November 2007

Table of Contents

What Brokers Need to Know About Medicare Plans
by Harry P. Thal, CSA
• To brokers and agents, the Medicare season starts in late September and ends March 31. They will find this a very lucrative market as the senior market grows exponentially with the Baby Boomers just around the corner.

How to Quarterback the Large Life Insurance Case
by Denise Desautels
• A quarterback approaches the field with a full game plan rather than a single play. A broker who’s working on a large case should also see it as a multi-stage process.

Successfully Building a Hispanic Client Base
by Yaneth Amaya and Marcela Cortez
• The Hispanic demographic represents a significant opportunity for individual agents.

Life Insurance Strategies with Client Appeal for Hispanic Business Owners
by Rick Gallego and Maria Sanchez
• One important reward for your painstaking relationship-building efforts is that an established customer may be an excellent source of referrals.

Why Critical Illness -Insurance is Critical for Your Agency
by Hadley Weiler
• Many California brokers are gravitating toward voluntary benefits. Here are four reasons why providing critical illness insurance is a good way to get into the market.

Worksite Benefits Offer Tremendous Opportunities
by Sandra Callahan
• New sales grew more than 10% in the voluntary market over the past two years and sales are expected continue growing.

HMO Survey Part II
• Monitoring the Pulse of the State’s Top HMO Plans
Welcome to Part II of Our Annual Survey
Contemplating Dental Benefits Our Quest for Illumination
The latest on Dental.

New Dental Products and Services: Keeping -Clients Healthy and Smiling
by Richard Goren, D.D.S  
• The toothbrush is rapidly becoming a front-line defender of wellness.

Retiree Dental Benefits: A New Tool for Employers
by Michael Schwartz
• Employers looking to attract and retain experienced older workers can differentiate themselves by offering dental benefits.

How Dental Health -Affects Productivity
by Jean Arballo
• Research continues to identify the mouth as an early warning system and a contributor to other medical conditions.

How Dental Insurance Can Reduce Medical Costs
by Robin Muck
• Ten years ago, you would probably get a skeptical response if you said that adding group dental insurance could help a company save on medical claims.

Lower Healthcare Costs Start In The Dentist’s Chair
by Dr. Preddis Sullivan
• If your clients do not offer dental coverage, educate them on how regular dental exams can reduce healthcare costs.

Evolving to Seize New -Opportunities for Growth
by Geoffrey and Gregory Kaltenbach
Deregulation, enhanced marketing, and the consumer’s need for a one-stop shop have created firms that take a more comprehensive approach to each client.

Countering the -Misconceptions about LTC Insurance
by Derrick Brickhouse
• This article looks at some common misconceptions about long-term care
insurance and ways that agents can respond.

LTC Insurance and the Worksite – A -Winning Combination
by John Wane and Lenny Anderson
• Some things go together perfectly. A prime example is selling LTC insurance at the worksite.