
| PAUL WILSON'S MOST RECENT BLOGS
Monday, March 1, 2010
Recovery? Not so fast The latest round of data from LIMRA emphasizes that the industry has yet to completely emerge from the economic funk. According to LIMRA, new annualized premiums for individual life insurance policies decreased during the fourth quarter of last year and for the enitre year as a whole, with variable universal life experiencing the worst results. Total new annualized premiums decreased 5 percent during the fourth quarter of 2009 year-over-year, contributing to an overall sales decline of 16 percent for the year. New premiums declined 26 percent during the fourth quarter of 2009 and 21 percent in the second quarter, with variable universal life suffering a huge decline in annualized premiums during the fourth quarter, down by more than one-third. Overall, variable universal life saw premiums fall by nearly half for the year. Meanwhile, universal life saw a 15 percent increase in the number of contracts during the fourth quarter, although annualized premiums for the same period fell 3 percent year-over-year. Finally, year-to-date, annualized premiums decreased 20 percent, while individual policies rose by 5 percent. At this point, we're becoming accustomed to the topsy-turvy nature of this recovery. Every positive piece of news seems to be closely followed by a more pessimistic headline, and unfortunately, it seems that the world of life insurance sales is no different. | No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Thursday, January 28, 2010
Ready or not... Just as heated political "debate" (which usually amounts to raised voices and name-calling) finally begins to lose a little steam this afternoon after President Obama's first State of the Union address, we hear that Ben Bernanke has won a second term as chairman of the Federal Reserve. So much for peace and quiet. Fairly or not, Bernanke has become synonymous with the overall state of the U.S. economy, largely due to his role in federal bailouts for banks and other financial institutions. Praised by some for saving the U.S. economy, or at least competently guiding it through a very rough patch, he is villanized by others, who say he is given far too much credit for the nation's tenuous recovery. As the Obama administration continues to face criticism and fight for health care reform, Bernanke will surely continue to share the harsh glow of the national spotlight. And he actually wanted this? As for me, I think maybe I'll pick up a pair of earplugs on the way home tonight. | No comments on this Blog | More in Investing | Send to Friend | Print |
Tuesday, December 8, 2009
Good question Ed Morrow’s most recent article is titled “Can Americans no longer afford insurance?” Basically, it’s Mr. Morrow’s valiant effort to look at a series of complicated and often contrasting statistics and data about the current state of the life insurance industry and make some sense out of it. Among other things, Morrow examines the trend of steadily declining sales in both new premiums and the number of contracts issued. While admitting that there’s no single solution, Morrow does offer several reasons for the slide and even takes a stab at some possible solutions. He makes suggestions on an industry-wide scale as well as including steps that can be taken by individuals within the industry.
He explains why this issue is so important, both to those in the industry and to the nation as a whole. He also offers a bevy of institutions that need your support in their continuing battle to keep life insurance in the public eye. Be sure to read this excellent article today!
| No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Friday, December 4, 2009
What about Ben? Whatever one’s opinion about Ben Bernanke and his actions as Federal Reserve Chairman, one thing’s for certain: He hasn’t been afraid to act. During his time as head of the central bank, the Fed has reduced interest rates nearly to zero and pumped more than $1 trillion into the financial system.
Recently, while speaking before the Senate Banking Committee, Bernanke said that “As serious as the effects of the crisis have been … the outcome could have been markedly worse without the strong actions.”
Like so much of history, I don’t know that it’s possible to come to a definitive truth about his actions in the immediate wake of the crisis, although many will try. I suppose only time and hindsight will tell for sure. Rest assured that the interim will be filled with plenty of opinion and conjecture.
As he makes his case for a second term, he is sure to continue to be raked over the coals by both parties. Already, despite defending his actions, he has admitting that lapses by the bank helped contribute to the financial crisis.
For example, he recently conceded that the central bank had been “slow” in protecting Americans from high-risk mortgages and said that the Fed should have made sure banks held more capital. Both Bernanke and the Fed itself will continue to hear criticism from lawmakers, but as of now, there seems to be enough support to win approval for a second term. It’ll be interesting to see how it all plays out.
In the meantime, if nothing else, Bernanke’s continuing saga is sure to help make your worst day at the office seem like a breeze. After all, it’s not everyone who can say that he had to deal with the worst economic environment since the Great Depression and then face a room full of angry lawmakers.
| No comments on this Blog | More in Investing | Send to Friend | Print |
Friday, October 2, 2009
Hot topic: The professional bio Katherine Vessenes seems to have hit on something with her article, “The professional bio.” The article stresses that even the small things can have a big impact. She explains that something as simple as sending out a well-written single-page bio to new prospecs before you meet with them can help break the ice heading into your first face-to-face.
Among other things, it helps answer many of the questions that normally take up so much of an interview. It also helps to build a sense of trust for the prospects and takes the pressure off of you during the sales process.
Katherine also suggests including a professional, four-color photo; well-written copy that doesn’t degenerate into self-serving or pompous language; and an eye-catching headline.
She even gives you hints about specific types of paper you should use— talk about thorough!
But judging by the numberous forum posts we’ve received in the months since it was originally posted, the most valuable piece of the article is Katherine’s offer to provide information on biography writers as well as a sample of her own bio. Be sure to join the throng and take advantage of this valuable offer.
| No comments on this Blog | More in Sales and Marketing | Send to Friend | Print |
Sunday, September 27, 2009
Excuses, excuses Life Insurance Awareness Month always serves as a good reminder to get back to the basics. I recently came across some highlights from LIMRA International’s Life Insurance Ownership study, which highlights many of the concerns that often hinder Americans from making this important purchase. The survey of household financial decision-makers found that those who feel they are underinsured have many reasons for not purchasing the additional life insurance that could prove so important to them and their family.
