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June 1st, 2000 Edition
Extra! Extra!
UNDERWRITING ALZHEIMER'S DISEASE - RiskTutor's May 2000 Online Newsletter featured topic is Alzheimer's disease and is complimentary at http://www.risktutor.com.  In the May newsletter, you will learn:
  • When is memory loss not Alzheimer's disease.
  • The 10 warning signs of Alzheimer's disease.
  • Which medications are FDA approved for the treatment of Alzheimer's disease.
  • The five key screening questions you need to know in order to determine a client's insurability.
For your free copy of the RiskTutor Online Newsletter, please visit http://www.risktutor.com and while you're there, check out the other great resources available through this site.

RiskTutor
The Agent's Advantage in Underwriting Substandard Cases

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

Industry News
THE CURBING OF THE URGE TO MERGE - 1999 was expected to be a boom year for merger and acquisition activity in the insurance industry. But according to Conning, it never happened. In fact, the total dollar value of merger transactions fell by almost 75% compared to the previous year and that trend has continued into the first quarter of 2000. Reasons cited are a tendency to acquire insurers' individual business units rather than to purchase entire companies. "Few companies involved in big mergers in 1997 and 1998 were able to make their investments pay off for them as quickly as they had hoped," said Clint Harris, Conning VP.

MUTUAL FUND WOES - We're seeing some "ripples" that may suggest a need on the part of the mutual fund industry to take a long, hard look at itself and how it does business.  For example, Vanguard founder and former chairman John Bogle asserts that the mutual fund industry "has lost its way," becoming far more of a "marketing business" than an "investment business."  Harvard Business School professor Michael Porter says that "mutual funds are no longer the incredible bargains they used to be."  Among the problems: investors can now create and trade their own portfolios of stocks for about the same cost or less than fund managers; mutual fund investors and managers are turning from longer-term investors to short-term speculators; rather than continuing to add more funds to choose from, the industry needs to focus on creating better-performing/lower-cost funds; and increasing competition from the diversified products of banks and insurance companies. 

METLIFE - Life insurance giant MetLife Inc. was added to the Fortune 500 Index.  MetLife ranked #53 on Fortune's annual list of the 500 largest companies and became eligible for the Index when it completed its demutualization.  Met also announced plans to have a bank up and running by the first quarter of 2001.  An Internet presence for the bank is expected, but the company is undecided on whether the bank will also exist as a bricks-and-mortar institution.  The decision on whether to establish a new bank from scratch or purchase an existing one also hasn't been made.

DELIVERING HEALTH BENEFITS - A Booz Allen & Hamilton survey of Fortune's "100 Best Companies to Work For" found that most of these companies anticipate a longer-term shift to defined contribution health care benefits as a way to better manage health care cost inflation.  In such an environment, employees would be given a budget to purchase health care benefits that suit their individual needs.  While the pace of this change might be slowed by consumer reluctance to accept a new system, the report predicts that the change is inevitable.

THE GERMANS ARE COMING - German insurance giant Allianz AG plans to invest hundreds of millions of euros a year in new Internet technology and form partnerships with Internet firms. Their plan is to establish a "global portal" that will give individual companies in its group an Internet presence.

LEVITT REPORT – SEC Chairman Arthur Levitt recently reiterated the commission's intentions to overhaul the regulations governing investment advisors by adopting major proposals in regard to pay-to-play practices, trading practices and advisor registration. Meanwhile, in a speech to international corporate regulators meeting in Australia, Mr. Levitt questioned the future of the New York Stock Exchange, describing it as "cumbersome" and less able than Asian and European exchanges to deal with the competition posed by electronic trading systems.

CONSECO DEAL - Investment News reports a deal is in the works for an investor group being assembled by Lehman Brothers to acquire Conseco's finance operations.  In a bit of irony, one of the members of the investor group is reported to be Lawrence Coss, the founder of Green Tree Financial Corp., the purchase of which by Conseco contributed to the company's financial woes.

VIATICAL WOES - The viatical industry is receiving a lot of bad press because of a few "bad apples." The latest incidents involve a recent FBI raid of six viatical companies in four states and the arrest of eight fraud suspects in Florida. Here is how the scheme works. The "perps" submit false information on life insurance applications in order to obtain coverage from various insurers, and then "warehouse" the policies for two years to satisfy the contestability period. The policies are then sold to viatical settlement providers, which then market the fraudulently-obtained policies to unsuspecting investors.  While the Viatical and Life Settlement Association (VLSAA) is supportive of strong regulatory action to combat fraud, the VLSAA is also demanding that insurance companies "adopt minimum underwriting requirements in all of their policies, including guaranteed and jet issue policies to help prevent fraud and to establish greater supervisory authority over the behavior and conduct of their agents."

OFFER WITHDRAWN - We reported in the 5/15 E-News that EDS had made an offer to acquire Policy Management Systems (PMSC), an insurance industry software vendor.  That offer, however, was suddenly withdrawn by EDS, which would only say that "we have withdrawn our offer following due diligence."  The price of PMSC stock fell more than 33% on news of the EDS withdrawal.

