JANUARY 2009

TABLE OF CONTENTS


Editor Column: Kate Kinkade


California Legislative Update
by Leila Morris
Read these timely updates on California’s ever changing legislative landscape.

Annuity Trend Report
by Leila Morris
Annuities news that agents won’t want to miss.

How HSAs Can Unshackle Clients from High Health Insurance Costs Our Captivating Annual Survey
by Leila Morris
This year marks our fifth annual survey on Health Savings Accounts. Respondents explain the specifics of their California HSA plans and explain how their plans have changed from last year. They also give their take on various aspects of the market and offer some predictions.

2009—The Year to Bite the Bullet
by Robert Hopper, Ph.D.
With health insurance reform, agents will probably experience a reduction in commissions either from selling less expensive plans or by changes in commission. However, if insurance companies follow the lead of others that have already switched to per member commissions, agents will have the incentive to find and insure those without coverage, maintaining and increasing their income.

Keep Your Clients Smiling During Tough Economic Times
by Laurie S. Laspina
• It’s during times like these that your clients will be looking to you for solutions on managing their dental insurance costs.

Saving Dental Costs With the Right Plan Design
by Theresa McConeghey and Chris Brno
Having a network of providers that offer discounted fees allows employers to offer dental coverage at a reasonable cost.

A Tough Economy Creates Opportunity For Voluntary Dental And Eye Care Sales
by Karen M. Gustin, LLIF
Employers need to be aware of their employees’ concerns and make business decisions easy to understand, especially when making changes to employee benefits.

Small Group Dental Plans: Filling The Void
Brian Watts, RHU
• The high cost of dental insurance and the limited nature of dental HMOs (DHMO) have left a huge void in the employee dental benefits market.

Adding Value with Voluntary Benefits during an Economic Downturn
by Ron Agypt
• Adequate coverage is critical to the financial health of working Americans, but often one of the first things eliminated when finances are tight. But insurance coverage is one of the most valuable items consumers can have during times of financial stress.

Estate Settlement Planning Strengthens Client Bonds
by Herb White, CFP, MBA
• Financial advisors can help clients understand that estate plans are not just for the rich and famous.

Marketing That’s Good To The Last Drip
by Ken Doyle
• When does exceptional customer service cross the line and become part of a brilliant marketing strategy?

Premium Financing: What Works and What  Doesn’t
by Allan D. Gersten, CLU, CFP, ChFC 
• The stars are aligned for advisors to consider premium financing for certain life clients.

When a $1,000 PPO Deductible Becomes the Norm
by Leila Morris
• In 2008, the median deductible jumped to $1,000 for individual coverage in employer-sponsored PPOs. That’s up from $500 in 2007.

Beware of 419 Life Plans
by Lance Wallach, CLU, ChFC, CIMC
• In Notice 2007-84, the IRS threatened to impose penalties under IRC Sections 6700 and 6701 against promoters and aiders and abettors (insurance agents) even if the plan is not a listed transaction.