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ABOUT NAIFA
Founded in 1890 as the National Association of Life Underwriters, NAIFA is comprised of 900 state and local associations and represents the interests of 90,000 life and health insurance agents and financial advisors nationwide. Many of NAIFA's members are NASD-licensed registered representatives or registered investment advisors. Benefits of membership include legislative and regulatory representation, education and training, and networking opportunities. The NAIFA umbrella includes the Division of Financial Advisors and three specialty organizations: the Association for Advanced Life Underwriting (AALU), the Association of Health Insurance Advisors (AHIA) and GAMA International.
 
ADDENDUM
This Newsletter is published by Financial Services Online, Inc. and distributed on a complimentary basis to members of NAIFA, subscribers to the Virtual Sales Assistant(TM) and selected other recipients. It is designed to provide financial service professionals an overview of the events and happenings that may affect their business. If you would like additional information on any items or the sources used, please e-mail us at e-news-list-admin@ e-news.fsonline.com.
 
June 1, 2001 Edition
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Industry News
HAPPY BIRTHDAY – Citing roots in Hartford that extend back to before the Civil War, Phoenix Home Life Mutual Insurance Company just celebrated its 150th anniversary. The company started in 1851 by insuring only non-drinkers.

HMO INDUSTRY – Some analysts have lowered the HMO industry's investment ratings, citing higher underwriting, political and legal risks. According to Prudential Securities, low brand loyalty and accelerating medical costs are hurting operations that sell health plans to businesses. However, the CEOs of the HMOs remain optimistic, probably because they see cost containment as a continuing concern for employers.

BIG I – For the 5th consecutive time, Fortune magazine has named the Independent Insurance Agents of America (IIAA, "The Big I") one of the most effective Washington lobbyists.

BIG BAILOUT – According to the National Conference of Insurance Guaranty Funds, Reliance Insurance losses could create the biggest insurance company bailout in history...up to $2 billion, with other insurers and the general public paying the bill.

PATIENTS RIGHTS – With Democrats now in control of the Senate, look for patients rights legislation to move front and center, together with a prescription drug plan.

PRINCIPAL TO DEMUTUALIZE – Principal will soon join the ranks of mutual insurers who have opted to become public companies. Principal plans to distribute 100% of the company value and hopes to get voting material to eligible policyholders in the next 30 days and file soon thereafter.
 

Be sure to check out the Marketing/Tax section below for a summary of the new Tax Relief Reconciliation Act of 2001.

VIATICAL VIOLATION – According to viatical expert Gloria Wolk, "everyone should be irate about Florida officials who are about to re-victimize fraud victims."  Apparently Florida plans to fine brokers who sold fraudulent contracts and pocket the fines, rather than use the funds to reimburse consumers for their losses. For details, please see 
http://www.viatical-expert.net/State_Regulation/florida_to_pocket_the_funds.htm.

BLUES CRY FOWL – Blue Cross/Blue Shield is nipping at the heels of the Family Pet Insurance Company (BluePaw). The new pet insurance company says the name BluePaw was chosen after "careful legal research and a review" found the name "not likely to be confused with the name of any other insurance company."  Blue Shield filed a legal claim in April against BluePaw, contending infringement on its trademark and logo. Apparently, it's use of the word 'blue' that has their feathers ruffled.  Go to http://www.bluepaws.com/ to judge for yourself.

FIRST BANK OF CHOICE – After rejecting an unsolicited acquisition proposal from SunTrust Banks, Wachovia has stated its intention to "get down to business with its first bank of choice"...First Union.  Jilted suitor SunTrust has filed suit. 

BISYS STILL BULLISH – BISYS, already the largest independent broker in the country, increased in size again by acquiring the Insurance Exchange of America (IXA). IXA brokerage has about 3,000 insurance producers, with many in the tri-state area of New York, New Jersey and Connecticut.

CALIFORNIA HMO IN CHAPTER 11 - Maxicare Health Plans has placed its California managed healthcare subsidiary in Chapter 11 bankruptcy, and the California Department of Managed Health Care has appointed a conservator for the ailing HMO. The company promises to "assure continuity of care for our members, compensation for healthcare providers and an orderly transition of Maxicare enrollees."