Eighty percent said they find it difficult to decide how much and what type of insurance to buy and are worried they’ll make the wrong decision. Even more telling, 65 percent don’t know who to turn to for help. These are really high numbers, and as disturbing as they sound, they also present a huge opportunity. These people aren’t saying they aren’t interested, they’re saying “help!”
The study also found that 75 percent of respondents believe they can’t afford the premium, while more than 65 percent admit they simply haven’t made the time necessary to do the research.
Clearly, there is huge potential here. As always, LIMRA provides great perspective in the midst of these tough economic times. A large number of Americans out there know they need life insurance, they just need a little push.
| No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Wednesday, September 23, 2009
Investor satisfaction survey results J.D. Power and Associates recently released findings from their most recent “Self-Directed Investor Satisfaction Survey,” which polled more than 5,000 investors who make their investment decisions without any advice from investment experts. Topping the customer service ranking were Charles Schwab & Co. and Vanguard. Schwab ranked highest in customer satisfaction, receiving particularly high marks for information resources, and account information and interaction via its Web site.
Vanguard followed, largely due to phone-based communication, while Scottrade came in third, with high marks in trading charges and fees.
Additionally, the study found that despite recent economic turmoil, trading activity among self-directed investors has increased. Access to information is becoming increasingly important to investor satisfaction, moving away from findings in recent years that stressed price and trade execution.
| No comments on this Blog | More in Investing | Send to Friend | Print |
Monday, August 31, 2009
Some thoughts on the industry from Life Insurance Strategies expert, Jeffrey Reeves This month, I’m going to be posting some quick interviews with various experts and authors on the site. Recently, I asked Jeffrey Reeves, our expert on Life Insurance Strategies, a few questions about the state of the industry. Jeffrey has been guiding small business owners and individual clients for more than 34 years as they chart their paths to financial security and wealth. ProducersWEB: What is your favorite thing about working in the industry?
Jeffrey Reeves: Helping agents become aware of uncommon solutions to the common problems of their prospects and clients, and educating my clients about the same thing.
PW: What is your least favorite thing?
JR: Failing in my efforts in No.1, above.
PW: Do you think the next 10 years will bring significant change?
JR: What we all must fear is the loss of liberty to a shadow government of unaccountable czars that is clearly morphing into an outright oligarchy. There are no insurance industries in countries where governments run the economy.
PW: Do the words "increased regulation" keep you up at night?
JR: Not as much as the words "government takeover."
PW: What advice would you offer someone who is struggling to make sales?
JR: Define your market and do not swerve from the goal of becoming dominant. Distraction is the surest road to failure. If you must sell something while you develop your market, sell products that help you learn more, experience more and become dominant. (PW: For more on this subject, read Jeffrey's article, "This one secret guarantees success, Pt. 1"; and the follow up article here.
PW: In your opinion, what is the biggest misconception about the financial services industry?
JR: There are two.
First, that life insurance agents that give solid financial adivce are in some way less qualified to do so than registered reps that claim to give financial advice. Registered reps are a new breed of cat. They've declared superiority as financial advisors over the past 30 years based on nothing other than their own claims. A well-educated and well-rounded life insurance agent — and that is most of us — is typically better equipped to help American families grow and protect their wealth than a registered rep who is hamstrung by:
1. Reliance on investments that put clients at risk.
2. A broker/dealer who knows little or nothing about the power, versatility and flexibility of cash value life insurance products, and relies on others risking their money to make profits for the firm.
3. The insane compliance requirements that emanate from FINRA, a self-regulating organization (aka the fox in the hen house) whose prime directive is to protect the behemoths from law suits and that cares not one nit for the security of the consumer, except as it relates to the above prime directive.
Second, that greed is the primary motivating factor for insurance and financial advisors. I find the opposite to me true. Most insurance and financial advisors – even the misinformed and misdirected – are committed to aid their clients first. There are, of course, many greedy people in this and every other business. However, The US Congress, the SEC, the Fed and the top execs at the helm of the behemoths make individual advisors in the financial services industry – excluding a very few Madoffs – look like Mother Teresa and her followers. In my 40 years experience, I’ve met only a few truly greedy folks. Their greed was either motivated by extreme circumstances in their own lives or was short-lived because insurance regulators stepped in to address misconduct. There are two exceptions to this observation that are worth noting.
1. Annuity manufacturers, IMOs, MGAs, etc. have played upon the greed of both agents and their clients over the past decade. Their actions have thrown a shroud over the reputation of the industry and opened the door for the unreasonable intrusion of FINRA into the insurance industry.
2. Buy term and invest the difference mutual fund hucksters have deprived millions of Americans of secure financial futures by promoting an approach to managing one’s personal economy that is based on greed. It has proven time and again to be at best flawed and at worst downright deceptive.
| No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Wednesday, August 26, 2009
A few questions with Insurance/P&C expert, Andrew Barile This month, I’m going to be posting some quick interviews with various experts and authors on the site. Recently, I asked our Trends in Insurance and P&C expert, Andrew Barile, a few questions about the state of the insurance industry. Andrew's articles have been published in various insurance trade journals, and he is a frequent lecturer at seminars throughout the United States. Here's what he had to say. ProducersWEB: What is your favorite thing about working in the industry?
Andrew Barile: The many challenges it has to offer.
PW: What is your least favorite thing?
AB: When consuulting clients do not follow my strategic advice.
PW: What advice would you offer to producers who are struggling to stay afloat?
AB: Reach out to experienced strategic advisors who have experience in order to navigate through these waters.
PW: What’s your reaction to the ongoing controversy over insurance companies' executive bonuses?
