November 2008

Table of Contents

Editor Column: Kate Kinkade

16 Our Annual HMO Survey Part II:
Finding Your Way Through the Maze of Policy Provisions
by Leila Morris • Each year California Broker surveys health maintenance organizations (HMOs) in the state with direct questions about their plans. This valuable information can help you serve your savvy healthcare clients better. In this issue, you’ll find referral and coverage questions. Look for Parts II and III in coming months.

34 The Health and Financial Benefits of Preventive Dental Care
by Josh Nace • Find out how taking the extra time to talk to your clients about the importance of dental coverage gives you a chance to help them make better decisions about dental care and help those lead healthier, happier lives; they will thank you for it.

36 Dental Insurance
Preventive Care Is The Best Option
by Karen M. Gustin, LLIF • Dental still provides excellent opportunities for producers to communicate with employers about the value of quality dental benefits. Read about the seven reasons for employers to offer dental benefits.

Catch the Worksite Marketing Wave
Three insightful stories on the effectiveness of  worksite marketing in today’s environment.

39 Worksite Marketing
Trends for Open Enrollment
This year’s open enrollment menu will feature an increased emphasis on personal health behaviors and enhancements.

40 Selling LTC Insurance at the Workplace
by Shawn Smith • If you are not talking about LTC insurance to your group clients, we all know that eventually someone will.

43  Worksite Marketing Gains Momentum
The worksite market for life and health insurers is projected to be $28 billion, but market penetration is estimated at less than one-third.

44 Goldilocks’ Dilemma: Finding the LTC solution that is “Just Right”
by Michael Hagedorn, CFP, CLU • When long-term care is needed and benefits are insufficient, no one remembers the statistics that led them to their decision. Goldilocks wanted to rest peacefully, so she found a solution that was “just right.” She chose lifetime benefits.

46 Family Matters: How Family Structure Affects LTC insurance Decisions
by Doug Rodgers, CLTC • By considering their clients’ family structures, producers can serve the mounting demand for products and services that make the transition to retirement as smooth as possible

48 A New Role for Employers with 403(b) Retirement Plans
by James Racine • As a result of the new 403(b) IRS regulations, there will be an increase in the employers’ role in governing investments, transfers, loans, withdrawals, documentation, administration, and participant disclosures. 

50 Reverse Mortgages
by Celia J. Mason • There’s a new nationwide loan limit of $417,000 for the reverse mortgage. This higher loan limit will help seniors whose home values are higher than the previous county lending limits.

51 Reverse Mortgage Basics
Read this quick primer on the basic workings of reverse mortgages.

 52 Medical Tourism
Why Smart Health Planners in California Are Turning to Medical Tourism
It’s important to keep up with the growing trend in medical travel and anticipate the increased consumer demand.

 54 The Opportunity For Life Insurance Sales–Bringing More Value To Your Clients In 2009
by Kenneth A. Shapiro •It is often been said that life insurance is a recession-proof business. For producers who have never been faced with putting it to the test, it may sound like a little soft headed or typical insurance industry hype.

56 Agents and Disability Insurance Claims
by Gerry Katz, MSPA, RHU, ALHC, FACFE, DABDA
Your valued client was diagnosed with Parkinson’s Disease. Due to his weakening condition, he will soon be applying for disability insurance benefits and selling or closing his dental practice. As his insurance agent, what should you do?

57 Disability–Insurance Advertising Compliance:
10 Rules Brokers Must Know
by Susan E. Spokes • Developing effective insurance ads that comply with the law can be a daunting task. Find out how new regulations help ensure that all advertising is truthful, disclosed adequately, and does not include language that could deceive or mislead the insurance-buying public.