Congratulations to Our 2022 Circle of Excellence Members!

Reserved for our top 25 registered representatives, Equity Services’ Circle of Excellence* is ESI’s highest level of recognition. Congratulations to our 2022 members and their amazing achievement!

Steven Simon – Beverly Hills

Mark Vosk – MidSouth

Charles Creighton – Philadelphia

Paul Sortino – Baltimore

Nicola Riverso – New Jersey

Daniel Streeter – Northern New England

Jeffrey Friedrich – New Jersey

Rich Kelly – Pacific Northwest

Travis Ramsdell – Southern New England

Daniel Wolodkiewicz – Midwest Agency

Justin Paine – New Jersey

Alan Fishman – Philadelphia

Tyler Degeneffe – Chicago

Wakanwa Nzambi – MidSouth

Donald Reutemann – Northern New England

Patrick Stephens – Minneapolis

John Stephens – Pacific Northwest

Scott Maitland – Pacific Northwest

Jay Maffe – Southern New England

Dominick Citera – Metro New York

Michael Castillo – Northern New England

Jarred Muraco – Long Island

James Muro – New Jersey

William D’Angelo – New Jersey

Scott Levin – Baltimore

Circle of Excellence Members: How did you achieve COE? If you’d like to share a best practice, click here to submit a best practice or sales idea that helped get you to the Top 25.

*Circle of Excellence membership is based on 2021 production. Credits have been adjusted to comply with the Massachusetts Fiduciary Rule. 

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Updated! Meet the Strategists

ESI’s Meet the Strategists has been updated and is available for ordering using cat# 102764. You’ll also find it on the ESI Illuminations site. The brochure provides an overview of available Strategists and portfolios on the ESI Illuminations platform including information on investment philosophy, the number of portfolios available, minimum required investment, manager fees, etc.

Need a reminder about where to find marketing materials on the Illuminations platform? Click here.

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NEW! ESI Illuminations Portfolio Performance Snapshots for Q4 2021

To help you review the Illuminations fund strategist and SMA portfolios you’ve utilized for your clients and determine if there is something new and a better fit, performance snapshots have been updated for Q4 2021. While we know we should not make recommendations purely off of performance, lists such as these are a great starting point to look at alternative solutions to help our clients better meet their financial goals.

ESI Illuminations Fund Strategist Portfolio Performance Comparison – Q4 2021

SMA Portfolio Performance Comparison Q4 2021

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Have You Read the Updated WSPs?

ESI Written Supervisory Procedures Update

ESI continually reviews its Written Supervisory Procedures (“WSP”) in accordance with regulatory and business requirements.  Effective January 31, 2022, ESI’s WSP manual has been updated to incorporate various changes.  Among others, the substantive changes are summarized below. 

Summary of changes

#TitleUpdate
2.6.1Gifts To OthersAdded a bullet stating that giving/receiving cash or cash equivalents is prohibited.
5.10.5.7Specific Information Security RequirementsAdded that RRs and Associated Persons are not permitted to obtain passwords from a client to access a client’s account information or other PII (even with the client’s permission).
5.10.6.6Physical Access to Company PremisesAdded reference to the ESI Confidentiality Agreement being required for branch offices and FOSJs whenever a third-party or other outside vendor may have access to ESI’s confidential client information or records.
5.13.5Social Media, Blogs, Web Sites And Other Electronic Communication SystemsAdded details on what social media is, permissible social media, the approval process, third party social media sites, complaints, and legal liability.
6.3.7Temporary Relief for Remote InspectionsUpdated use of remote inspections for 2022 as a result of FINRA guidance on COVID relief.
10.1.5Addresses On Customer AccountsAdded DPO (Diplomatic Post Office) as an acceptable address.
10.18Pension and Retirement AccountsUpdated to reflect new DOL Rule to include Permissible Transactions, Prohibited Transactions, PTE 84-24, PTE 2020-02, Impartial Conduct Standards, Disclosures, Annual Review, Self-Correction, and Requirements When Acting as a Fiduciary. For details and education on the DOL Rule, please visit:  https://www.nationallife.com/agent/training/dol/dol-registered-reps
10.19Foreign AccountsAdded clarification that the Firm cannot have accounts with a legal address in a foreign country. ESI will be removed as the broker/dealer or the account will become restricted if it is discovered that a client no longer has a legal U.S. address.
11.18.6TrainingRemoved the requirement for supervisors to take structured products training if they have RRs under their supervision engaging in structured products.
11.27Consolidated Audit Trail (CAT) Trade ReportingRemoved information on the Order Audit Trail System (OATS) which was  replaced with the Consolidated Audit Trail (CAT) Trade Reporting. 

Location of Manual

Please review the updated ESI’s Written Supervisory Procedures for details of the changes outlined in this notice. The manual may also be found on the NLG Website, under “Compliance” –> “ESI Compliance” –> “ESI Policies and Procedures” –> “ESI Written Supervisory Procedures”.

QUESTIONS

If you have any questions regarding this notice, please feel free to contact ESI Compliance at 800-344-7437.