AB: CEOs do not need advice on bonuses from the masses.
PW: Do the words “increased regulation” keep you up at night?
AB: No. Increased regulation has been discussed for 35 years, but the industry always overcome this challenge.
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Wednesday, August 26, 2009
Thoughts from our Sales and Marketing for Boomers expert, Jason Lampa This month, I’m going to be posting some quick interviews with various experts and authors on the site. Recently, I asked our Sales and Marketing for Boomers expert, Jason Lampa, a few questions about the state of the financial services industry. Jason is a strategic consultant and leadership coach to independent financial advisors and RIA advisory teams looking to become the wealth manager of choice to the affluent during both the accumulation and annuitization stages of life. Here's what he had to say. ProducersWEB: What is your favorite thing about working in the industry? PW: What is your least favorite thing? PW: Do you think the next 10 years will bring significant change? PW: Do the words "increased regulation" keep you up at night? PW: What is your advice for someone who is just entering financial services? PW: If you were forced to wear a sandwich board and walk up and down Wall Street, what would the sign say? | No comments on this Blog | More in Investing | Send to Friend | Print |
Friday, August 14, 2009
Adaptation or extinction: The choice is yours Regulation (and threat of even more regulation) is on everyone’s mind in the industry these days. Between 151A, the increasing role of the SEC and FINRA and a mountain of imminent legislation, the financial services are in the midst of a major upheaval. Does the ongoing turmoil keep you up at night? How are you going to manage in this strange new world? Will you be able to survive and even excel or will you be swept out of the industry by the new wave? To quote Ed Morrow’s article “Prospering from adversity,” “You cannot change the actions that may be taken by the IRS, SEC, Congress or the President. You cannot change what is being done in other countries. However, the financial tsunami will not wipe you out if you focus on client retention and new client attraction. This means frequent, attractive, informative communications. This evidence of your caring will increase your revenue and referrals. If you have not sent out some type of broad scale massage in the past two weeks, do so now. Not next week -- now!”
So, what’s your plan? Are you one of the growing number who are starting to focus on the future and working on an adaptive strategy, or are you still focused on fighting tooth and nail against Them for the industry you love?
| No comments on this Blog | More in Sales and Marketing | Send to Friend | Print |
Friday, July 31, 2009
A virtual smorgasbord It’s no secret that it’s been a disastrous couple of years in the investment world. The industry has been faced with a steady barrage of negativity and panic, and so have your clients and prospects. It can be daunting to continually stare into the face of so much pessimism and maintain a calm, professional manner. Yet it’s our job to continue to represent our industry in the best possible light and remain knowledgeable about the latest solutions and strategies. And no matter your specific area of expertise, our authors and experts have you covered. In Roccy DeFrancesco’s recent article, “IRA-pension rescue using cash-value life insurance,” he offers the latest on the 75 percent tax-trap and Pension-IRA Rescue. He also discusses how recent trends have made pension rescue more important than ever.
In Bill Bachrach’s timely “How do you establish trust?,” he asks, in the wake of Madoff and other recent industry debacles, how do your clients and prospects know you or your money managers aren’t stealing their money?
“The Dangerous W” by Karlan Tucker, provides a sobering look at a potential W-shaped recovery. Is it safe to come out of hiding and put some money back into the market?
And as always, SPIA expert Joe Bellersen is keeping a close eye on the annuity market. In “SPIA secure retirement income,” he explains why SPIAs create foundations for secure retirement income and can repair damaged retirement income plans. Think that topic will come up any in the next few years?
People are scared, angry and disillusioned and it’s up to us to provide them with answers and reassurance. Be sure to remain knowledgeable in a wide range of topics in order to maintain your position as the go-to source for those who are so desperately seeking answers.
| No comments on this Blog | More in Investing | Send to Friend | Print |
Friday, July 31, 2009
Distracted drivers remain under fire Distracted drivers remained in the spotlight this week, as a bill was introduced that would require states to write laws prohibiting text messaging by drivers or face losing a quarter of their annual federal highway money. The proposal comes on the heels of a recent study finding that commercial truck drivers who texted while driving were 23 times more likely to become involved in a crash or near miss.
Such bans are already in place in 13 states and the District of Columbia, and many in the industry believe the bill should copy a cell phone ban that was enacted five years ago in the District of Columbia, which has been credited with helping reducing phone use among drivers by 50 percent.
According to industry experts, such bans are only effective if they are properly enforced by local law enforcement. The question is, would such a widespread bill gain the support of police across the nation? There has been a concerted backlash against distracted driving of late, but are those who really matter willing to do what it takes to make a difference? By threatening to hit states in the pocketbook (an area which I hear is a bit sensitive of late) maybe officials are really getting serious. And don’t think you don’t have a role to play, as well. Isn’t it time we all ditch our electronics while driving and get back to some good old-fashioned distractions like spilling our coffee and carrying out that all-important quest for the CD that slid under the seat?
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Thursday, July 23, 2009
The great debate Recently, health care has taken an even more prominent place in the public eye, as President Obama continues to devote enormous amounts of time to health care reform. There is no shortage of opinion on the matter within the industry (or outside of it for that matter). Obviously, the issue is near and dear to ever American, and remains a political hot point, as well. Recently, a Washington Post/ABC News survey found that since April, President Obama’s approval rating on the issue of health care reform has fallen from 57 percent to 49 percent.
Debates and arguments often surround the universal health care aspect of the plan. Over and over, I hear things like, “We don’t want to end up with a health care system like Canada.” In fact, the outright hostility has even spread to Congress, with Texas GOP Congressman Louie Gohmert recently saying “I know enough about Canadian health care, and I know this bureaucratic, socialized piece of crap they have up there…” He went on to claim that “1 in 5 people have to die because they went to socialized medicine.” Whether we agree with him or not, such inane commentary adds nothing of worth to the debate.
