end result would simplify estate planning for couples
  • Special-use valuation for farms and business real estate would be raised to $3.5 million
YOUNG SAVING MORE – A Mass Mutual study reveals that young retirement plan participants are saving more than ever. The average savings rate for a Mass Mutual plan participant under the age of 30 increased to 4.6% in the first quarter of 2009, up from 3.9% in the fourth quarter of 2008 and about 87% held their savings rates steady.

FIGHTING BACK - According to a National Underwriter article, life insurers are "pushing back" against what they believe to be inappropriate life settlement cases, namely stranger-originated life insurance or STOLI policies.  Click here to read the article.  In addition, NAIFA maintains a web page with the latest STOLI news.    
 
WHAT'S YOUR PDQ? - The Council for Disability Awareness has posted a web tool that can estimate an individual's "Personal Disability Quotient.  Take a look at it by going to www.whatsmypdq.org.

SAVINGS BOOM – The multitrillion-dollar rescue plan and the recent stock rally will not usher in good times in the shorter-term. You should expect slow growth and deflation. These will continue even after the recession fades into history.  You can blame easy and cheap credit, a nosedive in consumer saving, nonexistent financial regulation and increasing globalization. However, our 25-year-long spending binge is giving way to a savings spree that will last at least a decade. Consumers have no choice. There isn't much equity left to borrow against in either their homes or stock portfolios. The great American savings boom won't be a pleasant experience for foreign countries that have depended on our consumerist nation for export growth. This is already happening in China and Japan. See complete article at www.forbes.com.
 
FIRMS NOT COMMUNICATING ON WEB SITES – A study of 55 Fortune 500 companies, conducted by New York-based public relations agency Weber Shandwick, shows that 66% of the firms did not offer reassuring content on their Web site home pages.  Who knows if that is true but I do know this, if you are a financial advisor and you don't have a professional website you are slowly going out of business. Get a good one "dirt cheap" at http://thevirtualassistant.com.

REFUNDS, BILLS VS. FRILLS - Hopes for an economic boost fueled by this year's tax refunds could be dashed as most people say they plan to be frugal with their annual windfalls. An AP survey found that 54% of those receiving refunds said they planned to pay off credit card, utility, housing and other bills. That compares with 35% who said the same thing a year ago. More findings:
  • 31% will use part of the money to pay credit card bills, compared to 17% a year ago.
  • 19% will pay utility bills, compared with 10% a year ago.
  • 17% will pay rent or mortgage payments, compared with 7% a year ago.
  • 11% will take a vacation, a slight increase from a year ago.
  • 5%  will make a down payment on a car, also a slight increase.
  • 4%  will buy stocks or bonds, about the same as a year ago.
  • 8% who owe taxes said they are likely to use a credit card to pay their tax bill.
APPS DOWN...AS USUAL – MIB reports that U.S. life insurers received 3.2% fewer requests for individual coverage in March than they received in March 2008...but 7.7% more for applicants ages 60 and older. MIB U.S. activity volume has fallen in most months since March 2006 and activity has been especially weak for applicants under age 60.

THE OBAMA BUDGET - You can look at any initial budget submission as an opening salvo - or at least as a conversation starter. President Obama's $3.6-trillion budget proposal is so massive, and it represents such a sea change from the previous administration, that the debate promises to be heated and lengthy. Some issues -- such as health-care reform and curbing greenhouse-gas emissions -- may take most of a term to settle. But we do have a sense of where the discussion is headed on some key issues.
  • Taxes. Single taxpayers earning more than $200,000 a year and couples earning more than $250,000 are going to pay more. The top tax rate will almost certainly jump from 35% to 39.6% at the start of 2011. The budget would cap itemized deductions, such as those on mortgage interest and charitable giving, at a 28% rate (compared with 35% currently). But that will be a tough sell, given the dire straits of the housing industry and a wide swath of nonprofits whose endowments and funding have been hard-hit by stock-market losses. Calculations from Deloitte Tax show that a married couple with two children and a $500,000 annual income would owe about $11,000 more in taxes if all of the budget's tax provisions were enacted.  But middle-income taxpayers would see lower tax bills as cuts that were part of the recent economic-stimulus legislation (including a credit worth up to $400 for individuals and $800 for couples) become permanent. Deloitte calculates that a married couple with two children and an income of $125,000 a year would pay nearly $4,000 less in taxes, thanks to the Making Work Pay credit and a long-term fix for the downward creep of the alternative minimum tax.
  • Investments. Capital-gains rates for high earners could jump back up to 20% in 2011 from 15% now; ditto for the rate on dividends.
  • Health care. Half of the $630 billion over ten years earmarked as a down payment on health-care reform is slated to come from tax hikes on top earners. Higher-income Medicare participants would also pay bigger premiums for drug benefits. Revamping Medicare Advantage, a private alternative to the traditional government plan, could lead to fewer benefits for Advantage participants. But the 80% of Medicare enrollees in the traditional plan could expect premiums to be lower than they would have been.
  • Retirement. The budget lays the groundwork for workers to be automatically enrolled in their employer's retirement-savings plan, or in a direct-deposit IRA if the employer has no savings plan. Workers could opt out, but inertia could end up boosting participation rates to 80%. Families earning less than $65,000 could see an expansion of the Saver's Credit with a 50% match on the first $1,000 of retirement savings.
  • Education. You can count on the $2,500 college-savings tax credit, enacted as part of the stimulus bill, becoming permanent. Need-based Pell Grants could grow to a maximum $5,550 for the 2010-11 school year, be indexed to inflation thereafter, and receive guaranteed funding each year.
IRS DIRTY DOZEN - The IRS issued a warning about tax scams:
  • Phishing: the scam artists dupe filers with an email address that appears to come from legitimate organizations, like the IRS.
  • Dishonest Preparers: Some skim off the top of their clients' refunds and/or charge excessive fees.
  • There is no secret trick that can eliminate a person's tax obligations. Be wary of anyone peddling any of these scams.
  • Exaggerating or falsifying income deductions
  • Abusing donations to tax-exempt organizations by overvaluing or never actually making the donation.
  • Abusing limits set on contributions to IRAs. The IRS has also seen
  • Trusts being misused in an effort to avoid income tax liability and hide assets
  • False tax deductions
  • Using offshore banks to hide assets and income.
  • Forming false corporations to hide assets.
  • Fileing false returns to get refunds they do not deserve. Some apply for a tax abatement without even having filed a tax return in the first place.
  • Claiming income is zero on false documentation.
If you suspect tax fraud, you can report it to the IRS by filing Form 3949-A. And if you unveil a scam involving big bucks, you could be eligible for an award. Whistleblowers should fill out Form 211, the Application for Award for Original Information. You are only eligible for the award if the tax amount in question exceeds $2 million and the individual taxpayer's gross annual income is more than $200,000. Not sure to whom the italicized applies...the blower or the blowee.