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 Onl y Not To Be Used With The General Public. Page 1 of 7
Information compiled by Product and
Distribution Support










Lincoln Deferred Income Solutions
SM
Annuity Updates

New Jersey: Now Available
Alaska: Available December 16, 2013
Lincoln Deferred Income Solutions
SM
Annuity is now available for sale in
New Jersey and will soon be available in Alaska. Marketing materials,
forms, and illustrations are available from producer websites.
Illustrations are also available from CANNEX.
Click Here to view the Product Availability Chart for other state availability.

Avoiding NIGOs when Submitting Applications
Avoid these recent new business issues when submitting business
for Lincoln Deferred Income Solutions
SM
Annuity:
Inconsistent information Information entered on the application
supplement should match what was used to generate the illustration.
Appointment delays Check to see if the DIA training addendum is a
licensing/appointment requirement in the state where the business is
written. Check the State Insurance Licensing and Training Chart posted
on the Life and Annuity Compliance page of producer websites.
Expired illustrations Check the valid through date on the
illustration. Make sure the illustration is valid for the timeframe
when the application was signed.
Funding delays The Income Payment Start Date must be at least
24 months from the contract issue date (state variations apply).
Underestimating the time for transfer business to arrive at Lincoln,
thereby delaying contract issue, may shorten the deferral period to
less than the 24-month minimum requirement.

New Q&A: Income Payment Amount
What factors determine the income payment amount? How do
these factors impact the illustrated amount and the actual
amount shown on the contracts Schedule page?
The latest Q&A is available from the Lincoln Deferred
Income Solutions
SM
Annuity section of Lincoln producer
websites and addresses these questions.





Headlines
Lincoln Deferred Income
Solutions
SM

Available in NJ, AK
Avoiding NIGOs
New Q&A
Competitive Intelligence
Corner: Fixed Indexed
Annuities Effective Rate
Lincoln Insured Income
SM

Immediate Annuity: COLA on
Illustrations
Updated Market Conduct
Manual
Alert Regarding Vulnerable
Persons
Suitability Reminders
State Insurance Licensing
and Training Requirements
2013 Business Cut-Off Dates
Vol. 7, Issue 12, December 12, 2013




Fixed Annuity
For Agent/Broker Use Onl y Not To Be Used With The General Public. Page 2 of 7




Competitive Intelligence Update: Fixed Indexed Annuities Compare the effective rate of
any potential earnings of the indexed accounts.
A high cap on an indexed account of a fixed indexed annuity may seem appealing at first, but
taking a closer look may paint a different picture.

When is the fee deducted from the account value?
Some companies offer products where the client can pay a fee for a higher cap. For indexed
accounts, any potential earnings are credited at the end of the indexed term. If the fee for
the higher cap is deducted prior to the determination of the indexed account earnings, the
effective rate may be less than anticipated. The following example illustrates this point.

When is 4.40% better than 5.25%?
Company
Indexed Account
Rate
Fee
Deducted
Account Value
after fee
Account Value
after crediting
Effective
Rate
Lincoln
Performance
Triggered Account
Specified
Rate
4.40%
none $100,000 $104,400 4.40%
Company A
Point-to-Point with
Cap Account
Cap*
5.25%
1.00%, before
earnings have
been credited
$99,000 $104,198 4.20%

Assumptions for the above hypothetical example: $100,000 premium, 1-year indexed account term. The index
used for the indexed account formula is assumed to return a 10% change over the indexed term.
*If the client did not elect to pay the 1.00% fee, the cap would be 3.25%.

Take a look at Lincolns current fixed indexed annuity rates (as of December 1, 2013):
Product Premium
Fixed Account
Interest Rate
Perf Triggered
Specified Rate
2-Yr PT-to-PT
Cap
Lincoln New Directions

6
< $100K 1.90% 3.30% 8.35%
$100K 2.05% 3.60% 9.15%
Lincoln New Directions

8
< $100K 2.35% 4.10% 10.85%
$100K 2.50% 4.40% 12.00%

Click Here to view the Rate Notice for other Lincoln Fixed Annuities. Click Here for New York.

Considerations:
A higher cap may get your attention, but look a little closer how will the timing of the deduction
of any fees impact the overall earnings potential of the annuity?

Summary:
When comparing fixed indexed annuities, look at the potential effective rate of the indexed
account earnings.
Lincoln Market Research & Analysis Annuities Unit provides general information on a competitors annuity products to help
producers understand product differences, and should be viewed as informational only.
When viewing the comparison, keep in mind that products and features are subject to state and firm approvals.





Competitive Intelligence Corner
For Agent/Broker Use Onl y Not To Be Used With The General Public. Page 3 of 7
Lincoln Insured Income
SM
Immediate Annuity Cost of Living Adjustment
Now Available on Illustrations
It is now possible to illustrate the optional Annual Increase Cost of Living Adjustment (COLA) for
Lincoln Insured Income
SM
Immediate Annuity using the ForeSight Annuity Illustration Platform.
Previously, an illustration with COLA had to be requested from the Annuity Sales Desk.

