Agent’s Sales Journal June 01, 2008
Front Page Stories
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The State of Your Professional Designations: One Year Later
In 2007, several states began putting senior-related designations under the microscope following a slew of complaints from confused seniors. Those senior consumers who sought financial advice faced a complicated decision as a surge of specialists
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The Future of Private Fee-For-Service Plans
In June 2007, seven health care sponsors voluntarily agreed to temporarily suspend marketing their private fee-for-service (PFFS) Medicare plans. After facing increased scrutiny from federal agencies regarding questionable marketing activities, the
Health Insurance Selling Guide
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SCHIP Expansion: A Prescription for Unemployment
By vetoing the SCHIP reauthorization and expansion bill, the president has impeded 6 million children's access to health care. After reviewing this plan, however, you'll recognize how it does a disservice to not only children, but to the
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Producers Face Tough Times in Health Insurance Marketplace
2008 Agent Media study shows stagnating sales, shifting challenges
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Selling Health Insurance to Growing Niche Markets
You probably read about the August 2007 Census Bureau report showing that 47 million Americans -- more than 15 percent of the population -- lack health insurance. But if you look behind its headlines, you'll find not just statistics
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Candidates' Health Reform Proposals Challenge Agents
Elections always contain a particular element of uncertainty. One thing is known, however -- regardless of who becomes
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A Primer for Selling Health in the Small-Business Space
Of the nearly 27 million businesses in the U.S., more than 99 percent are classified as "small" by the U.S. Small Business Administration, including 90 percent with fewer than 20 employees.
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3 Tips to Getting Your Share of the $300 Billion Individual Insurance Market
The Wall Street Journal recently called the individual health insurance market a "prime business opportunity" for insurers. How right they are. This market is expected to generate more than $100 billion in annual premiums in the under-65
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Health Insurance and Our Next President
The current political climate is playing a significant role in the performance of today's health insurance market, said Candi
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Helping Clients Offset Costs with Supplemental Health Options
For professional insurance agents serving today's marketplace, it's no secret that the economic picture is ever-changing and not always rosy. There are several trends impacting consumers-- rising health care costs, employees sharing
Short Takes
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8 Strategies for Effective Time Management
You have 10 clients to meet with today and still have prospecting to do. One of your carriers has introduced a new line of life products whose marketing materials you need to review, and the attendance for next Wednesday's seminar needs to be
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Step-by-Step Guide to Communicating HSAs to Clients
Agents and third-party administrators are seeing increasing receptivity to high deductible health plans (HDHPs) but not always seeing adoption of the ideal partner for an HDHP -- the health savings account (HSA). If you think that doesn't
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The Other Option: Health Savings Accounts
When it comes to health insurance, options are essential. In today's health insurance environment, clients are always searching for ways to maintain good coverage while saving what they can in terms of payments and premiums. A health savings
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Health Savings Accounts: The Best Solution for Rising Health Costs?
Study Reveals Steady Sales in CDHP Market; Experts Weigh in on Current State of Industry According to Agent Media's 2008 Health Insurance Study, conducted in partnership with the Association for Health Insurance Advisors (AHIA), the Council
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Reports Reveal State-by-State Impact of Lack of Health Coverage
In 2002, a national study by the Institute of Medicine of the National Academy of Sciences demonstrated the direct link between a lack of health coverage and deaths from health-related causes. Drawing on that study, Families USA, the national
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Bill Would Help Small Businesses Cut Insurance Costs
In 2002, a national study by the Institute of Medicine of the National Academy of Sciences demonstrated the direct link between a lack of health coverage and deaths from health-related causes. Drawing on that study, Families USA, the national
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New Era Arrives for AALU
The Association for Advanced Life Underwriting (AALU), a professional trade association representing the nation's top life insurance and financial advisors, has announced the creation of its own political action committee, AALU PAC, to better
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Treasury Releases Proposal to Reform Financial Regulation
On March 31, Treasury Secretary Henry M. Paulson Jr. made his remarks on President George W. Bush's Blueprint for Financial Regulatory Reform.In March 2007, a group of industry leaders and policymakers convened for a conference on capital
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3 Rules to Choosing a Technology Vendor and the Tough Questions You Need to Ask
By now, most benefits brokers and intermediaries have recognized that their clients demand Internet solutions to manage their benefit programs and that they need to play a key role in delivering this technology -- or someone else will. It might not
Sales Review
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How to Make Friends with the Media
As a financial professional, your calendar is probably packed with prospecting appointments, client meetings, and lots of number-crunching and paper shuffling. With such a hectic schedule, how can you possibly find time to devise an effective media
Perspectives
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The Cost Objection
Human beings are a short-sighted bunch. On its face, it seems to make sense: The car payment is due -- let's not put aside our savings for this month. We need to buy a new house -- let's hold off on starting that 401(k). I
Marketing
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4 Simple Rules for Building a Lasting Client Base
In the insurance industry, building and maintaining a robust client base is not an easy task. Escalating health care costs have led many consumers to wonder whether they are receiving the best rates possible. It takes work, then, to build a solid
Prospecting Corner
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Getting Referrals in a Volatile Market
As I meet with various groups on obtaining more referrals, one of the most frequently asked questions is, "How do you
Selling Guides
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HSAs: 6 Creative Pairings that Benefit Employers and Employees
Health savings accounts (HSAs) are maturing and gaining popularity with employers and employees alike.
Sales From The Darkside
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Kevin's Career Plans Kill His Sale
As a new young financial services rep, I knew I was going to set the industry ablaze by becoming the most successful rep in Chicago. After two years of cold calling for senior brokers, I was ready to take on the task of getting my own accounts.
Products
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How to Grow Your Business with Annuity Liquidity Options
New ways to increase your book of business are hard to come by these days -- and new annuity liquidity options can help you do just that. Traditionally, it has been difficult to provide clients with flexible cash-out options once they have
Objection of the Month
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Objection Of The Month - June 2008
How would you respond to a prospect who says... "There's so much negative news about health insurance in the media that I'm worried about buying a policy right now." "What negative news are you referring to,
