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October 1, 2000 Edition
Extra! Extra!
ANNOUNCING LONG TERM CARE TUTORTM

RiskTutor, Inc. is pleased to announce the release of Long Term Care Tutor.  Long Term Care Tutor provides licensed users with:

  • Instant medical screening of clients who are interested in long term care insurance.
  • An immediate reduction in the time and cost of processing long term care cases.
  • Instant access to unlimited online coaching by industry experts in long term care underwriting.
  • Online presentation of LTC cases to any LTC carrier (carrier does not have to be a licensed user of Long Term Care Tutor).
See a "demo" of Long Term Care Tutor and sign up for the FREE online underwriting newsletter at http://www.longtermcaretutor.com.

Long Term Care TutorTM
Introducing a new era in underwriting long term care cases

Industry News
CUSTOMER EMPOWERMENT – Insurers are beginning to offer direct customer service capabilities over the Internet to policyholders.  New York Life now allows 2.5 million policyholders to obtain policy values, change addresses, request agent contact and gather premium information. MetLife allows electronic bill payment via the Internet to its B2B customers and provides real-time access to account balances and supporting transactions.

MD BIG BROTHER – A Gallop Poll indicates that 88% of Americans are opposed to having their medical records stored in a national database. Such a plan, called for by the Health Insurance Portability and Accountability Act, would assign a "health identifier number" and create a database of medical records by number rather than by name.

REGULATORY UPDATE – According to National Underwriter, the NAIC has put out "a call to insurers and consumer advocates to help create a structure that would preserve state regulation."  The goal is to create a framework that would accomplish the dual purpose of streamlining regulation while preserving consumer rights.  The NAIC has also submitted proposed legislation to Congress that would grant state insurance regulators access to the FBI's National Crime Information Center database.  This came on the heels of a GAO report blaming a lack of state regulations and oversight for enabling Martin Frankel to bilk more than $200 million from insurance companies in five states.

QUIETLY RESPECTED – Northwestern Mutual is once again the world's most admired life and health insurance company. Fortune Magazine has had Northwestern Mutual as the "most admired" in this category for 17 consecutive years.

DROP IN UNINSUREDS? – According to the Census Bureau, the number of uninsured Americans declined last year for the first time since 1987. About 42.5 million people (15.5% of the population) had no health insurance in 1999 versus 44.2 in 1998. However, an Employee Benefit Research Institute (EBRI) review of seven different surveys shows estimates ranging from 19 million to 44 million uninsureds.  Reasons for decline: Robust economy, more employers providing coverage and the new government program for uninsured children.

WELLS FARGO – Feeling the heat from Citigroup's merger with Travelers and the merger of Chase Manhattan with investment banker J.P. Morgan, Wells Fargo has announced plans to dramatically increase its insurance and securities business...possibly through acquisition. Income from insurance and investments now accounts for only about 15% of Wells Fargo's earnings, but the company is targeting 25%.  Speaking of mergers, reports have Charles Schwab and Goldman Sachs holding talks about some type of business combination.
 

NATIONAL CONFERENCE ON VIATICAL/LIFE SETTLEMENTS

Viatical Academy 2000 is the first interdisciplinary conference on Viatical and Life Settlements.  Fourteen experts will address a range of issues, including estate planning with life settlements, legislation, regulation, and securitization.  Organized by consumer advocate and author Gloria Grening Wolk, the conference is scheduled for October 27 - 29, 2000 at the Hyatt Newporter, Newport Beach, CA.  For more information or to register, go to www.Viatical-Expert.net or phone 949-249-5444.  Mention this ad for a $50.00 discount.

HMO SIZE COUNTS – According to Weiss Ratings, half of America's health maintenance organizations posted financial losses last year, but the nation's 34 largest HMOs made significant profits. Size obviously affects profitability.

MUTUAL HOLDING STILL HOLDING – Liberty Mutual will be converting to a mutual holding company despite concerns by many that such a corporate structure is inherently flawed. Conversion is expected by mid-2001, with the major benefits to the company being flexibility and better access to capital markets. Some criticize the mutual holding company structure because of a diluted accountability to shareholders and the potential for stock abuse by senior management. David Schiff, industry consultant, says "It (mutual holding company) is ideal for management, because they're not accountable to anybody, and they don't have to worry about being taken over."

MARK YOUR CALENDARS...IMPORTANT MEETINGS – Two of the best industry meetings are coming up.  The LIMRA Annual Conference is scheduled for October 23 - 24 in Atlanta. It is a "don't miss" for all home office executives.  The NAILBA Annual Meeting will be in Washington, DC from November 9 – 12 and it is a "don't miss" for all brokerage distribution companies and brokerage GAs.

