Agent’s Sales Journal January 2009

After a Senate inquiry found evidence of deceptive marketing, AARP has hired an outside investigator to look into sales of some of its health insurance products. AARP, which has partnered with UnitedHealth Group in the sale of the policies, has...

The leading advocacy group for health plans recently offered a comprehensive health care reform proposal to achieve universal coverage, reduce the growth of health care costs, and improve the quality of medical care. The new proposal is the...

PricewaterhouseCoopers LLP (PwC) projects that President-elect Barack Obama’s proposed reform of the U.S. health system would cost the federal government $75 billion in 2009 dollars, the equivalent of $2,500 per newly insured person. The plan as it...

As most industry veterans know, building a strong insurance agency is no walk in the park. It takes countless hours of planning, client-building, and number-crunching and plenty of blood, sweat, and tears. Fortunately, if you play your cards right,...

You may have noticed the monthly podcast series we began running last May. Just in case, each month, we post a new discussion with an industry expert on a topic you want to know more about. Our debut podcast was on pending legislation that...

The idea of the paperless office has been around for years. What was once a futuristic dream has taken on new urgency with increasing awareness of carbon footprints and corporate social responsibility. Even though the reality of a truly paperless...

Beyond licensing, producers need to be aware of the various consumer protection provisions mandated by state and federal long term care regulations. While federal requirements dictate similar requirements for tax-qualified and partnership policies,...

Many annuity agents believe that compliance is a barrier to sales, and a few bad apples have led carriers and regulators to insist that agents follow strict guidelines to protect consumers during the annuity sales process. But don’t consider...

As the life settlement industry continues to grow, professionals must focus on education, due diligence, and compliance to ensure that, while maximizing the opportunities presented by life settlements, they also minimize compliance risks....

As part of our issue on Planning for Success in 2009, we asked agents nationwide: What are your plans for success in 2009? Following are some of your answers. I’m going to give my business life an80/20 checkup. I’m sure that I will find areas...

Annuities Kim O’Brien » Executive director, National Association for Fixed Annuities In times of economic uncertainty and economic downturn, Americans typically turn to protection and security. They seek to insure their money and...

If you’re like most agents, your Web site has two basic goals: increasing your credibility and generating leads. A good design is a good place to start — even the most untrained eye can see the difference between sites that work and...

Dental insurance is one of the most attractive growth opportunities for agents in the benefits marketplace today....

As a general rule, companies that stick to a plan during slow economic times tend to emerge from a slumping economy with greater strength than companies that stray from their plan. Why is this so? One element is related to marketing. When...

How would you respond to a prospect who says… I can afford to self-insure in the event that I need long term care. “That may be true. But let me ask you three questions. 1. You insure your auto when you could also self-insure that, don’t you?...