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January 15th, 2000 Edition
 
Extra! Extra!

99% RENEWAL RATE! - That's right...99% of last year's RiskTutor users have renewed their license for 2000 and beyond! They know that RiskTutor is the "essential Internet underwriting resource" for screening, developing and pricing their substandard cases. Using RiskTutor's unique screening questionnaires, Pharmacy Tutor, Best Case Tutor, APS Tutor, Medical Testing Tutor, combined with unlimited online coaching, they save both time and money. As important, they have a new capability to deal with the growing number of "special risk" clients in the U.S. market. Isn't it time your practice had this same capability? RiskTutor: the leader in underwriting knowledge tools (www.risktutor.com).

RiskTutor, Inc. (http://www.risktutor.com)
The Leader in Underwriting Knowledge Tools
818-591-3882       818-591-0512 (fax)


Industry News

BEST PREDICTIONS - In its annual Review/Preview reports, A.M. Best Co. paints a mixed picture for the insurance industry. On the life side, Best sees financial services reform, global competition and the Internet as driving influences. Bright spots are predicted for insurers in the retirement savings and asset accumulation fields, as well as for long-term care insurance providers. Commercial lines P&C insurers are predicted to feel the greatest impact from globalization, while electronic commerce and Internet-based competition is expected to have the greatest impact on personal lines P&C insurers. You can review the reports at http://www.bestreview.com/revpreview.

MET SETTLEMENT - A $1.7 billion settlement on behalf of nearly six million MetLife policyholders was approved in Federal Court. The decision was based on a "vanishing premium" marketing plan and includes policies sold from 1982 through 1997.

FOR SALE - The NASD plans to sell a majority share of the Nasdaq stock exchange for an estimated $1 billion. NASD will retain 22% of the Nasdaq and offer the remaining 78% to "members, select market participants and Nasdaq-listed companies." The sale is expected to be completed by midyear and may then be followed by an IPO to raise capital.

PRU STILL BUYING - After selling its personal lines business to MetLife in October of last year, The St. Paul Companies have now sold their non-standard auto insurance business for $200 million in cash to Prudential. The move will boost Prudential P&C's annual auto and home insurance premiums to about $1.8 billion.

MERGER - American Mutual Holding Co. and Indianapolis Life just announced plans to merge.

CFP GROWTH - The CFP Board of Standards reports a record number of 1,920 candidates sat for the November 1999 certification exam and 54.3% passed. Financial Planning Interactive also reports a rise in CPAs and other non-financial planners taking the exam, which indicates they may be adding a financial planning component to an existing practice.

1999 SCORECARD - According to Weiss Ratings, financial failures increased sharply in 1999, despite a strong economy and a rising stock market. From 1998 to 1999, HMO failures increased 78% (from 9 to 16), insurance company failures rose 5% (from 21 to 22) and bank failures surged 167% (from 3 to 8). Weiss predicts that the bank and HMO sectors continue to be vulnerable (in fact, just last week another major HMO, Harvard Pilgrim Health Care of Massachusetts, went under).

ON THE MEND - S&P raised its credit rating of General American to AA- following the announcement that MetLife completed its acquisition of the ailing company.

FOR THE RECORD - While the stock markets have been on a roller coaster ride since the first of the year, here are the official results for 1999:

IndexJan 4, 1999
Close
Dec 31, 1999
Close
Percent
Increase
DJIA9,184.2711,497.1225.2%
S&P 5001,228.101,469.2519.6%
Nasdaq Composite2,208.054,069.3184.3%

NASTY FIGHT - The Association of Current and Former Equitable Agents (http://www.ACFEA.org) is not real happy about the former Equitable's new branding strategy to make their producers "AXA Advisors." They claim that AXA is demanding that their field force sign a new contract that allows AXA Advisors to charge a client for a plan that recommends only AXA products. Mike Siefe, co-president of ACFEA, said in a recent press release, "Wouldn't you expect that if you paid fees that you would receive more independent advice which included referrals to other companies with better product." Agent relations were not helped when, according to a National Underwriter article, AXA Board Chairman Claude Bebear predicted that the traditional life agent will disappear.

LOW GRADES - According to a new Conning & Company study, life insurance insiders give the insurance industry low grades for distribution and use of technology, seen as the two primary reasons the industry perceives itself as doing a poor job in meeting the needs of its customers. According to the 75 insurance industry executives surveyed, causes for optimism include expected improvement in distribution channels (banks and the Internet) and "a sense that the industry has reached its low point." More information on the study, "Life Distribution in the 21st Century - Industry Views and Insights: We've Got No Place to Go But Up," is available on the Conning Web site (http://www.conning.com).

NOT UNEXPECTED - John Hancock's plan to go public has met with a class-action lawsuit filed by a policyholder claiming that he and other policyholders are not being properly compensated for their ownership in the company. Hancock's IPO is scheduled for later this month on the NYSE.

NATIONAL INSURANCE COMMISSION? - A study paid for by the American Council of Life Insurers (ACLI) has recommended the creation of a federal regulatory system and a self-regulatory organization to license and regulate agents. However, the National Association of Insurance and Financial Advisors (NAIFA, formerly NALU) is "adamant" that state insurance regulators do the job. Further, Congress has given the states three years to create a national licensing mechanism or "the feds will take over."