CLICK HERE TO VIEW FN2022-05 IN FULL


EFA Written Supervisory Procedures Update

ESI Financial Advisors (“EFA”) continually reviews its Written Supervisory Procedures (“WSP”) in accordance with the regulatory and business requirements.  Effective January 31, 2022, ESI’s WSP manual has been updated to incorporate various changes.  Among others, the substantive changes are summarized below. 

Summary of changes

#TitleUpdate
2.4.6Social MediaUpdated to match updates to ESI’s WSPs (enhance information around)
3.5Payments to Personal Service EntitiesAdded for IARs who have a Personal Services Entity (“PSE”) for the purposes of receiving compensation that would otherwise be paid to the IAR individually. For  payment of services provided to the PSE in connection with activities as an IAR, a PSE Agreement is required.
3.6Pension and Retirement AccountsUpdated to reflect new DOL Rule to include Permissible Transactions, Prohibited Transactions, PTE 2020-02, Impartial Conduct Standards, Disclosures, Annual Review, and Self-Correction. For details and education on the DOL Rule, please visit: https://www.nationallife.com/agent/training/dol/dol-registered-reps
14.4.3IAR ProcessClarified that “annual” means in the past 365 days regarding the annual client contact.
14.9Financial Plans/ Financial ConsultingChanged “check” to “payment” relating to financial plans since Advice Pay allows payment via credit card.
14.9.1Investment Analysis ToolsAdded the requirement that investment analysis tools, including financial planning tools, require approval by the ARU.

Location of manual

Please review the updated EFA’s Written Supervisory Procedures for details of the changes outlined in this notice. The manual may also be found on the NLG Website, under “Compliance” –> “ESI Compliance” –> “ESI Policies and Procedures” –> “EFA Written Supervisory Procedures”.

QUESTIONS

If you have any questions regarding this notice, please feel free to contact ESI Compliance at 800-344-7437.

CLICK HERE TO VIEW FN2022-06 IN FULL

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Congratulations to Our ESI Elite Symposium Qualifiers!

ESI’s Elite Symposium is our annual educational conference that provides the opportunity to network and share ideas with your peers, hear from world class speakers and meet with ESI’s Strategic & Technology Partners. Held at exceptional locations, the Symposium is always a memorable event – click here to see a slideshow from our conference in New Orleans.

In 2022, qualifiers will join us from June 13-17th at the Pendry Park City, a luxurious new resort in the awe-inspiring landscape of Utah. Congratulations to all of our qualifiers!

Steve Simon – Beverly Hills

Mark Vosk – MidSouth

Chuck Creighton – Philadelphia

Paul Sortino – Baltimore

Nico Riverso – New Jersey

Dan Streeter – Northern New England

Jeffrey Friedrich – New Jersey

Rich Kelly – Pacific Northwest

Travis Ramsdell – Southern New England

Dan Wolodkiewicz – Midwest Agency

Justin Paine – New Jersey

Alan Fishman – Philadelphia

Tyler Degeneffe – Chicago

WM Nzambi – MidSouth

Don Reutemann – Northern New England

Patrick Stephens – Minneapolis

John Stephens – Pacific Northwest

Scott Maitland – Pacific Northwest

Jay Maffe – Southern New England

Dominick Citera – Metro New York

Michael Castillo – Northern New England

Jarred Muraco – Long Island

James Muro – New Jersey

William D’Angelo – New Jersey

Scott Levin – Baltimore

Brian Doherty – Southern New England

Bert Livingston – MidSouth

Carl Castanho – Southern New England

Kyle Voiland – Southern New England

Gary Liskow – Long Island

Jerry Pasichow – New Jersey

Matthew Walker – Northern New England

Christopher Huchro – Northern New England

James McAteer – New Jersey

Marty Olson – Utah

Michelle Lawrence – Northern New England

Daniel Moruzzi – Long Island

Edward Degeneffe – Chicago

Whitley Mott – Minnetonka

Sam Maruca – Long Island

Matthew Lempa – Philadelphia

Sal Mondello – Metro New York


Agency Qualifiers

Randy Raner – Northern New England Agency

Mike Marino – New Jersey Agency

Jay Goodman/Rod Hurowitz – Long Island Agency

Jay Maffe – Southern New England Agency

Rick Cederberg – MidSouth Agency

David Jacowitz – Philadelphia Agency

*The 2022 ESI Elite Symposium is based on 2021 production. Credits have been adjusted to comply with the Massachusetts Fiduciary Rule. 

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Meet the Illuminations Strategists!

ESI’s Meet the Strategists has been updated and is available for ordering using cat# 102764. You’ll also find it on the ESI Illuminations site. The brochure provides an overview of available Strategists and portfolios on the ESI Illuminations platform including information on investment philosophy, the number of portfolios available, minimum required investment, manager fees, etc.

Need a reminder about where to find marketing materials on the Illuminations platform? Click here.

