May 2018 Issue


FOCUS

Four Reasons Why Working With Millennials Can Dramatically Increase Your Sales

Millennials (people aged 18-35) are the largest segment of the U.S. population. Over 75 million Americans, or nearly a quarter of the population,......

Life Insurers' Rebalanced Focus On Existing Clients

Life insurers have been facing a challenging market environment during recent years, one characterized by low interest rates and investment returns......

Puerto Rico And Cafeteria Plans

Can employers now set up cafeteria plans in Puerto Rico? Because of Puerto Rico House Bill (HB 453), which became law in January, 2017, one might......


Talkin 'Bout My Generation - Best Practices For Advising Multiple Generations

What makes a generation?

Every generation has its own collective personality—shared attitudes, world views, values and beliefs that tend to define a cohort of people born over a particular 15 to 20-year span. To some degree,......

The $30 Trillion Transfer: Pre And Post Mortem

Approximately $30 trillion in assets will transfer from Baby Boomers and Generation X to Millennials over the next couple of decades. A massive shift of wealth that will go primarily two places: The US Treasury and beneficiaries (Millennials......

Generational Planning: What Do You See?

It is time to start asking some very important questions. Mr. and Mrs. Client, what do you see in your financial future?  More important, what don’t you see? In life most accidents and lost opportunities are the result of things......

Broker Words

Broker Words

By the time this no doubt Pulitzer-worthy column reaches your mailbox, desk, briefcase or commode, and thus your eyes, Disability Insurance Awareness Month (DIAM) will be well underway.  And hopefully more than a handful of you will......

General Interest

Lifting Life Sales From Green To Black And Blue?

When you go to the mountains for downhill snow skiing, you choose the trail to descend based upon the green circle markings for beginners, a blue square for intermediate, or the black diamond for expert.  If you are a beginner who......

Leveraging Technology To Corner The Small Group Market (And Beyond) During These Uncertain Times

Since the ACA’s implementation in 2014, small group agents have been changing their focus to businesses with 10 or more employees. There are several reasons for this shift, including lower commissions, time constraints and small......

Arrogance In Innovation - A Recipe For Ruin

There are over 740 defunct automobile companies in the history of the United States. Many of these date from the early 20th century. Most were bespoke hand-crafted models presented with pride to an emerging market.

Most went......

Monthly Commentary

Broken Heart Syndrome

Is it true, as stories suggest, you can die of a broken heart?  Likewise, can you have suffered a broken heart and get a standard life insurance policy?  The answer to both questions is yes.  The entity is known as Takotsubo......

Compliance For Cafeteria Plans

As benefits administration becomes more and more complicated, compliance is on everyone’s to-do list. In the compliance world of never-ending change, the following is a refresher course for employers on just two compliance requirements......

Paycheck Protection Month - DIAM - And It All Starts With You

The month of May is Disability Insurance Awareness Month and it is a great time to reach out to new, old and prospective clients about their disability insurance planning.  It’s also a time to review your personal planning. ......

Out In The Field

I got talking with a retired master plumber recently and somehow the conversation came around to the difference between what the book says and what happens out in the field. The plumber said he worked for a local firm where the owner was......

Oops

The 500 pound canary squatting squarely in the middle of any conversation about custodial care remains our gift from  Lyndon Johnson. I do not mean to extend any normative values to Medicaid.  In many ways it may be our single......

News Releases

Generational Planning: What Do You See?

It is time to start asking some very important questions. Mr. and Mrs. Client, what do you see in your financial future?  More important, what don’t you see? In life most accidents and lost opportunities are the result of things......