Fixed Annuity Lincoln Leader - September 2011 - ECA Marketing

Vol. 5, Issue 10, September 26, 2011
Fixed Annuity
Recent Product Updates
The following list provides a summary of recent product updates:
Lincoln OptiChoice SM Fixed Indexed Annuity
The Performance Triggered indexed account is now available with newly
issued Lincoln OptiChoice SM contracts in states where approved.
Lincoln Lifetime Income SM Edge
• The minimum election age is 35. Other ages may be considered
with prior approval.
• Minnesota approved the new rider effective with contracts issued
September 8, 2011 and later. The last issue day for contracts with
the prior Guaranteed Lifetime Withdrawal Benefit (GLWB) rider
(Lincoln Living Income SM Advantage) is November 8, 2011.
• Massachusetts: The Nursing Home enhancement is now
approved.
Lincoln Long-Term Care SM Fixed Annuity
These contracts will now include a Market Value Adjustment (MVA) provision (in
states where approved). The MVA will only apply to withdrawals above the 10%
partial surrender amount allowed per the contract, during the surrender charge
period.
The MVA will not apply to long-term care benefit payments.
Key Headlines
Recent Product Updates
LFIT/Mobility Release
(Current System)
New Annuity Illustration
System Coming Soon
Lincoln Forms Tool
Enhancements
Book of Business Tools
Which Withdrawal Form?
E-Signatures on Post-Issue
Client Forms
NY Reg 194 Update
NAIC Training Summary
Lincoln Living Income SM
Transition Chart
Wyoming has recently approved the addition of the MVA provision to
Lincoln Long-Term Care SM Fixed Annuity.
Guaranteed Minimum Interest Rate Declared for Contracts Issued
September 1, 2011 and Later
Contracts issued September 1, 2011 or later will reflect a new guaranteed
minimum interest rate / guaranteed minimum fixed interest rate
(collectively, “GMIR”).
The GMIR is 1.00% for new issues and for inforce Lincoln
contracts with surrender charge schedules ending
between September 1, 2011 and August 31, 2012,
(Lincoln Classic 5 and Lincoln OptiChoice 5 contracts).
Information compiled by Product and
Distribution Support
The Lincoln Leader contains product and business implementation information for Lincoln fixed annuities. Products and features subject
to state availability. Certain products are only available in select distribution channels. Check your selling agreement for availability.
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 1 of 8

LFIT/Mobility Release Annuity Illustration System (Current System)
The following list provides highlights of the recent Annuity Illustration release (implemented September 12, 2011):
• Lincoln OptiChoice SM Fixed Indexed Annuity Updates:
- The 1-Year Point-to-Point Indexed Account has been replaced with the Performance Triggered
Indexed Account
The 1-Year Point-to-Point Indexed Account will no longer be offered with new contracts.
The Performance Triggered Indexed Account can now be illustrated for Lincoln OptiChoice SM fixed
indexed annuities.
• Lincoln OptiChoice SM and Lincoln New Directions ® Fixed Indexed Annuity Update:
- The Lincoln Lifetime Income SM Edge Rider now reflects an Income Bonus Rate of .50% for completed
rider years 5 through 9 and 1.00% for 10+ completed rider years. The values will be reflected in the
Lifetime Benefit Amounts on the Lincoln Lifetime Income SM Edge report and in the table on the Lincoln
Lifetime Income SM Edge Overview.
• Lincoln Long-Term Care SM Fixed Annuity Updates:
- The Market Value Adjustment (MVA) provision will be included with contracts issued September 1, 2011,
and later (where approved). The MVA provision will now be reflected in the illustration and the
Guaranteed Minimum Cash Value column has been added to the report.
Available in October: Lincoln Annuity Illustration System Enhancement
Lincoln will be launching the new ForeSight annuity illustration system in October 2011. This new system
replaces the current Mobility 3.0 illustration system and will provide users with faster data input, illustration
output and other features to help improve productivity and ease of use. Some of these improvements include:
New technology provides faster navigation capabilities and significantly reduced screen “flash” or time
to move between input screens;
The “quick quote” tool provides immediate real-time quotes based on current data entered;
Ability to run multiple illustrations simultaneously;
Case-sharing available across business lines;
Inputs designed with Annuity Sales Desk to help “tell the story”;
Ability to store newly created cases using the Case Management feature so cases can be re-run without
having to re-enter any data (similar to the Case Management feature available today in LFIT/Mobility);
Ability to create more hypothetical illustrations within the same time period; and
Increased update abilities for each release.