COMPLAINT FINDER - Insure.com has launched an "Insurance Company Complaint Finder" which consumers can use to search for complaints against a specific company or to see complaint records for a particular state. You can find it at http://www.insure.com/complaints.

Y2K - Lloyd's of London reports that it has not been notified of any major claims relating to Y2K, reinforcing the global picture of a trouble-free transition into the new millennium.

Extra! Extra!

DON'T MISS THE BIG PRODUCER WORKSHOP - Eight top producers and industry experts will show you incredible formulas for exploding your business in 2000, including:

  • How to Get Money Out of Retirement Plans Tax Free
  • How I Sell 400 Long-Term Care Policies a Year
  • Author and Financial Services Marketing Expert Pete Montoya Shows You How to Become the Preferred Financial Advisor in Your Town
  • Seminar Expert Larry Klein Shows You How to Pack the Seminar Room Every Time
  • Father of Telephone Prospecting, Bill Bishop, Shows You how to Close More Appointments by Telephone
  • Joe Lukacs, Personal Coach to Top Producers, Reveals Success Rituals of Top Producers
March 18 - 19, 2000 in Orlando, Florida
Special Early Reservation Offer
Details at: http://www.nfcom.com/workshop.htm
Or call: 1-800-980-0192, ext. 202

Marketing/Tax Update

FREE MARKETING NEWSLETTER - On how to improve your direct mail results, get more attendance at seminars, have people calling you from a direct response newsletter, get your name in the newspaper and more on building your business.

To subscribe, visit http://www.nfcom.com/promo.cgi/fmenews?h=freemonthly.htm

TRIPLE-X AND A VERY USEFUL SITE - According to Compulife Software, even though only a few states have adopted the new NAIC Triple-X model regulation, the impact is nationwide. Life companies that are required by any one state to comply with the rule are forced to alter their term products for all other states. The new rates are available to consumers and producers at Compulife's public term comparison site at http://www.term4sale.com. Note: Compulife does not sell insurance...it is a great site for agents to check on the competitive status of their products.

QUOTESMITH - Quotesmith, on the other hand, does sell insurance. In fact, their recent media blitz resulted in 24,000 quotes in one day. This is the very reason to be prepared with your competitors' rates before you see the prospect. Don't be surprised; do your homework. Run the Compulife comparison, print it out and show it to your prospect. Then, if necessary, defend your policy recommendations against "cheaper" ones.

IN EFFECT - The normal retirement age to receive full Social Security benefits begins rising this year, to age 65 and two months. Next year it will increase to age 65 and four months until, ultimately, anyone born after 1959 won't get full benefits before age 67. Social Security benefits are still available at age 62, but the benefit reduction increases from 20% to 20.83% this year and, ultimately, to 30%.

RAPID READER - Reader's Digest and AIG have struck a deal to offer auto, homeowners and personal liability coverage, as well as home warranty products, to millions of Reader's Digest customers. The alliance is an acceleration of the Reader's Digest expansion into financial services in an effort to leverage its brand, direct marketing expertise and consumer database.

INSTANT LIFE INSURANCE - U.S. Bancorp, in partnership with Great-West Life, launched a new online insurance product that will allow customers to get instant life insurance coverage. The site offers 10-year term life insurance protection up to $150,000. To apply for insurance, customers fill out a short medical questionnaire and, if approved, coverage starts immediately.

MORE DI SALES - If you are interested in increasing your field force's disability income productivity, this new book by our friend Jim McCarty, CLU, RHU, LUTCF may be just the ticket. "Above The Line" shares Jim's skill for turning complex disability insurance interviews into informal, results-oriented sales presentations. Check out details at http://fsc.fsonline.com/fsj/mccarty.html.

MONSTER ROLODEX - David Rockefeller, now 84, has amassed a Rolodex containing 150,000 names, which he started collecting in the 1940s. Howard Wight adds this comment..."If there's one thing that will serve you well to continually update during your lifetime, it's a Rolodex. You might even want to get your kids started on building one. My daughter started one around age six or so...without any input from me. She's great at keeping in touch with old friends." We think this is great advice, but suggest an electronic version. Call Howard at 800-486-SELL to sign up for his newsletter.

CIRCUIT BREAKERS - The NYSE has raised the "circuit breakers" that will halt trading in response to sharp market declines. The trading halts are based on 10, 20 and 30 percent declines in the Dow and, effective January 3, 2000, are triggered by 1,100-point, 2,250-point and 3,350-point declines respectively.

LONG-TERM GUARANTEE - CNA has announced that all of its LTC policies will now carry a guarantee of level premiums for 10 full years from the date of issue. This type of improvement to the LTC product should help the industry overcome some of the rate increase horror stories that have been reported. Also in the LTC arena, Fortis sold its U.S. long-term care business to John Hancock and it appears that Mass Mutual may be buying Travelers' LTC operations.

STANDARD MILEAGE RATE - For business driving, the standard mileage rate is 32-1/2 cents for 2000, up 1-1/2 cents from 1999.

USED INSURANCE SALESMAN - Let's hope this doesn't start a new twist on "used car salesmen" jokes, but there is a UsedInsurance.com. The site boasts immediate feedback for consumers on whether a life insurance contract is likely to have a sale value. Check it out at http://www.usedinsurance.com/qualify.asp, but if you have a prospect, go to Coventry Financial at http://www.coventry.com.