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For more information or to order tickets, go to JimRohn.com and click on Seminars or call 800-929-0434.

Marketing/Tax Update
TAX RELIEF AND RECONCILIATION ACT OF 2001 – The huge tax cut package passed Congress on May 26 and is now on the desk of President Bush, who has said he will sign it during the week of June 4.  The legislation constitutes the largest tax cut in more than 20 years.  Some of the provisions are retroactive; some start next year; others don't take full effect until 10 years from now.  Much of the tax bill is "backloaded" for the simple reason that it's returning projected future surpluses to taxpayers (i.e., surpluses not yet received by the government).

Before we recap the major provisions of the bill, there's an interesting provision in the legislation...due to Senate budget rules, the provisions in the tax bill revert back to prior law after December 31, 2010 unless a future Congress takes action to extend them beyond that date.  This is a particularly worrisome provision for estate planning, since it raises the prospect of a reinstatement of 2001 estate tax rules in 2011 unless a future Congress, perhaps operating in a different political climate, takes action.

INCOME TAXES
==========
In 2001: 
* A new 10% rate bracket is created (technically starting 1/1/02) that applies to the first $6,000 of income for singles, $12,000 for couples and $10,000 for heads of households.
* To, in effect, accelerate the 10% rate bracket for 2001, an "advance refund check" will be mailed to every taxpayer by October 1, 2001.  The check will be for 5% of last year's taxable income, with a maximum of $300 for singles, $600 for couples and $500 for heads of households.
* All other individual income tax rates (except the current 15% rate) are cut by 1% in 2001.  Since the rate cut doesn't become effective until July 1, 2001, however, the net effect for 2001 is a rate bracket reduction of 0.5% to 27.5%, 30.5%, 35.5% and 39.1%.

After 2001:
* For 2002 – 2007, the new 10% bracket will apply to the first $6,000 of income for singles, $12,000 for couples and $10,000 for heads of households, increasing to $7,000/$14,000/$10,000 after 2008 and adjusted for inflation thereafter.
* The current 28% bracket reduces to 27% through 2003, to 26% in 2004 – 2005 and to 25% beginning in 2006 and thereafter.
* The current 31% bracket reduces to 30% through 2003, to 29% in 2004 – 2005 and to 28% beginning in 2006 and thereafter.
* The current 36% bracket reduces to 35% through 2003, to 34% in 2004 – 2005 and to 33% beginning in 2006 and thereafter.
* The current 39.6% bracket reduces to 38.6% through 2003, to 37.6% in 2004 – 2005 and to 35% beginning in 2006 and thereafter.
* The income limitations on itemized deductions and personal exemptions are being phased out beginning in 2006 and are completely eliminated beginning in 2010.

MARRIAGE PENALTY
=============
Relief from the so-called "marriage penalty" will not begin until 2005, at which point relief will be provided to joint filers in two forms:
* Joint filers will receive a standard deduction twice the standard deduction received by singles, phased in beginning in 2005 with the full double standard deduction first available in 2009.
* The income falling under the 15% tax bracket for joint filers will equal twice that of singles, phased in from 2006 – 2008.

CHILD TAX CREDIT
============
The $500 child tax credit is doubled, but over the next 10 years:
* $600 for 2001 – 2004;
* $700 for 2005 – 2008;
* $800 for 2009; and
* $1,000 in 2010 and later.

ALTERNATIVE MINIMUM TAX
===================
AMT tax rates remain unchanged.  The new law does, however, make permanent the use of the child tax credit to offset the AMT and repeals the AMT offsets of refundable credits.  In addition, the AMT exemption is increased by $4,000 for couples and $2,000 for singles, but only for the 2001 – 2004 period.

RETIREMENT CHANGES
===============
IRAs:
* Contribution limits for regular and Roth IRAs will increase in increments from the current $2,000 to $3,000 in 2002 – 2004, $4,000 in 2005 – 2007 and reaching $5,000 in 2008 and thereafter.
* Contribution limits will be adjusted annually for inflation after 2008.
* Beginning in 2002, taxpayers age 50 and older can contribute "catchups" to their IRAs: an additional $500 in 2002 – 2005, increasing to $1,000 in 2006 and thereafter.