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Updated Life Expectancy Tables and LE Distribution Plans for Inherited IRAs

In November 2020, the IRS issued regulations that included updated Life Expectancy Tables used for calculating Required Minimum Distributions (RMDs). The new tables are effective for 2022 RMDs. The life expectancy tables and applicable distribution period tables in the regulations generally reflect longer life expectancies. For example:

  • A 72-year-old IRA owner who applied the Uniform Lifetime Table under 2021 applicable rules to calculate a 2021 RMD, used a life expectancy of 25.6 years. Under the updated rules, a 72-year-old IRA owner will use a life expectancy of 27.4 years to calculate a 2022 RMD.

  • A 75-year-old surviving spouse who is a sole beneficiary and applied the Single Life Table under 2021 applicable rules to calculate a 2021 RMD, used a life expectancy of 13.4 years. Under the updated rules, a 75-year-old surviving spouse who is a sole beneficiary will use a life expectancy of 14.8 years to calculate a 2022 RMD.

The effect of these changes is to reduce required minimum distributions generally, which will allow individuals to retain larger amounts in their retirement plans to account for the possibility they may live longer.

Fidelity systems were updated in early January to reflect the new Life Expectancy Tables. Any RMD and life expectancy estimates that are calculated by Fidelity are being calculated using the new tables effective for 2022 RMDs.

For inherited IRA/retirement accounts, also referred to as Beneficiary Distribution Accounts or BDAs, Fidelity does not provide RMD calculation services. A beneficiary who wishes to establish a periodic distribution plan to satisfy their RMD has the option to establish a plan that will pay distributions based on their or another beneficiary’s life expectancy, as applicable.

  • For beneficiaries who choose their own life expectancy for determining their RMD, a Life Expectancy Plan is established. These Life Expectancy Plans have been automatically updated to calculate the payments based on the new tables.

  • For beneficiaries who choose another beneficiary’s life expectancy for determining their RMD, a Fixed Period Plan is established using the life expectancy factor that is in effect at the time it is established. Fixed Period Plans will not be automatically updated in 2022 or beyond. These beneficiaries may want to review their Fixed Periodic Plans with their investment or tax advisor to determine whether or not to update their plan using the 2022 life expectancy factors. If the client decided they wish to update one of these plans, please obtain a letter of instruction or client email and forward to Brokerage Operations for processing.

Please contact 1-800-344-7437 with any questions.

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Reminder: Additional Disclosures Required for Qualified Plans

Additional Disclosures Required for Qualified Plans

Due to new interpretations of its regulations by the Department of Labor (“DOL”), additional disclosure is now required for many retirement accounts effective January 31, 2022.Under these new changes, qualified plans require further disclosure regarding potential conflicts of interest and issues related to fiduciary status. Our current Form CRS and the Reg BI Disclosure provide sufficient disclosure to meet the new requirements for qualified plans.

Qualified Plan Impact

Effective January 31, 2022, Form CRS and the Reg BI Disclosure will be required forms for all qualified plan business including:

  • New and existing qualified plans that are changing vendors
  • Existing qualified plans that are changing broker/dealers

Form CRS and the Reg BI Disclosure are to be left with the client (plan trustee) and do not need to be submitted to ESI for review. These documents are automatically included in new business work items for new 401k accounts that are created using Docupace/Starting Point and will therefore automatically be given to the client and ESI.  

When the client/trustee signs the Customer Agreement, they acknowledge that they have received Form CRS. The Acknowledgement of Form CRS Delivery DOES NOT need to be submitted. This Acknowledgement is only required when making a recommendation prior to providing account paperwork (which triggers the Form CRS delivery requirement to a prospective customer).

Questions

Questions regarding these notices may be directed to ESI Operations at 800-344-7437.

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Annuities in Qualified Accounts

With the implementation of Regulation Best Interest, ESI is reminding reps that the use of annuities within qualified accounts is generally limited to (click links for approved list):

In certain circumstances variable annuities without living benefit riders will be considered for qualified accounts if the following conditions are satisfied as outlined in FN 2018-12:

  • The annuity will provide a leveraged or enhanced death benefit over the contract premium.  Return of premium, contract value only, or potential step-up only death benefits are generally not eligible; there must be a roll-up feature.
  • The annuitant is age 60 or older.
  • The annuitant is uninsurable or heavily rated, making life insurance unavailable or cost prohibitive.
  • The annuitant’s primary goal is for the annuity is to transfer maximum assets to their beneficiaries.
  • The premiums should not be needed for living expenses, and only accessed in the event of an emergency.

The use of variable annuities without income riders or leveraged death benefit riders (as described above) would be considered investment-only variable annuities which are only permitted in non-qualified accounts. 

Existing Annuities in Qualified Accounts

Investment-only variable annuities in qualified accounts that were established prior to 6/10/2017 are permitted to make additional investments, however since the investment strategy may be replicated with other lower cost and/or more liquid investments options, such as mutual funds, consideration should be given to utilizing those other options.

QUESTIONS

If you have any questions, please contact your supervisor or ESI Suitability at 800-344-7437.

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