COLA can be illustrated 1%, 2% or 3%.
As a reminder, a payment with COLA will start out lower than the same payment without COLA,
but will increase each year until some point where the COLA payment will exceed the non-COLA
payment. The longer a client lives, the greater the potential for higher overall income from
having elected COLA.



Updated Market Conduct Manual
Lincoln has updated its Market Conduct Manual for producers.
The Market Conduct Manual is a guide for producers who sell Lincoln's individual life insurance
and annuity products. The Manual provides a high level overview of Lincoln's expectations for
ethical conduct and good business practices in the sale of these products. It covers a wide
variety of topics and is provided to producers upon appointment with Lincoln's insurance
companies. By signing a Producer Agreement with Lincoln, producers agree to adhere to the
guidelines contained within the Manual. The Manual was recently updated to reflect Lincoln's
current market conduct policies and procedures, dealing with such issues as:
Conflict of Interest Updated to clarify the appropriate roles of a producer.
Application Submission Highlighted use of new forms: Certification of Trustee Powers
Form and Declaration of Insurability Supplement.
Advertising Updated to clarify common advertising rules.
Suitability in Fixed and Indexed Annuity Sales Elaborated on producer obligations.
The updated Manual (Form BJ-8114) is available on the Consolidated Forms Tool in the Producer
Solutions Line of Business section, and on the Life and Annuity Compliance web page of Lincoln's
producer websites, including LFD.com, LFAPlanner.com and LincolnFinancialNetwork.com.

For Agent/Broker Use Onl y Not To Be Used With The General Public. Page 4 of 7
Alert Regarding Vulnerable Persons
With special information for producers appointed in Puerto Rico
Lincoln is committed to identifying cases of financial exploitation of older persons and adults
with disabilities (vulnerable persons) and taking the necessary steps to mitigate the risks
associated with this activity. As an appointed producer of Lincoln, you are expected to respond
quickly to any concerns of financial exploitation expressed by a customer or a representative of
a vulnerable person.
An older person is defined as any person who is sixty (60) years old or older who has full legal
capacity and the ability to perform essential life functions, such as mobility, communication, and
self-care. An adult with a disability is any adult that has a physical, mental or sensorial
disability that substantially limits one or more essential life activities, or has a history or medical
record of a physical, mental or sensorial disability.
Financial exploitation involves the improper use of funds of a vulnerable person, or the
improper use of his or her property or resources by another individual. Such exploitation may
include misrepresentations, embezzlement, conspiracy to commit fraud, falsification of
documents or records, coercion, fraudulent transfer of property, or denial of access to assets.
Should you have reason to believe a vulnerable person is the subject of financial exploitation,
please immediately report all pertinent information to Lincoln via our Fraud Hotline on our web
site, www.lfg.com. You will be contacted by one of our Special Investigation Unit Coordinators
for further information.
Click Here to view the Alert Regarding Vulnerable Persons available from the Life and Annuity
Compliance page of Lincoln producer websites for red flag indicators of financial exploitation of
vulnerable persons and steps to consider if you suspect fraud. While this notice is specific to
Puerto Rico, it contains valuable information for all producers. Please consider this information
when dealing with older persons and adults with disabilities.

For Producers Appointed in Puerto Rico:
Rule 93 of the Regulations of the Puerto Rico Insurance Code was adopted by the Office of the
Commissioner of Insurance of Puerto Rico to bring education and awareness to the prevention
and detection of possible cases of financial exploitation of older persons and adults with
disabilities (vulnerable persons).
Starting in late January 2014, the Alert Regarding Vulnerable Persons (Form LF10696) will be
provided to all producers who write an individual life insurance policy or annuity contract in
Puerto Rico. A similar notice (Form LF10695) will be provided to the policy/contract owner when
the policy/contract is delivered.



For Agent/Broker Use Onl y Not To Be Used With The General Public. Page 5 of 7

Suitability Reminders

Florida:
The guide How to Complete the Florida Suitability Forms has been updated for
recent changes, and is available on Lincoln producer websites on the Life and
Annuity Compliance page.
The current versions of the Annuity Suitability Questionnaire (Form AN07091FL) and
the Disclosure and Comparison (Form 33503FLF) are dated August 2013. Lincoln will
no longer accept the previous versions of the forms (dated November 2011).
Also, per Florida requirements, the Annuity Suitability Questionnaire and the
Disclosure and Comparison forms must be submitted to Lincoln within 10 days of
being signed and dated by the client or they will need to be re-dated by the client to
ensure accuracy of information.

