September 2008
Table of Contents
Editor Column: Kate Kinkade
8 The Need to Do Something — But SB 1440 Isn’t It
by Alan Katz
• While it’s true that states limiting the loss ratio of all coverage (individual, small group, and large group) set targets at levels lower than the 85% called for by SB 1440, the report suggests consumers are unlikely to benefit from any premium savings.
14 Do You Know Where Your Medical ID Card Is?
by Michael Brandt
• As the fastest growing form of healthcare fraud, medical identity theft continues to be a significant financial drain on the health system.
16 Why Smart Health Planners in California Are Turning to Medical Tourism
by Edward Watson, M.D.
• Medical travel emerges as another viable solution to improve quality, cut costs, and make healthcare more affordable for the employer and employee.
24 Ethnic Marketing Makes Good Business Sense
by Michael Hamilton
• Going after the diversity market is not a six-month plan; it requires a long-term commitment and investment.
26 Fearless Dental, Our Annual Dental Survey
• Welcome to Part III of California Broker’s 2008 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.
39 Why You Shouldn’t Be Reluctant to Sell Disability Insurance
by Larry Schneider
• Why don’t more financial planners and agents sell disability insurance or recommend it? Why don’t more employers offer employees this financial planning cornerstone?
42 Term Survey
• Welcome to our sixth annual term insurance survey. We’ve asked top term providers in California to answer crucial questions. Keep in mind that the survey does not include every carrier that sells term insurance in California. Not every company we approached agreed to participate. The ones that did provided candid information. Read the responses and sell accordingly!
48 View from the Top Part II
Tracking the Life Industry’s Cross Winds with Insider Interviews
by Leila Morris
• Life insurance executives give their take on everything from emerging products to the economy.
54 Annuities Present Great Challenges and Opportunities
by Frank Keating
• Allegations that consumers have been sold annuities that were unsuitable have raised questions about our entire industry. We must not allow these isolated events to tarnish our industry and sully the reputations of the vast majority of true professionals who represent it.
Campaigning for LTC
Making Sure Your LTC Campaign Is A Success
56 The Importance of Underwriting with Long-Term Care Insurance
by Tom Riekse, Jr.
• Underwriting can make or break an LTC insurance policy sale. It can determine the type of tier coverage an individual is eligible for: preferred, standard, substandard, or declined.
59 Prevent Denials of LTC Benefits by Providing Solutions in Advance
by Glenn Kantor, Esq.
• Articles about carriers denying long-term care coverage continue to circulate through the print and broadcast media making many consumers wonder the coverage is worthwhile. As lawyers who negotiate with carriers over the scope of coverage, we know about denials all too well.