UPS AND DOWNS - According to the Securities Industry Association, revenues for U.S. brokerages reached a record $57 billion in the first quarter of this year.  Wall Street analysts, however, are predicting that the second quarter could be a different story, with trading volumes sharply reduced from the levels seen earlier this year.

QUACKENBUSH AMBUSH - Accompanied by a criminal defense attorney, California Insurance Commissioner Charles Quackenbush denounced the legislators who are probing his conduct, claimed he was ambushed and stormed out of a hearing. The act moved lawmakers from both political parties to unite in immediate agreement to subpoena Quackenbush and compel his testimony.
 

Extra! Extra!
 BIG PRODUCER WORKSHOP - Eleven top producers and industry experts 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!
  • Three Annuity Strategies for Explosive Sales
  • How to Pack the Seminar Room Every Time
  • Personal Coach to Top Producers Reveals Success Rituals of Top Producers

When:  July 14, 15, 16 2000
Where: San Francisco
For Details: http://www.bigproducerworkshop.com

Marketing/Tax Update
NET BASED AND NO PAPERWORK - Aetna U.S. Healthcare is set to sell group-life insurance over the Internet, a move that will eliminate paperwork for employers. Employees will also be able to make changes, as well as "crunch the numbers" to determine if their company-paid life benefits are sufficient.  If not, they will be able to buy supplemental (non-employer-paid) coverage. According to Aetna, the biggest distinction from other Web-based products is that their product relieves the administrative hassle for the employer...the employee goes directly to the Net for service.

ESTATE TAX REPEAL - The movement to repeal the estate tax continues to gain momentum, gaining some Democratic support and prompting House GOP leaders to set a June vote to gradually phase out the estate tax over the next decade.  As we've suspected, however, there is a catch.  The current step-up in basis to the date-of-death value for an asset's tax basis would be restricted.  Another concern being voiced is the potential adverse impact that repeal of the estate tax could have on charitable giving.

NEW P&C NEWSLETTER - For our multiline readers, the Independent Insurance Agents of America (IIAA) is offering a free newsletter that promises to provide valuable technical, sales, service and management articles, as well as late-breaking industry news. Go to http://206.135.104.240/village/iiavu to register.

ONE PERCENT TO MUNICIPAL BONDS - If you suggested to clients that they reallocate 1% of their assets to municipal bonds, they would think nothing of it, except to wonder why you would even bother to make the suggestion in light of the small percentage involved. If, however, you suggest that they shift 1% of their assets to life insurance, it becomes a big deal. Perhaps by getting them to understand this analogy, they will see the humor in it. For more tidbits of success, sign up for Howard Wight's newsletter by calling 800-486-SELL.

WHEN TO RETIRE? - According to George Foreman, boxer, philosopher and folk hero to many middle age plus American males, "It is not a question of when you want to retire, but rather at what income."
 

FREE MARKETING NEWSLETTER - 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 get your free subscription, click here: http://www.nfcom.com/promo.cgi/fmenews?h=freemonthly.htm

TAX RETURN AS A SALES TOOL - Bryan Schmitt of the College for Financial Planning advocates using peoples' tax returns as sales tools in helping them evaluate their overall financial picture.  For example: taxable interest on Form 1040 can uncover passbook savings that could be more profitably invested; if interest income far exceeds dividend income, it can suggest a need for asset reallocation; using the 1040 to illustrate the marginal tax bracket can help with the decision of whether tax-exempt investments are appropriate; a review of IRA, pension and annuity distributions reported on Form 1040 can prompt a discussion on the advisability of withdrawals from these tax-deferred sources; and a large tax refund can identify a potential source for insurance or investment dollars.

STILL STAGGERING - InsWeb, one of the earliest online insurance services, dominated the marketplace two short months ago.  That changed, however, with State Farm's decision in April to discontinue its relationship with InsWeb and the company is still reeling.  In addition to the loss of State Farm, it appears that InsWeb might also be a victim of its own success.  During the first quarter of this year, 772,000 shoppers completed the online insurance application process, up 170% from last year, but carriers and their agents have been slow to follow-up on the InsWeb-provided leads.

REJECTION? - More from Howard Wight...When a doorbell rings, a dog will invariably run to the door to see who it is. Is it ever for him?  Not likely.  Does the dog take it personally?  Of course not.  He's having a great time.  His tail is wagging.  He's either making a new friend or renewing an old acquaintance.

LONG-TERM CARE COST - "Consumers buying long-term care insurance policies can be charged dramatically different premiums, depending on their age at the time of purchase, spousal discounts, or the inclusion of inflation protection," according to a study by Weiss Ratings.  Even nearly identical policies can vary widely in price...at age 65 from a high of $1,366 to a low of $834. Due to varying company rates, the Wiess suggestion that potentially large savings can be realized through comparison shopping is a good one for advisors and consumers...however, you better make certain that the company can maintain low rates, pay benefits and stay in business!
 
IRS TO DOCK FEDERAL PAYMENTS - In 1999, some 264,000 taxpayers who owed $2.8 billion in delinquent taxes received $2.1 billion in federal payments.  That's about to change.  Beginning in July, the IRS will launch a program under which up to 15% of certain federal payments to delinquent taxpayers will be continuously levied.  Federal payments subject to the levy include Social Security benefits, federal salary and retirement benefits and payments to federal agency vendors.