Once the new ForeSight illustration system launches in October, the current LFIT/Mobility system will no
longer be available. Keep in mind that the actual reports generated will not change and will continue to look
the same as with the previous system.
Cases DO NOT Carry-Over – Cases stored in the LFIT / Mobility system using the Case Management feature
will NOT automatically transfer to ForeSight. Previous cases will need to be re-created in ForeSight by using
the new data entry process. The saved PDF will serve as a reference if the case needs to be re-created in the
new system.
More Information Available – For more detailed information about how to use the new ForeSight annuity
illustration system, see the ForeSight Reference Guide (available mid-October) on www.lfd.com > Fixed
Annuities > Illustrations.
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 2 of 8

Lincoln Forms Tool Enhancements
On October 3, 2011, Lincoln is introducing an updated Forms Tool with a new look and enhanced search
capabilities to make it easier to find the forms you need quickly and accurately, without losing any of the
previous functionality. The product “radio buttons” have been replaced with dynamic drop down menus,
providing a more efficient method to access needed forms.
The consolidated online Forms Tool can be accessed by the same links currently available from Lincoln
producer websites, including LFD.com, LincolnFinancialNetwork.com, AmericanLegacy.com and
LFAPlanner.com.
There are now two methods available for finding forms:
Search by Criteria
Search by Form Name or Number (Partial or Whole)
Search by Criteria
A new “Line of Business” menu is available to help narrow down
available forms.
1. Select the appropriate Line of Business from the drop down
menu.
2. Select the Purpose Type (Point of Sale, Client Service or
Producer Solutions).
3. Select the State and Product. Selections displayed are only
those products and items that pertain to the line of business
selected.
4. Click on “Find Forms.” The Results Page will appear with the
list of applicable forms. Click on the form number of the
desired form to download the PDF.
Search by Form Name or Number (Partial or Whole)
If the form name or form number is known, type the information directly into the text box and hit “find forms”.
The form will appear on the Results Page. Tip: If only a part of the name or form number is known, the same
process can be used to narrow the results generated.
The list of forms generated and the forms themselves have had minimal changes. Required forms will continue
to be pre-selected in the menu and are available as fill-able forms. Descriptive subheadings have been added
to non-required forms.
A short training video will be available on the forms tool web page to walk you through the new drop down
menu experience. Click on the Tutorial link at the top of the Forms screen to access the training.
Note: LaserApp (available via LFAPlanner.com) and the online Forms Tool for Employer Retirement Plans
have not been updated at this time.
If you have any questions, please contact Forms Management at FormsManagement@lfg.com.
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 3 of 8

Withdrawal Forms Decision Tree Now Available
There are several forms available to facilitate taking withdrawals from deferred fixed annuities. A new tool, the
Withdrawal Forms Decision Tree, is available to help determine which form should be used for each type of
withdrawal. This chart covers the following forms:
• Required Minimum Distribution (RMD) Form AN07119
• Systematic Withdrawals Form AN07099
• Annuity Distribution Request Form AN07301
• Lincoln Lifetime Income SM Edge Distribution Request Form
AN10100
• Substantially Equal Periodic Payments Form AN07097
- Payments under IRC Section 72(t) or 72(q)
Click Here to view or download the chart.
Book of Business Incorporates Policy Inquiry Tools
The Annuity Book of Business Tool will automatically generate a list of all contracts appropriate for that
representative, including those that had been previously accessed via the Policy Inquiry tool.
The Book of Business Tool
can be accessed from the
Fixed Annuity Home page,
and is the best way to
access annuity contract
information.
The Contract Selection screen will provide the total number and total value of contracts (if available) for a
particular representative and can be sorted by different columns. Specific contracts can be selected from the list.
To access additional tools for Policy Inquiry contracts, select ‘Policy Inquiry Tools’ from the left-side of the page.
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 4 of 8

Pilot Program to Allow e-Signatures on Post-Issue Client Forms
Lincoln’s Variable Annuity Contact Center is planning to launch a pilot program with iPipeline later this month to
allow e-signatures (for clients only) for three post-issue service forms. The Fixed Annuity Contact Center will
begin a similar pilot shortly thereafter.
