March is when clients naturally shift from reflection to action. Tax season, market awareness, and upcoming retirement milestones create ideal openings for proactive conversations. 

Top Planning Conversations Right Now: 

Advisors who initiate planning conversations now often uncover opportunities that were postponed during year-end reviews. 

This hybrid life + long-term care solution helps clients plan for potential care costs while still providing value if care is never needed.

Why advisors are revisiting it:

• LTC benefits if care is needed
• Guaranteed death benefit
• Return-of-premium flexibility

Ideal clients:
Ages 45–65, asset protection focused, or anyone who previously declined traditional LTC coverage.

Need an illustration or case design? KAFL can help.

Tax season highlights income, assets, and liabilities — making it one of the best organic planning triggers. 

Opportunities to Identify: 

Many business owners funded agreements years ago using term insurance. 

Common Issues:

Permanent solutions can provide.

March is ideal for business reviews before mid-year financial planning begins.

Clients continue to underestimate care costs and overestimate Medicare coverage. 

Position LTC planning as:

Advisor positioning works best when focused on VALUE — not cost. 

With Women’s History Month in full swing, one thing is clear: women need to be at the center of long-term care conversations.

Women tend to live longer, are more likely to need extended care, and often serve as caregivers before becoming care recipients themselves.

From an underwriting standpoint, that matters.

Longer life expectancy and higher claim probability can mean:

For agents, early conversations with female clients, especially in their 40s and 50s, create more options and smoother underwriting outcomes.

Long-term care planning isn’t just about protecting assets; it’s about protecting independence and dignity. Reach out to your team at KAFL to learn more about LTC prescreening.

Why is Long-Term Care a Woman's Issue?: Click Here to read more

Assurity's New Long-Term DI Income Protection+: Webinar Replay

Nat'l Life's Tactical Tuesday | The Power of Life Insurance Inside a Qualified Plan: Register Here

Mutual of Omaha's How to Avoid Common Beneficiary Mistakes: Register Here

Hancock Talks' The next big thing coming to life insurance… : Listen Here

Navigating Impairments with MMSD:

Underwriting Guide

Foreign National Recap

Register for the next sessions on Hodgkin Lymphoma on March 11

Cardiomyopathy April 8th

Lupus May 13

Spring always feels like a reset; a chance to clean up processes and focus on growth. In life insurance, one of the simplest ways to create smoother outcomes is by being intentional about prescreening.

Prescreening isn’t about slowing cases down. It’s about creating clarity for the advisor, the underwriter, and most importantly, the client.

Carriers are taking a closer look at impairments, reinsurance review is more common, and lab trends matter now more than ever. A little extra work upfront can prevent surprises later.

What Thoughtful Prescreening Can Include:

Underwriters don’t just evaluate a condition; they evaluate how well it’s managed. When cases are prescreened well, you’ll see:

A Gentle Spring Reminder:

If you’re looking to improve placement ratios or simply create a smoother client experience this year, consider reviewing your prescreening approach. Small adjustments upfront can make a meaningful difference on the back end.

If you ever want a second set of eyes before submitting a case, your team at KAFL is always happy to collaborate.  Reach out to your Sales Partner or Case Manager to learn more.

An Important Message from the NY State Dept of Financial Services:

On February 21, the Department of Financial Services will launch DFS ID, a one-stop-shop to make accessing DFS applications simpler and more efficient. Once DFS ID is available, the DFS Portal login page will be discontinued, and entity users will use DFS ID login credentials to access DFS Connect, LINX, and other DFS applications. 

What You Need to Know About DFS ID

All DFS-regulated entities will have at least one administrator within DFS ID. These administrators will be responsible for conducting DFS business on behalf of their entity and inviting others to join their entity and register for a DFS ID account as needed. The Department is working to identify entity administrators and will share next steps with those administrators soon. There is no action required for DFS ID users at this time. Administrators will receive separate correspondence from DFS prior to the release of DFS ID.  

You should continue using your current MyPortal credentials to access DFS systems until DFS ID is available.  

DFS ID Support

The Department has created a DFS ID Hub on our website to assist you during this transition. This Hub includes important information about DFS ID and what you can expect.

Thank you for your partnership in this effort. We want to provide this advanced notice so that you are aware of this change and know the support resources available to you. If you have questions, please reach out to your Department point of contact.

This designation reflects Dana’s dedication to helping clients navigate the complexities of retirement income planning, from managing longevity risk to creating sustainable income strategies throughout retirement.

We’re proud of Dana’s continued commitment to professional growth and to delivering thoughtful planning solutions for the advisors and clients we serve.

Well done, Dana!

KAFL’s office has relocated!

359 N. Washington Street
Rochester, NY 14625

Please ensure all mail and deliveries are sent to this new location. If an in-person appointment is needed during the transition period, we kindly ask that you call ahead so we can best accommodate your visit.

Thank you for your cooperation as we complete this move.