September 2007

Table of Contents

Outsourcing -- It's a Brand-New Ball Game with HSAs and Consumer-Directed Health Plans
by Michael Griffith
• The 2007 open enrollment season has seen a critical mass of consumers moving to health savings accounts and consumer-directed health plans.

Waging the War on Tragedy with LTC Insurance
by Louis H. Brownstone
• We in the long-term care insurance industry are going to overcome the denial about the need for long-term care.

Product Changes Can Address Declining LTC Sales
by Deborah Grant, FSA, MAAA
• I am looking forward to policy designs that add LTC benefits to life and annuity products.

Disability Claims for Dentists, Surgeons, and Chiropractors
by Art Fries
• Disability claims are different for dentists, surgeons, and chiropractors.

Disability Insurance 101: Increase Your Disability Income Sales
by Jack B. Schmitz, CLU, ChFC, CASL
• Selling disability income insurance is not brain surgery.

Seismic Shifts in Disability and Long-term Care
by Thomas O'Keefe
• Employers now recognize the need for employee-centric benefits.

Important Disability Statistics

Disability Income Insurance--What Coverage Is Best For Employees?
by Larry Schneider
• Is your client doing employees a favor by providing group long-term disability?

How Disability Coverage Can Help Employees Avoid the Wealth Destroyers
by Bob Risk
• The need for supplemental disability benefit is greater than ever.

Match the Right Healthcare Program to Your Client
by Jim Greth, CLU
• The healthcare landscape is vastly different from a decade ago and many more changes are on the horizon.

Worksite Marketing Learning to Use the Tools of the Trade The Voluntary Benefits Service Checklist: Are Your Clients Getting the Service they Deserve?
by Tony Guide
• Partner with a company that will help you strengthen client relationships and protect your agency's reputation.

• Worksite Marketing: Special Section:
Transamerica Worksite Marketing
Bridging the way with HSAs Account
Worksite Marketing by Conseco
Assurity at Work Criticall Illness
Worksite Marketing Briefs...

Selling to Multi-Cultural Small Business Owners
by Fernando Crucet
• Multi-cultural small business owners make up a great target market for insurance professionals.

The Carrier Is Key to Your Success in Multi-Cultural Markets
by X. Rick Niu
• The deeper, more effective efforts focus on developing the personal connections that lead to beneficial relationships.

Successfully Building a Hispanic Client Base
by Yaneth Amaya and Marcela Cortez
• A growing number of agents who attempt to sell to the Latino market are non-Hispanic.

The Key to Successful Benefit Enrollment for Spanish Speakers
by Ferney Colorado and Melissa Burkhart
• The employee needs to know how the plan can be of tremendous value before they understand deductibles or the employer's vesting schedule.

Term Terminus Our Annual Survey
• We've asked top term providers in California to answer crucial questions for our fifth annual survey. Read the responses and sell accordingly!

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 health and wellness.

The Mouth-Body Connection
by Karen Brown
• Remind your clients that taking care of their mouth, teeth, and gums is essential in taking care of the rest of their body.

Raising the Profile of Dental Benefits
by Theresa McConeghey
• Some employers see dental insurance only as a secondary coverage that's nice to have.

View from the Top Part II
by Leila Morris
• Tracking the Life Industry's Crosswinds with Insider Interviews