The iPipeline pilot program will include the following three post-issue forms:
1. Change of Ownership form (order code 27725)
2. Change of Beneficiary form (order code 28493)
3. Telephone Transfer Authorization form (order code 23932; this form has been updated, consolidating
the variable and fixed annuity forms to create consistency between the product lines)
A client can request a form directly through a customer service representative, or an agent can request that
Lincoln e-mail the form to the client (as long as we can verify a current email address in our records or with the
client on the phone). The client will follow a link, enter some security information and complete the form. The
client cannot submit the form to Lincoln unless all required fields are completed. The client can then “e-sign” the
form using DocuSign and send the form directly to Lincoln.
The pilot program with iPipeline will begin by October 1, 2011 and end in December 2011. If the pilot is
successful, Lincoln could continue the program into 2012 and possibly add new forms and allow more complex
changes.
New York Provides Clarification on Recent Producer Compensation
Regulation
Effective January 1, 2011, the New York State Insurance Department (NYSID) issued Regulation 194 (Producer
Compensation Transparency), which began requiring all producers licensed in New York to provide
compensation disclosure to purchasers of insurance and annuity products issued in the state.
The New York State Insurance Department (NYSID) recently provided some additional clarification regarding
the disclosure of entertainment and merchandise provided to producers as compensation, specifically as to
whether this disclosure needed to be itemized, or if a reasonable estimate could be provided.
The NYSID confirmed that, when disclosing compensation for Regulation 194, an insurance producer must
itemize entertainment and merchandise received from an insurer as compensation, if the value of the items is
known at the time disclosure is required. If the value is not known, a producer must instead provide a
reasonable estimate of the value and a description of the circumstances that may help determine the value of
the compensation.
For More Information – See the following:
The complete description of the recently issued clarification is available on the NYSID’s website at
http://www.ins.state.ny.us/ogco2011/rg110701.htm
The full text of New York Regulation 194 and corresponding Circular Letter 18 may be found on the
NYSID’s website at:
Regulation: http://www.ins.state.ny.us/r_finala/2010/rf194txt.pdf
Circular Letter 18: http://www.ins.state.ny.us/circltr/2010/cl2010_18.pdf
While producers are responsible for compliance with this regulation, a Frequently Asked Questions
document and other resources are available from www.LFD.com regarding the requirements of the
regulation (Note: This FAQ document does not apply to those registered with Lincoln Financial Advisors
Corp., Lincoln Financial Securities Corp. or those affiliated with Lincoln Financial Network).
These tools are intended to assist with compliance, but producers should first consult with their firm of affiliation
to determine if they require any specific forms or procedures related to this regulation. Please contact your
Lincoln representative if you have additional questions.
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 5 of 8

Update: NAIC Suitability in Annuity Transactions Model Regulation
Requirements
The NAIC Suitability in Annuity Transactions Model Regulation mandates general annuity and product-specific
training requirements.
General Annuity Training Requirement – This one-time, four-hour requirement applies to residents and nonresidents.
The deadlines differ, depending on when the producer became licensed; see the chart below for
details. To take the general annuity training, click on the link below. If a state-approved course has already
been taken through another provider, the certificate of completion can be uploaded to the website:
http://naic.pinpointglobal.com/LincolnFinancial/Apps/default.aspx
Product-Specific Training Requirement – The product-specific training courses are required by state (see
chart below for details). There are four Lincoln annuity training modules; producers can take one or multiple
courses as needed: Fixed Annuity, Fixed Indexed Annuity, Variable Annuity and SPIA – Single Premium
Immediate Annuity.
General Training Course – These courses are provided on the LIMRA website. Please click on the
following link to take the Lincoln product-specific course(s):
http://naic.pinpointglobal.com/LincolnFinancial/Apps/default.aspx
Addendum Updates – When Lincoln introduces new or enhanced products and features, the productspecific
training material must be updated to reflect these changes. Producers who have previously taken
the training will be notified (via email) by LIMRA that an updated training module is available. Lincoln has
created an Addendum to the original training, noting changes and providing updated content. Producers
must complete the Addendum training prior to submitting new business in the product lines impacted.
More States Adopt NAIC Annuity Training Requirements – Texas has adopted the NAIC Suitability in
Annuity Transactions Model Regulation. The following chart lists the states that have approved the new
requirements to date, along with key deadlines for each. This information can also be found online in the Annuity
Education and Training Chart located in the “Conducting Business” section of the producer websites.
