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May 2008

Table of Contents

Editor Column: Kate Kinkade

The Enormous Opportunity in Employer-Funded Group Long-Term Care Plans
by John Noble
• Sales of employer-funded long-term care insurance are growing steadily in the United States. There is enormous market potential for this relatively new product group.

Special Long-Term Care Editorial/Advertising Section-Featuring advertorials from Prudential, California Partnership and DI&LTC.

Los Angeles Health Underwriters Show Round up
by Leila Morris
• Read about LAAHU’s Annual Sales Conference at the Pasadena Convention Center on April 8 with more than 600 attendees and 60 exhibitors.

Irrevocable Life Insurance Trusts and Periodic Policy Reviews
by Herb White, CFP, MBA
• Some retirees may not be in a good estate tax situation.

When You Build It (Online), Individual Sales Are Just a Click Away
by Brent Hitchings
• Joining the online healthcare sales revolution.

Short-Term Disability: An Integral Part of Customers’ Financial Planning
by Lance Osborne
• The worsening economy can be an oppor-tunity to educate potential customers on short-term disability’s advantages.

Automatic Enrollment Gets Results Bill Would Expose Hidden 401(k) Fees

HSAs: Four Years Later and Growing Strong
by Cora M. Tellez
• While HSAs are new to the public, they’re becoming more familiar among insurance agents and their clients.

Life Insurance and the Asian Client: It’s Time to Seize the Opportunity
by X. Rick Niu, CLU
• Recent economic news has rarely been so bleak -- marked by stock market turbulence, a deepening credit crisis, and sluggish consumer spending. Yet, such uncertain times provide opportunities for products and services that offer security.

The Changing Face of Healthcare: Improving Health Outcomes with Culturally Competent Care
by Yanping Dong
• California continues to set new standards for cultural diversity and the healthcare system is facing a new crisis -- disparate results for a changing population.

Evolving to Seize New Opportunities for Growth
by Geoffrey and Gregory Kaltenbach
• Deregulation, enhanced marketing, and the consumer’s need for a one-stop shop have created the wealth management firms of today.

Making Life Insurance Sales in Tougher Times
by Allan D. Gersten
• As financial and life insurance professionals, we must recognize that life insurance always delivers on its promise and that’s the reason why you and I can succeed no matter what the times or circumstances.

Consumer Behavior Can Reduce Pharmacy Benefit Costs
by Henry R. Loubet
• Medical plan sponsors face mounting pressure to reduce healthcare expenses. Increasingly, they are recognizing the critical role that consumers play in keeping costs down.

A Primer on Challenges & Opportunities Facing Today’s Broker
by Gregory Rucinski
• Today’s broker needs to understand the options with carriers and PBMs. You need to talk to your clients continually and understand their desires and concerns.

Rescue Your Business with a Great Benefit Strategy:
Provide new solutions, not cost increases, to help your clients rest easy
by Mike McCormick
• Adding a hospital confinement indemnity plan or other voluntary benefits to your agency’s portfolio can help you rescue your clients from double-digit rate increases.

PRAs: A Different Kind of Cafeteria Plan Entrée
by Rich Glass, JD
• Premium reimbursement accounts allow employees to choose the type of insurance coverage they want and pay for it on a pre-tax basis.

Specialty Benefits: A Winning Strategy for You and Your Clients
by Jerry Ganoni
• Offering specialty benefits can help your clients strengthen their benefit packages without adding astronomical bills to their healthcare costs.