April
2007
Table of Contents
Incubating
Long-Term
Care Sales
Fertile Sales
Advice from
Industry Experts
A Special
Advertising
Supplement
California Partnership for Long Term Care
Standard Life & Accident Insurance Company
DI & LTC
Genworth
John Hancock
Mutual of Omaha
Penn Treaty
Senior Global Solutions
PPO Survey Part II:
The Latest Spin on PPOs.
Ten PPOs in California answered direct questions about their plans to bring
agents and brokers the most up to date information on the market.
Medicare Matters:
What Brokers Should
Know About Medicare
by Michael Pacini
By its vast size alone, the 65-and-over population is launching the next
boom in healthcare. But, with so many choices, how does anyone know what
plan to choose and when to choose it?
Wow Your Clients
and Prospects
by Ken Doyle
People don't want to wait in lines, navigate through voice-mail, or listen
to a 15 minute sales pitch on which benefit plan is best. From the moment
they answer their phone, you have only seconds to catch their attention or
risk losing them forever.
A Primer on Three Critical HR Events in an Employee¹s Life
by Nick Ray
Every employee benefit specialist knows about COBRA, HIPAA, summary plan
descriptions, and conversion requirements. They also know that, while
enforcement of these laws is uneven and fragmented, penalties and costs can
be substantial.
Non-Qualified Plans:
What They Have to Offer
for Retirement Income
and the Tax Implications
by Del Campbell and Jamie Branyan
A massive wave of Baby Boomers is reaching retirement, but the variable
annuity industry is still strongly focused on accumulation. Times have
changed and the industry needs to shift to a lifetime needs focus.
Donating a Life Insurance Policy A Broker Opportunity
by Mark B. Leeds
Your clients may consider surrendering or lapsing a life insurance policy in
a number of situations. But, a life settlement is almost always a better
option.
Life Settlements:
The Outlook For 2007
by Larry Simon
Much has happened in the past year, signifying the
rapid growth of the secondary market for life insurance.
Getting Six-Figure
Insurance Commissions
from Life Settlements
by Harry M Beck, CFA, CFP, CLU
Agents are discovering that they can increase insurance production through
the proper use of life settlements. In other words, agents are using life
settlements to produce additional life insurance premium.
The Life Settlement ---An Innovative Wealth Management Solution
by David Friedman, JD, LUTCF
For a growing number high net worth individuals, retirement will bring an
immediate change to their financial situation. But, they are not getting the
comprehensive professional advice they need about wealth management products
and services.
New Roads to Market
Secondary Market Distribution Comes of Age
by Michael Coben
There are more roads than ever leading to the secondary market and advisors
can choose the route that is best for them and their clients.
Driving Home the Need for Life and Disability Insurance
by Nicholas Brecker
Once the subject has been demystified and people feel informed, they are
ready to take the next step to get adequate life and disability coverage for
themselves and their families.