Recently, I’ve come across several pieces broaching the subject; both decrying common myths about our neighbors to the north and detailing some pluses and minuses of both systems. While emotional rants are becoming all-too-common these days, it seems wiser to continue to bolster our opinions with as much information as we can, so we can remain productive and effective in our discussions.
Be sure to read these pieces, which at the very least offer perspectives from people who have experience with both systems, and detail various repercussions of the ongoing debate.
| No comments on this Blog | More in Employee Benefits | Send to Friend | Print |
Tuesday, July 14, 2009
Are Americans stuck in a rut? It seems that Jeffrey Reeve’s latest article, “Dump your 401(k): Common sense vs. conventional wisdom,” has created a bit of a firestorm on the forum. The article argues that “Americans are trapped by an economic model that treats conventional wisdom as common sense.” He goes on to say that “It flies in the face of common sense to adopt the thinking of the Wall Street wonks and dolts in D.C.” Jeffrey goes into great detail, comparing the conventional wisdom of contributing the maximum amount to 401(k)s — even when it doesn’t make sense in our current situations — with the “alternative, common sense” approach of paying a significant amount annually in participating whole life insurance premiums.
The article has definitely caught the attention of some of our readers, as evidenced by activity on the forums. According to stevec360, “deriding 401(k) investing at its lowest return over 10 years in almost 100 years doesn’t seem like CS to me.” Meanwhile, advizorr says, “As a financial planner, author and trainer, I can tell you that you are spot-on once again.” What follows is a detailed (and sometimes heated) discussion that is well worth the read.
Be sure to read the article and ensuing discussion and don’t forget to add your own thought as well. Something tells me this debate won’t be settled any time soon!
| No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Monday, July 13, 2009
What's on the average reader's mind? Selling! Not surprisingly, our most popular forum threads are usually related to selling. Our sales and marketing articles tend to be very popular in general, and many of them receive a steady stream of comments and questions for weeks and sometimes months afterwards. Just ask our authors, who are kind (and passionate) enough to reply to the large majority of them individually. I figured it might be a good idea to collect some of these in one place so curious readers would have a place to access all of this obviously sought after info.
So, here is a list of 10 of the most popular sales and marketing threads from the past few months, those that continue to receive an extraordinary amount of interest. The authors must have done something right!
If the articles in this list are helpful or even inspiring, be sure to bookmark it so it will be easy to pull up and reference.
| No comments on this Blog | More in Sales and Marketing | Send to Friend | Print |
Friday, June 26, 2009
Has the tide finally turned? Just reading the headlines these days can be a confusing experience. Often, in a single day, you will see blatantly conflicting reports on current trends in the economy. For example, this week I read some very positive stories about jumps in consumer sentiment and an overall rise in consumer spending, both considered hopeful signs that the recession is nearing its end. On the other hand, according to analysis by Mint.com, Americans are continuing to cut but back on spending, a sign that they still aren’t convinced the worst is over.
On top of that, there has been a steady stream of analysts predicting severe inflation, deflation and everything in between.
So what’s it gonna be? Is the ship finally beginning to right itself or is the recent smattering of good news just an aberration? Are unprecedented moves by the Obama administration making a difference or is the economy just following its natural course?
| No comments on this Blog | More in Investing | Send to Friend | Print |
Friday, June 26, 2009
The wonderful world of insurance Thanks to the wonder of the Internet, we never face a shortage of something interesting to read these days. Pick your poison: Keeping up with the Gosselins, the NHL draft, the ever-changing state of the economy… The list goes on and on. But even given the circus that is modern media, I have to admit that I never expected to find so many bizarre stories coming out of the insurance world. In researching my blog during the past few months, I’ve come across some doozies. I mean, here I was expecting to read about things like rate increases, deductibles and government regulation and instead I find stories about death maps and pirates. Oh, and did I mention flying cars?
It seems Mass-based Terrafugia Inc. has recently completed the first successful flight tests of the Transition Roadable Aircraft — a flying car.
Apparently, the car completed its first flight on March 5 and has since added 27 additional flights to its resume. It has completed the first of a four-stage process required to bring the Transition into production, with first delivery anticipated for 2011.
Okay, to be fair, we’re not exactly talking about a Jetsons-style flying car here, but according to the company, the car can drive, fly and transform between the two modes of transportation and has demonstrated safety while in the air.
The “car” is actually considered a “light sport aircraft” and drivers, er, pilots will be required to have a sport pilot certificate to drive, um, I mean fly it. Even crazier, it is designed to take off and land at local airports and drive on any road. Now that’s a hybrid.
Interested in gas mileage? The Transition runs on unleaded automotive gasoline and can go 450 miles at over 115 mph (although it will apparently also drive at “highways speeds” on the road.)
If you’re an insurer, how do you handle a true “hybrid” like this? What kind of insurance do you require? I can only imagine some of the discussion that will go on.
Forget about Hollywood or the Cartoon Network – apparently, a glimpse into the future is a lot closer to home. Maybe insurance isn’t all dusty figures and underwriting after all.
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Friday, June 12, 2009
Some expert advice While there is always a lot of great information available on ProducersWEB, I’ve noticed that over the past month, there have been some especially good sales articles on a wide variety of topics. Been wondering what the heck Twitter is? Check out Karen Rothwell's excellent summary of this quickly growing network tool. If nothing else, it’ll help you find a great lunch spot.
Or are you aware that “You’ve been replaced by a cartoon”? Don’t let it keep you up at night. Michael Lovas tells you why it could actually be a good thing.
