March 2017 Issue


FOCUS

The Hidden Opportunity With Long Term Care - Multi-life LTCI

Let’s be real.  There is huge potential for those who are willing to work the long term care business, especially with......

Unique Features Of Income Protection Policies

Our families are the most important things in our lives.  If they needed us, we’d be there in a heartbeat to help, and, according to the......

Disability Planning For Small Business Owners

Business owners are accustomed to dealing with risk. From the decision to start a business, to the products and services they choose to offer, to......


Long Term Care Insurance Is Too Legit To Quit

True or false: The number one reason consumers are not buying traditional long term care insurance today is because it is too expensive.

Answering The Call

One thing is certain: When your phone rings and the client wants long term care insurance, it’s often too late to help them with traditional product options.  Or, when you get the call asking if you can still......

Setting The Record Straight About Long Term Care

Few things can take a bigger bite out of retirement savings than a long term care event. Even the strongest, most well-crafted retirement income strategies are vulnerable to the impact of the rising cost of care. While most financial professionals......

Broker Words

In Memoriam

In the summer of 1983 I had been politely encouraged by the University of Missouri to pursue my academic endeavors elsewhere, so I did what any entitled silver-spooner would do and provided my father the opportunity to subsidize my appetites......

General Interest

Focus Corporate Giving To Make The Biggest Impact

Corporate giving programs have become a common part of the culture at most organizations as they strive to give back and help build vibrant communities. While there are many ways a company can implement a corporate giving strategy, what......

The Cannabis Effect On Life And Disability Markets

The leaves and buds of the marijuana plant have been cultivated and used by humans as medicine and as a euphoria-inducing agent since ancient times.  Its earliest references date back to China in the early third millennium B.C. where......

Marketing Update

LTCI Panel

Anxiety about large rate increases and “use it or lose it” are two of the biggest obstacles in making the stand-alone LTCI sale.  How can agents address these objections?

Monthly Commentary

PowerPoints: Your Best Friend Or Your Worst Enemy

I have done 100-150 presentations a year for as long as I can remember.  I have done thousands of presentations.  But most important, I have also been on the receiving end of thousands of presentations and here is what I believe......

Hypertriglyceridemia

Most of us are programmed to know what our cholesterol levels are, and doctors are constantly cautioning us to watch our cholesterol or to take medication which helps in lowering our blood level.  High cholesterol in addition to such......

HIPAA Notice Of Privacy Practices Under Scrutiny

The U.S. Department of Health and Human Services (HHS) Office for Civil Rights (OCR) is conducting Phase 2 HIPAA (The Health Insurance Portability and Accountability Act of 1996) audits. About 167 employers have received notifications,......

Marketing Disability Insurance For Profit

Insurers and producers of disability insurance are pleased to be advised that the year 2015 produced the highest level of profitability in more than 20 years as reported by Milliman, the outstanding consulting actuarial firm, some months......

Covariates

The finding is clear-cut. People that buy life annuities live longer than people that don’t. Therefore a theory that buying an annuity will help you live longer is supported...or is it?

Probably not. A more likely reason......

Care Funding Specialist

In an ongoing effort to maintain the commentary integrity and political distribution neutrality of this column, it is important to disclose that on a “consulting” basis my partner Barry Fisher and myself have been directly......

News Releases

Berkshire Advisor Resource, Inc., and Wilson Brokerage Services Merge

Berkshire Advisor Resource, Inc., and Wilson Brokerage Services today announced a merger that will create a new company, Income Protection Resource Group, LLC.  The merger combines two leading insurance brokerage firms. Income Protection......

Allianz Life Launches New Retirement Foundation ADV Annuity

Allianz Life Insurance Company of North America (Allianz Life) announced today that it has launched the new Retirement Foundation ADVSM Annuity, the first fee-based fixed index annuity (FIA) offered by Allianz Life. Retirement Foundation......

OneAmerica Names Pat Foley President of Individual Insurance and Retirement Services

OneAmerica today named industry veteran Pat Foley president of Individual Insurance and Retirement Services, positioning the company for continued growth in retirement services (RS) and the individual insurance marketplace.......

PIMA Elects Board

The Professional Insurance Marketing Association (PIMA) elected its Board of Directors at its Annual Meeting. New PIMA officers are: President-BIll Suneson, Next Generation Insurance Group; President-Elect—Shannon Warner, Pearl Companies;......