September 2009

TABLE OF CONTENTS


Editor Column: Kate Kinkade

Today’s Top Five 401(k) Opportunities for Investment Professionals
by Matt Riebel
• Many small businesses need help managing their 401(k) plans and they’re are looking for investment professionals who understand the challenges they face. 

Up, Up, & Away With Dental Sales: Get Carried Away With Our Annual Dental Survey
Welcome to Part III of California Broker’s 2009 Dental Survey. We’ve asked the top dental providers in California to answer 28 crucial questions to better help you, the agent, understand their benefits, features, and services. Read the responses and sell accordingly.

Why You Can’t Ignore Self-Funding Options for Your Clients
by David Zanze
• If you’re sincerely interested in offering some of the best insurance solutions and you want to earn revenue for yourself, you can’t afford to ignore the self-funding alternative for large clients. It’s an attractive alternative for employers that
have more than 250 employees and a stable benefit history.

Avoiding  Embarrassing Ethnic Marketing Mistakes Five Common Errors That Can Doom
Your Multicultural Marketing Efforts
by X. Rick Niu, CLU
• You’d think that this convergence of market opportunity and broker interest would result in high sales numbers within Hispanic and Asian populations. And, indeed, many brokers are serving these markets effectively. But, in many other cases, there are missed opportunities and missteps in marketing that erode short-term sales and diminish the ability to form lasting, trusting relationships.

Getting Set for Sales Success… How Voluntary benefits Can Offer Value to Your Clients and their Employees
by Tony Giumetti
• Many of your clients are probably looking for ways to cut expenses in this economy. The employee benefit package may seem like a logical target
for the chopping block, but it doesn’t have to be.

Helping Employers Choose Global Benefits in a Changing World Economy
by Stephen Killian and David Marciano
• Brokers who serve multi-national employers need to be able to help their clients choose health benefits for their globally mobile workforce at a time when employers are reducing expenses quickly in order to meet their competition on equal footing.

Employers are Drowning in a Sea of Rising Healthcare Costs – Worksite Marketing to the Rescue!
By Matt DeWolfe
• Your clients are looking desperately for someone to save them. The good news is that they will look to you first if you’ve done your job.

How to Reach All Four Generations in the Workplace
by Cam Marston
• There are successful standard strategies to market benefit programs in the workplace. But more and more organizations are realizing the
value of addressing each generation separately. 

How Preparation, Partnership, and Product Can Help You Manage Your Clients’ Long-Term Care Risks
by Jodi Anatole
• In today’s economy, it is more important than ever to manage risks for clients who are preparing for retirement. Long-term care (LTC) insurance is one coverage that should not
be overlooked when building a strong financial safety net.

Responding to Clients Who Want to Put Off Buying LTC Insurance
by Tom Riekse Jr., CEBS, ChFC
• It’s not news that the recession has affected long-term care (LTC) sales despite the large target market of Baby Boomers who are prime candidates. But, for residents of California and other states, there has never been a better time to buy.

Term News–Update on the Term Insurance Market
• by Leila Morris

Compelling Client ConversationsThat Create Life Insurance Selling Opportunities
by Greg Schwabe, FMLI
• What should life producers be doing when so many people are preoccupied with concerns about the future and the economy? They’re looking for light at
the end of the tunnel when it comes to jobs and retirement.