In “Selling and the sub-producers,” Joe Anzalone details the often-brutal process of building your practice while maintaining the quality and motivation that have made you successful in the first place.
There are also several excellent articles on ways to help your business survive and even excel during these tough economic conditions. Be sure to read the recent submissions by Winn Claybaugh, Lew Nason and Alana Schofield.
Selling isn’t easy during the best of times, and recent events have only made the challenges that much more daunting. Don’t try to do it alone. Be sure to take advantage of advice from experts throughout the financial industry. And don’t forget to become a fan of your favorite writers so you can receive real-time notifications on their latest features and articles.
| No comments on this Blog | More in Sales and Marketing | Send to Friend | Print |
Friday, June 12, 2009
And the beat goes on Since the recession officially began back in 2007 (and in all honesty, for quite a while before that), many of us have been facing a new, and rather grim reality. The ongoing recession has caused us to reconsider many of the basic elements of our lifestyles, including the way we spend, save and invest. What’s more, it’s often taken a significant toll on our livelihoods, whether in the form of pay cuts, layoffs or a reduced client base. It seems that you can’t have a conversation with anyone without hearing about their hardships. It’s obvious that a lot of people are very worried and need to get it off their chest. Today, as I was standing at the gas pump filling up my car, the woman next to me struck up a conversation that started with the rising cost of gas and quickly moved on to bigger concerns. “It seems like everything is going up except for my salary,” she said. Sounds familiar, doesn’t it? She went on to tell me that she had lost approximately 50 percent of her client base and that although business had been better of late, June was always her busiest month and she had no idea what the future would bring. I don’t even know what she did for a living but does it really matter? These stories are taking place every day across the nation, and the globe, for that matter.
This steady barrage of gloominess can bring on a low-grade panic at times, so it’s nice to get a little perspective. Lew Nason’s latest article “Attract more prospects in a month than most advisors will see in an entire year” provides just that. He says that despite the steady barrage of grim figures every time you pick up a newspaper or turn on the radio, the recession actually only affects a small portion of the population. He insists that most people aren’t dealing with anything different than they would under normal circumstances, and, if anything, they’re more willing than ever to receive advice from a knowledgeable advisor. Although his article focuses on life insurance prospects, the principles can be applied to every industry. Give it a read; it’s nice to hear a calm voice once in a while when the sky is falling.
| No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Friday, June 12, 2009
Change in the air? I was a little surprised to read a recent poll stating that the majority of Americans are receptive to the idea of increased government influence over health care if it means a reduction in cost and better coverage. The CNN/Opinion Research Corp. poll found that 63 percent of respondents would favor an increase in federal influence over health care plans if it translated into lower costs and more coverage, while 36 percent opposed the idea.
Also, a little more than 60 percent of Americans said they believe the government should guarantee health care for all Americans, versus 36 percent who opposed the idea.
Another question involved the concept of raising taxes in order to improve health care for every American, with 47 percent favoring the idea and an equal number opposing it, even if it meant not providing health care for all Americans.
It will not come as a shock when I tell you that opinions were starkly split down party lines, with the majority of Democrats supporting increased government influence and just one-quarter of Republicans favoring the idea.
Of course, these are tough and often very personal beliefs and decisions. Many in the industry oppose government control and there is no shortage of arguments on both sides. Just one first-hand experience either way can erase years of arguments and counter-arguments. This promises to remain an enormous topic in our country for years and probably decades to come.
| No comments on this Blog | More in Employee Benefits | Send to Friend | Print |
Monday, June 1, 2009
How bad do you want it? I recently read Adam Stohlman’s article “How P&C agents can profit from the health insurance boom,” and it got me thinking. How far would you go to protect and maintain your business? If it came down to it, would you be willing to sacrifice — or, at the very least, drastically revise — your business plan and/or strategy in order to survive in your current career? Basically, Adam’s article points out the fact that the property and casualty sector of the insurance industry is faring particularly poorly of late, and that there doesn’t seem to be a lot of reason for optimism for the foreseeable future. He then offers a series of potential solutions centered around the idea of instituting more life and health revenue in an effort to help your business weather the storm.
One of the potential solutions offered in the article is renting out office space to another financial professional and then sharing referrals and cross-sales. Another alternative — one that Adam describes as “probably not the wisest or most viable option” — is the idea that a life and health licensed property/casualty agent can essentially take time away from his primary business to bolster his knowledge of the life and health industry before attempting to sell these products to make ends meet.
These were the two more extreme alternatives from his list, but I think they bring up an important point: Would you be willing to be “creative” in order to continue in your current line of work? If forced to consider extreme (and potentially scary) alternatives, would you sooner give up and switch to a different career? If there’s one thing the recession has done, it’s to shake us out of our comfortable lifestyles, but how far would you be willing to go in order to preserve what you’ve worked for? Would you cling to a sinking ship, employing every possible means of survival on the way down, or would you rather quit while you’re ahead and walk away to a safer industry?