Updated How To Guides:
The following guides have been updated for recent changes, and are available on the
Life and Annuity Compliance page of Lincoln producer websites.
How to Complete the Fixed Annuity Suitability Forms
How to Complete the Florida Suitability Form
New York Regulation 60 Process

Updated Fixed Annuity Suitability Guide:
The Fixed Annuity Suitability Agent Guide has been updated and is available from
Lincoln Fulfillment or can be downloaded from the Lincoln producer websites from the
Life and Annuity Compliance page.




State Insurance Licensing and Training Requirements Annuities
The NAIC Suitability in Annuity Transactions Model Regulation mandates general annuity and
product-specific training requirements. States may have modified these requirements or have
additional state-specific training requirements.

Reminder: Check Deadlines for Training Requirements
Refer to the Lincoln Individual Annuity Products State Insurance Licensing and Training
Requirements chart for information on:
States that have adopted the NAIC Suitability Model Regulation
States having additional training requirements
Key deadlines for meeting those requirements
Reciprocal agreements: if the state accepts another states General Annuity course

This chart is available online from the Life and Annuity Compliance page of Lincoln producer websites,
and represents Lincolns interpretation of the current state law. Also available is an Annuity Education
Q&A for answers to commonly asked questions about the NAIC Model Reg. requirements.

For Agent/Broker Use Onl y Not To Be Used With The General Public. Page 6 of 7
2013 Year-End Business Cut-Off Dates: Lincoln Individual Annuities
Listed below are some important cut-off dates to remember regarding year-end processing of
2013 Good Order business. Please keep in mind that transactions processed after the deadline
or cut-off dates will be completed on a best-efforts basis with no guarantees as to the tax year
in which they will be reported.
All annuity business mail (applications, checks, financial requests, etc.) must be received in
good order in the appropriate location by 4:00 p.m. EST.
Dates below do not represent 2013 compensation payout.
The contract must issue in 2013 in order to earn 2013 production credit with Lincoln.
Request or Process
Business
Deadline Date
Notes
New Business Applications with money:
Income annuities December 19, 2013
Includes Lincoln Insured Income
SM
Immediate
Annuity and Lincoln Deferred Income
Solutions
SM
Annuity.
Fixed indexed annuity December 20, 2013 Issue date of December 22, 2013
Fixed annuity December 26, 2013
New Business Applications without money:

All fixed, fixed indexed and
income annuities
December 26, 2013
The cut-off date for "Applications without
money" is for rate locks only. Standard rate
lock procedures apply. This date does not
pertain to Lincoln production credit or the issue
date.
Financial Distributions:
Withdrawals, internal transfers,
surrenders, loans, one-time RMDs
December 26, 2013
In good order requests received prior to
December 26, 2013 will ensure 2013 tax
reporting.
Automatic Withdrawal Service
(AWS) for RMD
December 13, 2013
In good order requests received prior to
December 13, 2013 will ensure 2013 tax
reporting.

Call the appropriate product line Call Center with any questions regarding the above chart (see
the back page of the Lincoln Leader for contact numbers).



For Agent/Broker Use Onl y Not To Be Used With The General Public. Page 7 of 7
Looking for an Article?
The Index of Articles for past
issues of the Fixed Annuity
Lincoln Leader can be found on
the Lincoln Leader archive page
of producer websites.

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

Products and features subject to
state availability.
Click Here to view the State
Availability Chart.
Click Here to view the Bank State
Availability Chart.

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 subject to 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 subject to the claims-payi ng
ability of Lincoln Life & Annuity
Company of New York.
LCN-777647-120613
Fixed Annuity Contact Information
Sales Desk
Product questions/ Sales ideas/
Illustrations/ Website training
Operating hours: 8AM 7PM ET
Annuity Sal es Desk Agent Use Only

Sales Desk: 888-895-4830, Option 2
FixedAnnuitySales@LFD.com
Partner Solutions
Appointments/ Contracting/
Compensation
Operating hours: 8AM 6PM ET
Appointments/Contracting
Call Center: 800-238-6252, Option 1, Option 2

New Contracting Paperwork Submission:
Contracting@LFG.com
Fax: 603-226-5311

NAIC Training Questions:
AskAnnuityNAIC@LFG.com

Appointment Status Updates:
LicensingStatus@LFG.com

Compensation
Call Center: 800-238-6252, Option 1, Option 1
Commissions@LFG.com
New Business
and Post-Issue
Operating hours:8:30AM 5:15PM ET
FAX Numbers
New business: 260-455-0271(fax)
Post issue: 260-455-0263 (fax)
Pre-Issue Good Order (GO) Team
Telephone number: 260-455-3433
Forms Submission:
AnnuityForms@LFG.com

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
Contact Centers
For agent/client use
Operating hours:8AM 7PM ET
(8AM 5:30PM ET Fridays)
Fixed and Fixed Indexed Annuity:
888-916-4900
Lincoln Insured & Deferred Income, Lincoln
SmartIncome, Lincoln LTC and annuitization:
877-534-4636











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.
2013 The Lincoln National Life Insurance Company, Fort Wayne, IN 46801

Newsletter compiled by 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