February 2008

Table of Contents

Editor Column: Kate Kinkade

Choose a Dental Carrier That Gives You Options Today and Tomorrow
by Mark Moksnes
• Don’t forget the importance of what your dental partners can deliver today.

The Drive for Cosmetic Dentistry Remains Strong
by Kevin A. Roberts
• Coverage and discounts for popular cosmetic procedures are becoming important selling features of dental plans.

Cashing in on Consumer-Driven Healthcare That’s Consumer Friendly
by Aamer Baig, Andrew Rocklin, and Srinivas Velamoor
• Consumers and employers are looking for a better experience with consumer-friendly plans.

Healthcare Credit Cards -- Charge It to Your Health
by Beth Bierbower
• Costs for employees are expected to increase 10% to more than $1,700 in 2008. Offer a healthcare line of credit to help fill in the gap.

Individual Medical PRAs: A Different Kind of Cafeteria Plan Entrée
by Rich Glass, JD
• Premium reimbursement accounts (PRAs) allow employees to choose the type of insurance coverage they want and pay for it on a pre-tax basis.

Why Aren’t More Agents Talking about Life Settlements?
by Bill Tsotsos
• Many agents have never spoken to a senior client about life settlements. Why so little interest in this valuable financial planning tool?

Individual Investing is the Industry’s Best Kept Secret
by Curtis Cole
• Don’t overlook the opportunity for clients to invest in life settlement policies.

Understanding Business Uses for Life Settlements
by Scott Kirby
• Advisors are recognizing that insurance agents, financial planners, CPAs, and attorneys are excellent sources for life settlement referrals.

Life Settlement Forecast 2008: Growth, But No Major Changes in CA
by M. Bryan Freeman
• The viatical and life settlement forecast for 2008 is bright -- robust, even.

More Investors Come to the Life-Settlement Marketplace
by Larry Simon
• Life settlements may already provide a way for financial professionals on the distribution front to help senior clients with financial planning.

How to Market Life Settlements to Your Senior Clients
by Alan Niemi
• This market segment offers tremendous potential. What better time is it to get involved in this phenomenal industry than right now?

Profiling Suitability – Targeting Safe Money Needs
by Kim O’Brien
• Only a well-informed client can make an appropriate decision about annuity suitability.

Which Investment Companies Are Loyal to You and Your Clients?
by Gina Duryea
• A major change in the 403(b) industry is the lack of loyalty some investment companies have been showing their representatives.

Estate Maximization with Built-in Funding
by Allan D. Gersten, CLU, CFP, ChFC • Clients save without considering estate provisions. They should focus on -pre-tax retirement vehicles that reside in the client’s IRA.

Listening to the Heartbeat of HSAs, Part II
by Leila Morris
• Respondents explain the specifics of their California HSA plans and explain how their plans have changed from last year.

Are Some Brokers Being Forced to Violate California’s Small Group Reform Law?
by Mark Reynolds, RHU
• Despite a law that has been in place for almost 15 years, some carriers have started restricting employers’ access to certain health plans.

Making the Case for One-Year Term Products
by Bruce A. Guillemette, MSM, CLU, ChFC, FLMI,
• Who would need life insurance that only lasts a year? As it turns out, there are more answers to that question than you might expect.

Creating Advertising And Collateral That Gets Results.
by Ken Doyle
• You have great products to sell. You have a great story tell. The only thing you’re lacking is prospects. Do what Coca Cola does.