State
Effective Date
General Annuity
Deadline if licensed
prior to effective date
General Annuity Deadline
if NOT licensed prior to
effective date*
Product-Specific
Annuity Deadline
(for all producers)
Iowa January 1, 2011 May 1, 2011 January 1, 2011 January 1, 2011
Colorado April 1, 2011 October 1, 2011 April 1, 2011 April 1, 2011
Wisconsin May 1, 2011 November 1, 2011 May 1, 2011 May 1, 2011
Rhode Island June 1, 2011 December 1, 2011 June 1, 2011 June 1, 2011
DC June 24, 2011 December 24, 2011 June 24, 2011 June 24, 2011
New York June 30, 2011 Not required in NY Not required in NY June 30, 2011
Ohio July 1, 2011 January 1, 2012 July 1, 2011 July 1, 2011
Oregon July 1, 2011 January 1, 2012
August 1, 2011
July 1, 2011
(if licensed prior to 8/1/11) (if not licensed by 8/1/11)
West Virginia July 1, 2011 December 31, 2011 July 1, 2011 July 1, 2011
North Dakota August 1, 2011 August 1, 2012 August 1, 2011 August 1, 2011
Texas September 1, 2011 March 1, 2012 September 1, 2011 September 1, 2011
(3/1/12 if licensed by 9/1/11)
South Carolina September 25, 2011 March 25, 2012 September 25, 2011 September 25, 2011
Maryland November 1, 2011 May 1, 2012 November 1, 2011 November 1, 2011
Indiana January 1, 2012 July 1, 2012 January 1, 2012 January 1, 2012
Hawaii January 31, 2012 January 31, 2012 January 31, 2012 January 1, 2012
* Producers licensed on or after the effective date must complete this requirement prior to selling annuities.
Click Here to view the state-specific Annuity Education and Training Chart for more information.
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 6 of 8

Transition Information for Guaranteed Lifetime Withdrawal Benefit Riders (as of September 19, 2011)
State
Lincoln Lifetime Income SM
Edge
First Available Issue Date
Lincoln Living Income SM
Advantage
Last Available Issue Date
Comments
Alabama 06/01/11 08/01/11 Closed
Alaska 06/01/11 08/01/11 Closed
Arizona 06/01/11 08/01/11 Closed
Arkansas 06/01/11 08/01/11 Closed
California
Colorado 06/01/11 08/01/11 Closed
Connecticut 07/01/11 09/01/11 Closed
Delaware 06/22/11 08/22/11 Closed
District Of Columbia 06/01/11 08/01/11 Closed
Florida 07/01/11 09/01/11 Closed
Georgia 06/01/11 08/01/11 Closed
Guam
Hawaii 07/01/11 09/01/11 Closed
Idaho 06/01/11 08/01/11 Closed
Illinois 07/01/11 09/01/11 Closed
Indiana 06/01/11 08/01/11 Closed
Iowa 06/01/11 08/01/11 Closed
Kansas 06/01/11 08/01/11 Closed
Kentucky 06/01/11 08/01/11 Closed
Louisiana 06/01/11 08/01/11 Closed
Maine 06/01/11 08/01/11 Closed
Maryland 06/22/11 08/22/11 Closed No Nursing Home Enhancement
Massachusetts 06/08/11 08/08/11 Closed Nursing Home approved 09/01/11
Michigan 06/01/11 08/01/11 Closed
Minnesota 09/08/11 11/08/11
Mississippi 06/15/11 08/15/11 Closed
Missouri 06/01/11 08/01/11 Closed
Montana 06/01/11 08/01/11 Closed
Nebraska 06/01/11 08/01/11 Closed
Nevada
New Hampshire 06/01/11 08/01/11 Closed
New Jersey 06/01/11 08/01/11 Closed
New Mexico 06/01/11 08/01/11 Closed
New York --- --- Will not file
North Carolina 06/15/11 08/15/11 Closed
North Dakota 06/01/11 08/01/11 Closed
Ohio 06/01/11 08/01/11 Closed
Oklahoma 06/01/11 08/01/11 Closed
Oregon 08/01/11 10/01/11
Pennsylvania 06/01/11 08/01/11 Closed
Puerto Rico 06/15/11 08/15/11 Closed
Rhode Island 06/01/11 08/01/11 Closed
South Carolina 06/01/11 08/01/11 Closed
South Dakota 06/01/11 08/01/11 Closed
Tennessee 06/01/11 08/01/11 Closed
Texas 06/15/11 08/15/11 Closed
Utah 06/01/11 08/01/11 Closed
Vermont 06/01/11 08/01/11 Closed
Virgin Island 06/01/11 08/01/11 Closed
Virginia 06/01/11 08/01/11 Closed
Washington --- --- Disapproved
West Virginia 06/01/11 08/01/11 Closed
Wisconsin 06/01/11 08/01/11 Closed
Wyoming 06/01/11 08/01/11 Closed
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 7 of 8

Fixed Annuity Contact Information
Reminder
• Enter Lincoln Rep/Agent
Number and Marketing Firm
Name (if applicable) on all
applications.
