December 2007

Table of Contents

Editor Column
by Kate Kinkade

14 The Real Story on Group Variable Annuities
by Mark Hackl • The group variable annuity is one of the most commonly used investment vehicles for retirement plans, particularly for smaller-sized employer groups.

16 Clear Fiduciary Standards Will Boost Selling Opportunities
by Roberta Rafaloff • Will the Pension Protection Act pave the way for more companies offering annuities?

18 The Coordinated Dual Choice Offering
by Jim Arriola & Frank Garcia • An innovative broker strategy to overcome low participation and growing business.  

 20 Measure Dental Carriers Through Performance, Not Promises
 by Mark Moksnes • Seek a company that’s active in all major markets and serves a complete range of clients

22 How to Make -Individual Dental Work for You
by Lilli Moniot • There couldn’t be a better time to promote dental benefits

 24 Answers -to Lingering Questions About Health Savings Accounts
by Roy Ramthun • There is still some confusion about how some basic elements of HSAs work.

26 Do Your Clients a -Favor by Encouraging HSAs
by Dr. Stephen Neeleman • The HSA is the perfect solution to help more Americans build wealth while getting healthy.

28 Consumer-Directed Health Plans and the Value of -Consumer Engagement
by Arthur M. Southam, MD • Employers and consumers will need brokers to help them navigate the complex and shifting market for health benefits.

Life Settlement Liftoff

34 Life Settlements—An Expanding Solution
by Alan Niemi • The life settlement is quickly becoming a mainstream planning solution.

38 How to Get Started in the Life-Settlements Industry
by Larry Simon • Determining to work with a broker or a provider and knowing the difference is important.

40 Advisors Need Support, Not Silence
by Daniel Harris, Esq. • It’s time to acknowledge the evolution in the insurance marketplace. The industry can no longer afford to keep advisors in the dark.

42 Combating STOLI Without Violating Consumer Rights
 by Michael Freedman  • Advisors are being asked to understand and act on an important issue without a clear definition of stranger-owned life insurance

46 Setting Client Expectations in the Life Settlement Market
by Scott Kirby • Having a broker that gives you the tools and insight for a quality life settlement transaction will make all the difference to you and your client.

48 When Life -Settlements Are the Answer
by Robert Taurosa • With life settlements in their tool belt, producers can secure extra funds for their clients and secure another source of revenue for themselves.

50 Is The Life Settlements -Industry Ready To Mature?
by Brian Havey  • Maturation of the life settlement market will likely come very slowly with so many competing entities with vested interests to protect.

52 Worksite Marketing News
The latest research on the voluntary benefits landscape

 56 Dispelling Health Reform Myths
by Paul Markovich and Karen Vigil • Many arguments against expanding health coverage are myths.

57 California Health Care Reform: Sound and Fury Awaiting Preemption?
by Alan Katz • A lot effort and money has been spent on the healthcare reform debate in California.

58 Time to Break the 80% Retirement Income Rule
by Kevin Hart • Helping Boomers plan for a more costly retirement will serve both them and you well.

60 Estate Maximization with Built-in Funding
by Allan D. Gersten, CLU, CFP, ChFC
The benefits of  annuity maximization.