401(k), 403(b) and salary reduction SEPs:
* Contribution limits will increase from the current $10,500 to $11,000 in 2002 and then by an additional $1,000 each year until reaching $15,000 in 2006.
* Roth 401(k) and 403(b) plans will become available beginning in 2006.

Other qualified plans:
* Defined contribution plans – the annual limit will increase from the current $35,000 to $40,000 in 2002.
* Defined benefit plans – the annual limit on benefits will increase to $160,000 in 2002.

ESTATE TAX
========
Full estate tax repeal does not take effect until 2010 and will only be in effect until 2011 unless a future Congress takes action to repeal the automatic reinstatement of 2001 estate tax rules in 2011.  The following estate tax relief is provided in the interim:
* The unified credit equivalent is increased in increments from $1 million in 2002 to $3.5 million in 2009.
* The top estate tax rate is reduced in increments from 50% in 2002 to 45% in 2009.
* The generation-skipping transfer tax is pegged to the highest estate tax rate during the transition period.

GIFT TAX
======
The gift tax was not repealed.  Instead, beginning in 2010, lifetime gifts in excess of a $1 million exemption will be subject to gift tax equal to the top individual income tax rate in effect at that time.

CARRYOVER BASIS
============
Things get more complicated after full repeal of the estate tax in 2010.  At that time, the decedent's basis in assets will carry over, rather than the current "stepped-up" fair market value.  Two exceptions will help:
* $1.3 million of basis can be added to certain assets.
* $3 million of basis can be added to assets transferred to a surviving spouse.

EDUCATION
========
* Education IRA limits are increased from the current $500 to $2,000 beginning in 2002 and the phase-out range increases for joint filers to double that of single filers ($190,000 - $220,000). 
* Education IRA proceeds may be used to pay for elementary and secondary school tuition and expenses, in addition to paying the costs of higher education.
* Beginning in 2002, the $2,500 limit on student loan interest deductions is repealed and the phase-out thresholds are increased.

FOR MORE INFORMATION
=================
For more detailed information on the new tax legislation, here are some of the Internet sources we located:
* USA Today Article (good overview)
* CCH Tax Briefing (more detailed review) 
* Major Retirement Savings Provisions from the American Benefits Council...in PDF 
 

FREE MARKETING NEWSLETTER

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BIGGEST SALE? – When asked what was his biggest sale, the great Ben Feldman always answered that he didn't know...he hadn't made it yet.  We remember when Ben was the first person to sell $100,000,000 of life insurance in a single year. Howard Wight now tells us that individual sales of $100,000,000 have been made, and there is one corporate case where the annual premium is $100,000,000! Keep your aim high!

PRICING PROBLEMS? – A Weiss Ratings survey shows widely differing rates for long-term care policies with very similar coverage. A comprehensive LTC policy for a 65 year-old ranged from $766 to $1,367 a year.  Weiss further speculates that consumers' confusion over pricing, discounts, coverages, etc. is slowing sales and suggests standardization of long-term care insurance as a solution.

NEED HELP? – Financial Planning (FPi) has discussion boards that might be just the ticket. Read what your colleagues have to say about specific areas of interest and post your own questions.  Topics covered are: Financial Planning, Career Building, Industry Buzz, Investments, Sales/Marketing, Software and Tax Issues. To get started, go to: http://sdp1.client.dti.net/shoptalk.html

ING AWARENESS – ING Americas will launch a multi-million dollar advertising campaign to introduce the ING brand name to the U.S. marketplace. The Amsterdam-based group is one of the world's largest integrated financial services organizations and has bought numerous U.S. properties (ReliaStar, Aetna Financial, Southland, Life of Georgia, Security of Denver), but most Americans can't even pronounce its name (say I-N-G). Notice to the ING branding department: FSO "has operators standing by" to process your ad requests! 

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