• Check the “Direct” or “Other”
box on the Rep page.
• Be sure to enter complete
contact information:
- Telephone number
- Email address
- Fax
• Note the correct business
telephone and address.
Product Availability
Click here to view the
current product availability
chart.
Click here to view the
current bank product
availability chart.
Index to Articles
Click here to view the Index of
Articles for past issues of the
Fixed Annuity Lincoln Leader.
Sales Desk
Product questions/ Sales ideas/
Illustrations/ Website training
Producer Solutions
Licensing/ Contracting/
Compensation
New Business
and Post-Issue
Contact Centers
(for Agent/Client use)
Fixed Annuity Sales Desk
Agent Use Only
Operating hours: 8AM – 7PM ET
Sales Desk: 888-895-4830, Option 2
FixedAnnuitySales@lfd.com
Licensing/Contracting
Call Center: 800-238-6252, Option 1, Option 2
New Contracting Paperwork Submission:
Contracting@lfg.com
Fax: 603-226-5311
Licensing Status Updates:
LicensingStatus@lfg.com
Compensation
Call Center: 800-238-6252, Option 1, Option 1
Commission questions:
Commissions@lfg.com
FAX Numbers
New business: 260-455-0271(fax)
Post issue: 260-455-0263 (fax)
Overnight Servicing Address
Lincoln Financial Group
Individual Annuity Operations
1300 South Clinton Street
Fort Wayne, IN 46802-3506
Servicing Address
Lincoln Financial Group
P.O. Box 2348
Fort Wayne, IN 46801-2348
Fixed and Fixed Indexed Annuity:
888-916-4900
Lincoln SmartIncome SM and Lincoln Long-Term
Care SM and annuitization: 877-534-4636
Not a deposit
Not FDIC-insured
Not insured by any
federal government
agency
Not guaranteed by any
bank or savings
association
May go down in value
You must be logged in to one of the producer sites to access the attachments
(LFAplanner/LFD.com/LincolnFinancialNetwork.com). If you are logged in and
are trying to get to a document and are prompted with a new log-in screen, just
hit the “Login Button” and the document will flow through and open.
Products and features subject to state availability. Some of these products are only available in
select distribution channels. Check your selling agreement for availability.
Lincoln fixed, fixed indexed and immediate annuities are issued by The Lincoln National Life Insurance
Company, Fort Wayne, IN. The Lincoln National Life Insurance Company does not solicit business in
the state of New York, nor is it authorized to do so. The "contract" may be referred to as a "certificate" in
certain states. The certificate is a group annuity certificate issued under a group annuity contract issued
by The Lincoln National Life Insurance Company to a group annuity trust. Contractual obligations are
backed by the claims-paying ability of The Lincoln National Life Insurance Company.
Contracts sold in New York are issued by Lincoln Life & Annuity Company of New York, Syracuse, NY.
The contractual obligations are backed by the claims-paying ability of Lincoln Life & Annuity
Company of New York.
Lincoln Financial Group is the marketing name for Lincoln National Corporation and its affiliates.
Affiliates are separately responsible for their own financial and contractual obligations.
© 2011 The Lincoln National Life Insurance Company, Fort Wayne, IN 46801
LCN 201109-2059112
Newsletter compiled and edited by Ellen Hollis, Lincoln Insurance
and Retirement Solutions, Product and Distribution Support.
Please send any comments or suggestions regarding the Fixed
Annuity Lincoln Leader newsletter to: Ellen.Hollis@LFG.com
For Agent/Broker Use Only – Not To Be Used With The General Public. Page 8 of 8