November 2009

TABLE OF CONTENTS

Kate Kinkade (Editor) Column

Will Exchanges Eliminate Brokers?
by Alan Katz
• There’s a big difference between bending and breaking; between change and destruction. This is especially important to keep in mind when talking about the impact health care reform will have on insurance brokers.

Healthcare Reform Discussions  --  It’s All About How It’s Done
by Neil Crosby
• I am more convinced than ever that we need to push harder for the type of healthcare reform that will indeed help the system, not destroy it. Do get involved, share what you know to be true; just do it in a way you will be proud of when their emotion has subsided. It is more important that ever to speak the facts to your associates, your clients, your service club, chamber of commerce, church group, and your family and friends.

The Basics of Choosing an Individual Health Insurance Plan
by Tamara Quiram
• Clients who are likely to need individual insurance for a long time, such as small business owners, should consider a plan that renews annually. A short-term medical plan is an option for a client who needs individual coverage for less than a year because they expect to be eligible for a group plan.

Our Annual HMO Survey Part II:
Parting the Clouds for a Clearer Look at the Current Landscape
Each year California Broker surveys health maintenance organizations (HMOs) in the state with direct questions about their plans. We then present the answers to such questions here for you. We hope that this valuable information will help you serve your clients.

Life Lines:
Getting a Read on How the New Economy is Changing the Future for Whole Life, UL and Premium Financing.
These three stories  highlight how the new economy has completely changed the game when it comes to planning for retirement and securing the financial future of American families.

Taking a Second Look at Whole Life
by Bob Passero, CLU, ChFC
• Whole life has had a resurgence in popularity since the uncertainty of the financial markets affected the liquidity of many clients’ assets. Producers are now looking for products that offer both guaranteed death benefit and cash value.

Universal Life Insurance -- Then and Now
by Steve Hamilton, JD, CLU, ChFC
•After 30 years of economic, regulatory, tax, and social changes, universal life insurance is still adapting to meet your clients’ needs. If you have not done so already, now is the time to sit down and review your clients’ life insurance policies and needs. During these uncertain times, they need your expertise now more than ever.

Serving Your High Net Worth Clients With Premium Financing
by Leila Morris
• Some of the top names in traditional premium financing gathered recently in Las Vegas to explain the growing opportunities in the premium financing market and dispel some of the myths.

Don’t Overlook An Essential Coverage for Executives and Highly Compensated Employees – Voluntary Supplemental Disability Policies
by Issam Sweis
• Employers can still offer executive disability as a voluntary benefit when they have to drop or cut back on employer funded disability coverage. Executives and other highly paid employees, who were once benefit receivers, are becoming benefit consumers.

Educate Small Business Employers About LTC Insurance and Set the Stage for Sales
by Teresa Campama
• The LTC insurance sale typically takes some time. You can build lucrative relationships today and be well-positioned for success tomorrow when you lay the groundwork by conducting educational meetings with employers, providing helpful materials, using carrier tools and resources, and understanding how to address employer concerns and objections.

Workers’ Rising Expectations Are Fueling Demand for Voluntary Benefits
by Bradley Fleiss, CIC
• As employees pick up more of the cost of benefits, employers are looking for new offerings to offset the takeaways. One way employers can put things back into balance for their employees is by adding or enhancing optional group life insurance programs.

Kids in Need: The Value of Dental Insurance
by Karen M. Gustin, LLIF
• Tooth decay is the single most common chronic disease that kids face today. It’s five times more common than hay fever and seven times more common than bronchitis. The United States Surgeon General calls it a silent epidemic.

Dental Benefits: Should Your Clients Consider Voluntary Or Employer-Paid?
by Chris Baldwin and Renae Styve-Krmpotich
We have noticed a growing trend toward voluntary dental benefits in the past few months. In this economy, everyone is closely watching the value of their benefit dollar, so it’s important to consider many things before determining what type of dental plan makes sense for your clients.