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Friday, May 15, 2009
May is Disability Insurance Awareness Month May is Disability Insurance Awareness Month (DIAM), a chance for the industry to draw attention to this important issue. The month will be spent focusing consumer awareness on the importance of disability income insurance and supporting producers in their continuing effort to provide coverage to those without. LIFE Foundation, which helps coordinate DIAM, uses outreach to the print media, radio public-service announcements, advertising as well as sections on their Web site (www.lifehappens.org/diam) and blog (www.lifehappens.org/blog) focusing on the matter to head the effort. The Foundation also offers a variety of tools to help producers with the marketing and sales of DI insurance including:
The materials are available at www.lifehappens.org/catalog. Be sure to take part in this important effort. It’s a perfect time to refocus and prepare for the second half of 2009!
| No comments on this Blog | More in Employee Benefits | Send to Friend | Print |
Friday, May 15, 2009
Are Obama's proposed tax plans worth the risk? As I’m sure you know, President Obama recently proposed raising money for an overhaul of the U.S. health care system through $58 billion in new taxes affecting several segments of the financial sector, including life insurance products. The proposed changes would affect tax rules when policyholders sell their coverage to investors in order to receive immediate benefits, while diminishing a deduction claimed by insures when they manage assets in separate accounts. Criticism for the plan arose quickly among some industry leaders, with Frank Keating, president of the American Council of Life Insurers, one of the first to speak out. “Seventy-five million American families rely on the products offered by life insurers for their financial and retirement security. This is absolutely the wrong time to make it more expensive for families to obtain the security and peace of mind our products provide.”
Obviously, these taxes would only make the process of selling life insurance more difficult during an already trying time. And it’s one more added expense for American families, as well. Keating categorizes this as “the wrong time,” but is there ever really a right (or popular) time to raise taxes? It’s one thing if you simply don’t think it will work, but few would argue that something has to change in the health care system. Is this the beginning of a possible solution? Are the proposed changes and their potential for improving the health care system worth the possible harm to other industries? Either way, would the administration be better served to attempt something like this when Americans are less fragile? Let’s face it, there isn’t a lot of good news out there right now.
| No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Monday, April 27, 2009
Pirates -- Like we needed something else to worry about Okay, be honest. Last year, as you were putting together your 2009 projections, you probably considered a huge number of potential risks and threats to your company and the industry at large, but how many of you listed “pirates” in the top 10? Sure, the threat of pirates off the coast of Somalia is nothing new and has been in the headlines for a while, but with reports of pirate activity increasing every day and the recent actions taken by the U.S. Navy, the issue is bound to remain in the forefront of the public eye for the foreseeable future. And now, it’s becoming increasingly relevant to the insurance industry, as well. More and more companies (including insurers) are being forced to consider piracy in corporate terms. For example, during March of this year, 1,429 ships passed through the Suez Canal, a decrease of 16 percent from March of last year. While a portion of the decline is due to the recession, a growing number of ships are choosing to sail around the Cape of Good Hope to avoid the risk of piracy — a decision that comes at a huge financial cost.
Additionally, a surprising number of ship owners have neglected to purchase insurance in the past; however, the increasing sway held by pirates is causing many to rethink their decision. But because the area is currently such a hot spot, Lloyds of London has declared large parts of the Gulf of Aden a war risk, which translates into significant additional costs for those looking to buy insurance. According to Peter Townsend, executive director of Marine Aon, events leading up to the current climate, including recent actions by the U.S. Navy that killed three pirates, “have heightened awareness and upped the ante.” In fact, some insurers have begun to classify Somali piracy as a war risk rather than a general risk.
Interestingly, the attacks have also brought to light several controversies, including one that hasn’t seen the light of day for a long time. For one thing, the idea of arming ship crews has gained popularity in some circles, although apparently not in the U.S. For obvious reasons, the idea is also nearly universally opposed by both shipping and insurance companies. Also, the increased number of ransoms has brought to light an age-old industry controversy regarding the coverage of released hostages. Currently, insurance underwriters who cover cargoes and vessels are responsible for crew ransoms, but they believe that those who cover the crews themselves should be responsible for the ransom.
Finally, the issue is opening even larger and potentially far-reaching issues. According to Crispian Cuss of London's risk mitigation Olive Group, “The international community has to decide whether the scourge of piracy is so bad that it is worth intervening directly or indirectly in Somalia or, if insurance companies are happy to pay ransoms and shipping companies are happy to pay premiums, shall we just continue with the status quo.”
Talk about a rock and a hard place.
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Friday, April 17, 2009
Scared straight? Between working, paying bills, running the kids to soccer practice and everything else that makes up the daily grind, most people already have plenty on their plates. Unfortunately, as of late, the economy is giving us even more to deal with. Beyond nagging concerns about actually having a job to go to, an increasing number of us are now dealing with questions like “should I keep contributing to my 401(k) if my employer reduces or eliminates matching?” and “how do I continue to make ends meet when salaries are frozen but prices for everything else continue to skyrocket?”
If nothing else, maybe current economic conditions are starting to scare Americans into being smarter with their money. A recent study by EBRI shows that just 13 percent of American workers say they’re very confident they’ll have enough money for a comfortable retirement. Meanwhile, 81 percent of respondents who said they have lost confidence in having enough money to retire also say they’re spending less. Considering 20 percent of those surveyed said they currently have less than $1,000 in savings, that’s gotta be a good thing, right?
Who knows? Maybe an economic apocalypse is the wake-up call we all needed. Maybe. I hate to say it, but the more likely scenario is a gradual end to the recession, at which point America will slowly settle back into its old, comfortable (and dangerous) habits. Long live credit and a new car every three years! Isn’t that the American way? I hate to sound cynical but do you really see it going any differently?
| 2 comments on this Blog | More in Employee Benefits | Send to Friend | Print |
Thursday, April 9, 2009
Sometimes it's the little things My wife and I have recently been shopping for life insurance. We decided to go through the same company that currently insures our cars and home, but it wasn’t long before we soured a bit on the whole process. To begin with, we sent an e-mail to our agent requesting a quote for a specific amount of life insurance. Due to a busy schedule and the various complications that come with raising young kids, we made it clear that it would be very difficult for us to meet face-to-face. We had already received advice from people we trusted and felt completely comfortable with our decisions. All we needed was a price.
