October 2007

Back to School: Leveraging Consumer-Directed Healthcare Education
by Beverly Regester 
• Too many health insurance brokers dismiss how important it is to have thorough training on consumer-driven health plans.

To Save or to Spend: That’s the HSA Question
by Rich Glass, JD
• An HSA is fit for saving for medical expenses during retirement.

529 College Savings Plan Provides Tax, Estate Planning Advantages
by Kathleen McWard 
• When it comes to investing in a child’s or grandchild’s future earning potential, starting a 529 savings plan now can have a significant impact later.

Let’s Work Together to Protect the Integrity of Our Industry
by Bruce Ferguson
• The NAIC model is the best way to preserve the long-term viability of the market for legitimate life settlements.

How to Avoid the Pitfalls of Life Settlements
by Larry Simon
• Many financial advisors are aware of the benefits of life settlements, but are not sure how to enter this rapidly emerging and heavily regulated market.

Life Settlements: The Growth Rate Continues
by Harry Beck, CFA. CFP, CLU
• The less-understood demand side of the settlement industry warrants further explanation. Institutions are always looking for efficient ways to maximize returns for a given level of risk

Compliance Responsibilities for Fee-Based Broker-Dealers
by Alan Niemi
• Advisers who clearly understand their fiduciary responsibilities will be better positioned in a competitive market especially after adding new opportunities to their services, such as life settlements.

Bringing Consumerism to Medical Benefits
by Richard W. Hekeler, Ph.D.
• The record is mixed on whether healthcare consumerism works.

The Unsung Hero of Your Benefits Portfolio
by Jack Gerard
• Vision benefits offer incredible return on investment in the form of increasing workforce productivity and even lowering healthcare costs.

Seeing Optical Industry Trends Eye-To-Eye
by Tony de Grassi
• Brokers who make an effort to understand the trends that drive growth in the optical industry have a good opportunity.

It’s Not Your Parents’ Survivorship Life Insurance
by Michael Testa, CLU, ChFC
• Explore some non-traditional survivorship life uses on your next visit with your client.

How Prepared Are Your Clients for Their Own Departure?
by Ashley E. Augello
• No one wants to leave their children in debt. This can make survivor life insurance an important part of a family’s financial future.

Variable Life Insurance and Policy Management
by Richard D. Landsberg, JD, LLM, CLU, ChFC, RFC, APM, AIF
• Policy management is one of the most overlooked services a broker can provide.

Trusts May Offer Sales Opportunities
by J. Gary Underwood
• Trustees who hold large amounts of liquid assets frequently seek the advantages that annuity riders may provide.

Breaking Into the TSA Market
by Bert Salazar 
• A prosperous practice in the tax sheltered annuity (TSA) market is not built by dabblers.

Monitoring the Pulse of the State’s Top HMO Plans
Our Annual Survey
• Each year we survey HMOs statewide with about their plans. We then give the answers to you.

Engaging the First-Time Buyer is he Foundation for Successful Enrollment
by Gabe House
• As a popular benefit, voluntary disability insurance will attract first-time buyers.

Finding the Gateway to the Hispanic Community
by Emiliano Sauceda
• Read this for some useful sales suggestions for non-Spanish speaking agents.