Excellus is gearing up for open enrollment training for 2021 and they are excited to bring you a new way to learn about new products and programs. They know the preference for most of our brokers is training in an online format. And with everyone doing their best to maintain social distance these days, it became clear the ability to conduct meetings and training in a virtual setting would be needed, as well.

Their new online sales hub will be able to help you do just that, giving you convenient, on-demand access to pre-recorded training videos and sales collateral.
This will include a pre-recorded webinar available in September for our annual Open Enrollment meeting. Please contact your KAFL Employee team member at enrollment@kafl.com if you have a topic for consideration on the agenda. Further details will be provided as we get closer to the Open Enrollment meeting.

They will be reaching out via email in the next week or so to provide each of you with a unique URL for accessing the sales hub along with additional details.

For the original communication from Excellus, please click here

COVID-19 has disrupted families, communities, and businesses in our country and around the world. EMSI has become a casualty of these unprecedented times, as the pandemic has severely depressed service volumes. As a result, all company operations ceased on Friday, July 3, 2020.

Prudential’s response to closing:

In light of the EMSI closure news, unfortunately, there are some impacts to “in the mill” cases.

Here is a high-level summary of impacts:

  1. Orders for cases that have been assigned a Prudential policy number are being transferred to a new vendor – No action required.
  2. Fast App has been suspended for new submissions.
  3. Fast App cases that did not transmit to Prudential prior to EMSI’s closure will need to be re-submitted via an alternate method. To proceed, re-submit using an alternative application. We recommend using the Xpress Worksheet Application, and the online interview, to expedite processing.

We are working to update FastApp submissions to be processed through another vendor as quickly as possible. We understand the importance Drop Ticket submissions play in our partnership and are actively working to have solutions in place in the near future.

Click here for more detailed information.

Prudential has pulled their Guaranteed Death Benefit UL Protector (single life only, not survivorship)

  • The deadline to get applications to Prudential is 7/13 therefore they need to be at KAFL by noon on Friday, 7/10

Prudential has pulled their Survivorship Variable UL in NY only

  • The deadline to get applications to Prudential is 7/19 therefore they need to be at KAFL by 10:00am on Friday, 7/17

Beginning Monday June 8th health insurance carriers will begin to send notices to individual and group health insurance customers notifying them of the 2021 rates they are requesting.  PLEASE NOTE: these rates are not final and are subject to change.  The State of New York Department of Financial Services can come back to the carrier to adjust their request and the new rate would be communicated as the “final rate” for 2021 at a later date.  Once the group gets the notice from the carrier it is their responsibility to distribute it to any employee in that specific plan (note each plan may have a different rate change).  In addition these notices can be sent in either hard copy form or electronically to the employees.  If you have any questions please don’t hesitate to reach out to any member of our Employee Benefits team for help.  Thank you!

Important Underwriting and New Business Updates

An Important Update from Ray Caucci, Senior Vice President, Product Management and Underwriting and Gretchen Dinucci, Vice President and Chief Underwriter

Throughout the rapidly evolving pandemic, we have been evaluating our underwriting and new business practices continuously to support business continuity, deliver a consistently high level of service and maintain our financial strength. We have been working closely with our key strategic partners, including the reinsurers, to effectively navigate the risks associated with the pandemic.

As a result, effective at the close of business today, Thursday, April 2, 2020, we are implementing the following temporary changes to our life insurance underwriting and new business guidelines for all cases not already approved or issued as noted on InSight.

  • Postponing any applications on individuals with an insurance age 70 and older
  • Postponing any applications on individuals of any age rated worse than a Table Four
  • Suspending acceptance of funds from external replacements in excess of $250,000 gross cash value
  • Suspending the following programs until we have clarity on the pandemic’s impact:
    • Table Four to Standard Fold In Program
    • Survivorship Whole Life Rate Class Upgrade
    • Lifestyle Credit Program

We are making these changes after careful consideration of the potential business disruption. We expect to re-visit these and other changes as we gain better insight into the impact of the COVID-19 pandemic.

As a mutual company, we have always taken the long-term view in service to our policyholders’ best interests, and we continue to do so today. We remain committed to maintaining a prudent, long-term approach as we navigate the COVID-19 pandemic — with a continued focus on delivering on our promises to policyholders and financial professionals.

Thank you for your flexibility and understanding as we all continue to adapt to changing conditions.

If you have questions, please contact your KAFL brokerage manager.

New York has had a suitability regulation for producer annuity recommendations, but this regulation did not apply to life insurance. The regulation has been expanded to:

  • any producer recommendation to a N.Y. resident of a transaction involving any type of life insurance
  • a producer recommendation to a N.Y. resident of either a new life insurance policy or an in-force transaction (for example, a conversion of a term policy into a whole life policy)
  • require the producer to meet a “best interest” standard when recommending the purchase of life insurance
  • require the producer to have a “reasonable basis” when recommending life insurance to a N.Y. resident, including having confidence that the client has the financial ability to make the premium payments and for the producer to document that basis
  • require the producer to make certain disclosures to a N.Y. resident when recommending any transaction (whether a new sale or in-force) that involves the payment of new compensation to the producer
  • In addition you will need to complete carrier specific life product training, this new training is required to sell a life policy in New York beginning 2/1/20! The list of training links is available on our Get Licensed Page and will be updated as more information is given to us by the carriers.


Here’s your guide to being compliant with Reg 187:

  • Complete Reg 187 training before 2/1/2020 (we suggest RegEd as the course is free)
  • If you have completed Reg Ed course #484 or #485 you have satisfied your life Reg 187 training requirement.
  • Click here to see a link to state approved CE providers.
  • Send training certificate to licensing@kafl.com
  • Carriers will be changing their suitability forms so please verify with KAFL that you have the most current version of the paperwork


Click here for full Reg 187 Regulation

For a limited time, VSP members get an Extra $40 to spend on select frame brands. Now through February 29, 2020, VSP members can choose a frame from popular brands including CALVIN KLEIN, CALVIN KLEIN JEANS, DKNY, Draper James, Dragon, and Nike and $40 will automatically be applied to their purchase when they use their benefits.

Reach out to enrollment@kafl.com if you are not already registered, and we’ll follow up with a link to the training and marketing tools to help you get started. You’ll be proud to offer VSP, which leads the industry in overall member satisfaction.If you are not already registered to sell VSP, please email enrollment@kafl.com.


Click here to download Extra $40 Talking Points and FAQs for reference.

  • Prudential will now issue all Term policies outside NY via E-Delivery
  • For NY cases that are non-replacements, they will issue an eIssue policy 
  • All term policies that do not qualify for eDelivery will now be issued via eIssue
  • Your designated Case Manager will email you the pdf of the policy for signatures
  • A paper policy will not be printed and mailed; the policy will need to be printed from the PDF file your Case Manager emails you
  • Wet signatures must be collected from applicable parties and appropriate paperwork returned to KAFL for processing

Contact your KAFL case manager today for any questions.

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