Several days later, we received a reply from our agent, asking if we would rather meet at his office or in our home. We reiterated our preference to conduct the process through e-mail and waited another few days for his reply. Eventually he said he was out of town and promised he would send us a quote when he returned. Apparently to reiterate his point, he sent us the exact same e-mail several hours later.
Even worse, (at least in my mind) each e-mail we received was written completely in lower case, with misspellings and abbreviations scattered throughout. I suppose that’s okay when you’re a teenager texting your friends, but when you’re conducting business, is it too much to expect some professionalism? I realize this might not bother everyone as much as me, but is the shift key really that hard to reach?
In the long run, we’ll probably still end up going with him because the products themselves are good and we feel like we’re getting a good deal, but it’s an important reminder of how little things can create a bad impression. If we were trying to decide between two companies or were already unhappy with our current agent, such a bad impression could have been the straw that broke the camel’s back.
| 1 comment on this Blog | More in Insurance Planning | Send to Friend | Print |
Friday, March 27, 2009
Desperate times As we hear and read every day, these are unprecedented economic times. There seems to be a constant stream of news stories reporting record high and lows, and tough decisions are constantly being made on a number of levels. Recently, major players in the health insurance industry made an unprecedented move of their own in response to these grim times. America’s Health Insurance Plans and the Blue Cross and Blue Shield Association took what could turn out to be a significant step in the future of health care reform. In a letter to several U.S. Senators, the insurers said they would be willing to “phase out the practice of varying premiums based on health status in the individual markets.” In other words, they are willing to end the long-controversial practice of charging people with a history of medical problems more than those with a clean bill of health.
Obviously, the decision comes with a bit of a catch. The move would reportedly only be made if all Americans are required to have health coverage. Still, this is the first time anything like this has even been offered.
Whether anything comes directly from this development or not has yet to be seen, but it’s looking more and more like a sea change is on its way in the industry.
Insurers desperately want to avoid the creation of a federal insurance plan, as they have proven by making many concessions already. This latest strategy shows just how important the issue has become. Now all we can do is wait and see what tomorrow’s headlines bring.
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Thursday, March 19, 2009
Maybe the grass isn't always greener A recent survey by Fidelity Invesments’ Consulting Services business offers mixed news for the industry, revealing that 72 percent of employees believe that the benefits they receive at work are better than, or as good as, what most other companies offer. That’s the good news. The bad news is that the majority also believe the value of their benefits has dropped, with 61 percent of workers saying they are paying more for their benefits, but receiving less than they did in 2007.
Granted, that last part isn’t anything new, but it provides further evidence of a glaring problem that those in the industry struggle with every single day.
Still, the first part did surprise me a little. It seems like everywhere you go, someone is complaining about the quality of their company’s benefits. Here’s a thought: maybe people just like to complain.
Another thought is that those in the industry are doing the best they can with what they’re given. Despite steady increases in cost and annual reports panning the overall quality of America’s health care, the fact that so many felt they were being offered comparable benefits to those of their peers makes me think that brokers and the companies themselves are striving to offer the best benefits they can at the best prices they can manage. I know these surveys aren’t exactly scientific, but it seems to me like a positive, and given everything going on lately, we’ll take anything we can get.
| No comments on this Blog | More in Employee Benefits | Send to Friend | Print |
Monday, March 9, 2009
Fighting mad In a recent blog, I talked about the growing number of bailouts appearing in the news these days. Perhaps the most infamous (and costly) is that of AIG. The insurer is the beneficiary of an ever-changing, always-increasing and apparently open-ended loan from the federal government. After AIG recently posted a record-setting $62 billion quarterly loss, the government again overhauled its loan to the company in an effort to keep it afloat. What’s more, AIG is slowly being nationalized, with the U.S. government currently owning just about 80 percent of the insurer. | No comments on this Blog | More in Insurance Planning | Send to Friend | Print |
Thursday, February 19, 2009
Squeezing blood out of a turnip The recession is forcing people to take desperate measures. If you want proof, look no further than the growing number of Americans being forced to cut out parts of their life they would never go without under normal circumstances. And no, I’m not talking about Netflix or Starbucks, I mean seeming necessities like health and auto insurance.
Much has been made of the multitudes who are going without health insurance, but according to recent data from the Insurance Research Council, a growing number of Californians are driving while uninsured. In fact, the Council suggest that at the current rate, almost one in five drivers in the state will be uninsured by 2010. What’s more, some experts say the number could leap as high as 25 percent in some inner-city areas.
Now, I realize that a lot of big numbers are being thrown around lately, but that one really got my attention. Sure, California is facing particularly tough conditions right now, but as more and more people become unemployed and desperate, this trend is bound to increase nationwide.
Think about it, if your source of income had dried up and you were struggling to hold on to your house, can you really say you wouldn’t consider taking your kids to school or driving to a job interview even if you couldn’t afford insurance. At the end of the day, there’s only so many concessions you can make.
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Tuesday, February 10, 2009
Bailouts a-go-go You can’t go anywhere lately without seeing or hearing a story about someone getting bailed out or at least begging for money. Banks, Fannie and Freddie, automakers — the list continues to grow. And these are just the prominent ones. Apparently everyone from Harley Davidson to the city of Harrisburg, PA thinks that they’re entitled to federal funds. Oh, and did I mention the pornography industry? It’s getting so bad, it’s turned into a kind of joke — fodder for The Daily Show. It seems that the public is coming to view federal handouts as a get out jail free card that rewards stupidity, or at the very least, ineptitude.
