August 2016 Issue


FOCUS

International Benefits In The 21st Century

In today’s business world, long gone are the days of regionalism and local sourcing as companies of any size across many fields conduct business......

Partnering With CPAs To Cultivate New Clients

Working at an insurance marketing organization (IMO) for fourteen out of my eighteen years in the insurance industry, the most common inquiry I receive......

Adding To Your 2017 Agency Revenue Without Really Trying

There probably isn’t a brokerage agency that doesn’t want to grow its business in 2017. Adding a niche marketing program is one way to......


The One Benefit You Cannot Afford To Not Offer

Keeping employees happy and providing them with a solid benefits package is an ongoing task for employers. Employees are averaging about four to five years at a job versus the 20 to 30 years people used to spend at one place. To help hold......

Web Exclusive Content

Broker Words

Broker Words

Undying thanks go out to Claude Thau, Thau, Inc./Target Insurance Services, and the great folks at Milliman, Dawn Helwig, Allen Schmitz, Nicole Gaspar and Taylor Schmidt, for their tireless work in producing both last month’s 2016......

General Interest

Taxation Of Policy Sales To Life Settlement Companies

When a life insurance policy is sold to a life settlement company, certain tax rules must be followed by the policy owner/seller.  This taxation is governed by Rev. Rul. 2009-13 where the IRS contrasted the taxation of a policy which......

3 Ways To Add Value To Life Insurance Benefits At No Cost

Americans are worried!  They are worried about getting sick as they age and those costs eating away their assets.  The biggest problem is that they are not doing any early planning for that financial challenge.

The......

The Casual Producer

Last week I received a host of congratulatory LinkedIn messages on my first “anniversary” as an MGA. I must admit to all reading this missive that I had to ask my staff and family what anniversary I was being congratulated......

Special Insert

2016 Analysis Of Worksite LTC Insurance

The Milliman Long Term Care Insurance Survey has been published in Broker World magazine annually since 2005 and has covered worksite long term care insurance (LTCI) in detail since 2011.  The Worksite multi-life......

Monthly Commentary

Informal Applications

Sometimes agents, brokers and even applicants would like to have a general idea of how their insurance application will proceed before an official submission is made.  There are all sorts of reasons for this, which may include whether......

Healthcare Reform Changes The Game On HRAs

A repeat performance... An encore... Call it whatever you want. The Internal Revenue Service (IRS) is repeating and clarifying information detailed in IRS Notice 2013-54 because of questions, including certain business practices, in the......

The Teachings Of Saint Solomon

The concept of the Human Life Value came upon the life insurance scene with little attention. During the Roaring Twenties, the attitude of people was to get rich fast. Their attention was on investments in oil wells (often dry holes),......

Bundling Increases Size Of Average Sale

Combining a heterogeneous mix of products into a bundled unit often reduces cognitive load and lessens the effects of mental accounting biases while price insensitivity increases. The fast food industry does this with great success. We......

"Ding Dong"

There are simply those who, even after repeated exposure to the glare of the truth, are subsequently unable to admit they were wrong.  Our industry suffers seriously from this flaw in human behavior. Far too many have conveniently......

News Releases

New Disability Plan for Entertainers

For more than 35 years, Petersen International Underwriters, Valencia, CA, has been in the business of writing high-limit disability insurance for the men and women of the film, television and music industries.

They are pleased......

Legal & General America

Legal & General America (LGA) announced the appointment of James Galli to executive vice president, business strategy and innovation. Galli will be responsible for creating new capabilities to support organizational growth and financial......

The MacNamee Group Joins First Protective

First Protective Insurance Group, Inc., a subsidiary of Protective Life Corporation, today announced its purchase of the assets of The MacNamee Group, a West Chester, Pennsylvania-based brokerage agency founded in 1982 that specializes......

ICMG Members Raise Record-Breaking Donation

The Inter-Company Marketing Group (ICMG), a non-profit association that fosters business networking opportunities among insurance and financial services companies, raised $17,500 in support of The First Tee of Phoenix during its Annual......

Allianz Life Contributes $275,000 To Nonprofits

Allianz Life Insurance Company of North America (Allianz Life®) announced donations of $275,000 awarded to Twin Cities area charitable organizations for their focus on enhancing seniors’ quality of life.

Through community......