Recently, more and more life insurance companies have thrown their hats into the ring, seeking to acquire banks in order to become eligible for capital injection. It’s one thing to be cynical of these tactics from the outside, but as industry capital continues to fall and corporate debt defaults climb, do you find yourself becoming more welcome to the idea? Is it easier to consider a handout when it’s your own livelihood being threatened?
| 1 comment on this Blog | More in Insurance Planning | Send to Friend | Print |
Wednesday, January 28, 2009
Is COBRA still a viable option? Lately there have been an increasing number of studies, surveys and editorials talking about how expensive and unattainable COBRA coverage is for those who have been laid off. I’m sure you’ve heard the numbers. Families USA says that the average COBRA health insurance plan would wipe out the majority of most workers’ unemployment coverage. And, according to a recent report by The Commonwealth Fund, just 9 percent of laid-off workers actually choose coverage under COBRA. The study adds that while the majority of workers are eligible for coverage, their payments would range between four and six times the amount they paid while employed.
Obviously, this controversial subject isn’t going to just go away and if anything, it will continue to receive more attention given the current economic environment and the fact that unemployment numbers are reaching record highs. And, the last time I checked, COBRA wasn’t the only portion of the health care system getting flak for being too expensive.
Programs like SCHIP are designed to help children caught up in this mess but what about the growing number of unemployed families who simply can’t afford individual coverage? What are their alternatives? Is COBRA no longer an effective option or is it simply being vilified for things it was never intended to provide in the first place?
| No comments on this Blog | More in Employee Benefits | Send to Friend | Print |
Tuesday, January 27, 2009
Proceed with caution It seems that fewer older drivers are involved in fatal accidents these days, a trend that might surprise some people. Perhaps even more surprising is the fact that a large part of this is due to a tough decision made on the part of the seniors themselves. The dreaded encounter between a concerned family and the aging driver is very familiar to most Americans, and is played out nationwide every single day. On an episode of the TV comedy Everybody Loves Raymond called “Driving Frank,” the family has become increasingly worried about the driving skills and reaction time of Raymond’s father, Frank. It reaches the point where Ray and his wife Debra become concerned about their safety and that of their children, prompting Debra to suggest that they confront Frank about the issue. The conversation goes something like this:
Ray: I don’t think I can tell him he can’t drive his own grandchildren.
Debra: Why not? He’s too aggressive.
Ray: That’s why I can’t tell him!
While it makes for good sitcom fodder, anyone who’s had to deal with this awkward conversation knows that it’s both very real, and very daunting. Asking an older person to give up their keys can be equivalent to removing their last shred of dignity and freedom. Suddenly, something they’ve been doing for 60 years or more is forbidden, and they’re left to rely on the schedules and whims of others.
This is what makes this study so fascinating. Despite the fact that the number of people aged 70 and over continues to increase — and will do so exorbitantly once the boomers reach this age — seniors themselves are taking the initiative and responsibility to limit their driving time. By cutting out night driving, reducing the number of trips, traveling shorter distances, and avoiding busy roads and bad weather, seniors may actually be extending their freedom. After all, as they eliminate potential dangers, it becomes increasingly less likely that family members will feel the need to bring up the issue of driving in the first place.
In this age of information overload, it’s easy to read a study like this and see only the statistics, but we need to remember that each figure represents someone faced with a life-changing decision. It’s important to note that a growing number of seniors are making smart, responsible decisions concerning their safety and that of the other drivers on the road — and judging by the numbers, it’s working.
| No comments on this Blog | More in Insurance/P&C | Send to Friend | Print |
Wednesday, January 21, 2009
Death map -- Eyecatching, but useful? While researching January’s Spotlight on Life Insurance, I stumbled upon something called a "death map." Jean Claude Van Damme’s latest foray into the violent world of cartography? No, this morbidly named, but presumably useful, tool was actually created by researchers at the University of South Carolina, Columbia, using over 30 years of data to track where Americans are most likely to be killed by forces of nature. I’ll be the first to admit that I find studies like this fascinating. As a resident of the Rocky Mountain region, I was disconcerted to see that I, along with those who live near the Atlantic and Gulf Coasts and those located in the northern Great Plains, face increased mortality levels due to Mother Nature when compared to the rest of the country.
Also interesting was the fact that, despite the attention-grabbing headlines that hurricanes, earthquakes and tornadoes receive, the study finds that everyday hazards like winter weather and heat account for far more deaths each year.
But as I was reading, I started to wonder, how useful is this information? I mean, beyond the curiosity factor, do studies like this really benefit those in the insurance industry? Would a life insurance or property/casualty underwriter be able to take something like this and translate it into sales? Could this information be used as the final piece in the puzzle to convince a prospect of their need for coverage? I’d be curious to hear from those of you who are out there selling policies every day. What’s the verdict?
| No comments on this Blog | More in Insurance Planning | Send to Friend | Print | |
OTHER BLOGS
Saturday, December 5, 2009
MA beneficiaries receive superior care Seniors in Medicare Advantage spent fewer days in a hospital, were subject to fewer hospital re-admissions, and were less likely to have potentially avoidable admissions, according to data released by America's Health Insurance Plans, or AHIP. In terms of region, findings indicate that Medicare Advantage beneficiaries in California spent 30 percent fewer days in the hospitals than patients with FFS Medicare.
And in Nevada, seniors in Medicare Advantage plans spent 23 percent fewer days in the hospital.
Meanwhile, Medicare Advantage enrollees were re-admitted to the hospital for the same condition 15 percent less often in California, and 33 percent less often in Nevada.
Finally, in both California and Nevada, seniors in Medicare Advantage were 6 percent less likely to be admitted to the hospital for conditions described as "potentially avoidable," such as dehydration, urinary tract infection, or uncontrolled diabetes.
| 1 comment on this Blog | More in Medicare Supplement | |