ALLIANZ EYES FRANKLIN – According to Reuters, Allianz is talking takeover with asset managers Franklin Resources, Waddell & Reed, Nicholas Applegate, and Gabelli Asset Management in order to expand its U.S. investment market presence. Franklin runs the Templeton funds group, with $236 billion under management.  Allianz acquired U.S. bond fund manager PIMCO for $3.3 billion earlier this year.

ANOTHER SETTLEMENT – Without admitting wrongdoing, Aetna has agreed to pay $82.5 million to settle a class-action shareholder lawsuit in which the insurer was accused of misleading investors about its financial status.  Not to worry though...insurance is expected to pay most of the settlement amount.

WORLD'S OLDEST MUTUAL – Prudential of England is said to have the best chance of acquiring Britain's venerable Equitable Life. Call us sentimental, but we hated to see the Equitable (U.S.) have its name changed to AXA and it's too bad to see the "other" Equitable, the oldest mutual insurance company, suffering a similar fate.

Extra! Extra!
DON'T MISS THE BIG PRODUCER WORKSHOP - Eight top producers and industry experts show you incredible formulas for exploding your business: 
  • Ed Lichtig Show You How to Get Money Out of Retirement Plans Tax Free;
  • Wilma Anderson Teaches How She Sells 400 Long Term Care Policies a Year;
  • Dennis Roodman Explains How He Turned 100 Clients into 500 Clients, Using Only Their Referrals;
  • Seminar Expert Larry Klein Shows You How to Pack the Seminar Room Every Time;
  • Father of Financial Planning, Ed Morrow, Shows You How to Design Your Practice for Mega Volume; and
  • Bob Ritter, CEO of Insmark, Shows You How to Close Those Large Estate Planning Cases.
Workshop ONLY for those serious about doubling their production, please.

October 28 and 29, San Francisco; complete details and brochure: http://www.bigproducerworkshop.com or call 800-980-0192 ext. 209.

Marketing/Tax Update
THE FUTURE OF SALES TRAINING? – Zig Zigler may have launched the future delivery system for sales and personal development training. For $19.95 per month, you get his entire library of sales and motivational tapes available on the Net...24/7 from anywhere. No more sales tape   libraries...just hop on the Net and let Zig or other sales gurus do the training! Check it out at http://www.zigonline.com/15029.

H&R BLOCK – The tax preparation people will soon be offering a new employee benefit...tax preparation. The program is designed for employers seeking unique ways to compensate employees. Following the tax preparation, employees may elect additional services available from Block. Looks like more competition to us.

E-SIGNATURES IN EFFECT – The landmark E-Signatures Bill goes into effect on October 1, authorizing the use of "digital signatures" and recognizing online contracting.
 

The POWERHOUSE Index Annuity currently has a 150% participation rate, guaranteed for 10 years! This Equity Indexed Annuity from Allianz Life/Life USA also features a 9% commission (ages 0-80). Call the AnnuityMasters today at 1-800-225-4896 for details.  Special details regarding Illinois. Call for state approvals and further details. The POWERHOUSE Index Annuity issued by Allianz Life/LifeUSA. For agent use only. Participation rates may change at any time. The information presented here is not meant to be complete. For more information refer to the company material or call for details. Product/features not approved in all states. Not intended to create public interest in the sale of annuities.

INTERNET'S FIRST MULTIMEDIA INSURANCE LIBRARY – Check out Quickquote's Media Library.  CEO Dan Wager calls it the "Internet's first multimedia library for consumers wanting to learn more about insurance products..." It still has a way to go but it certainly points the way for future customer education, point-of sale presentations and company training.

LTC FOR FED EMPLOYEES AND MILITARY – The American Council of Life Insurers (ACLI) praised President Clinton's signing of the Long-Term Care Security Act. Twenty million current and retired federal employees, active and retired military personnel and their families will now have the opportunity to obtain private long-term care insurance as a self-funded benefit. Looks like a good market to us. The ACLI is also working for federal tax deduction of long-term care insurance premiums similar to those allowed for IRA and 401(k) contributions.

ANOTHER 106 – In the second phase of decimalization, an additional 106 stocks, including America Online, began trading in penny increments on September 25.
 

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

WAIT AND SEE – That's about all we can do when it comes to Congressional action on a variety of legislative measures.  The bill to raise contribution limits to tax-qualified retirement plans and IRAs stands, by far, the best chance of making it into law.  The measure overwhelmingly passed both sides of Congress and it's highly doubtful President Clinton would veto the bill.  The problem is that the bill is stuck in a legislative traffic jam and time is short before Congress is scheduled to adjourn.

TIAA-CREF TO SELL LTC – The former retirement annuity specialist, TIAA-CREF, will begin selling tax-qualified long-term care insurance to the general public. With their large database of seniors, it should be a good move.

CONGRATS!RewardsPlus, the web-based employee benefits company, has appointed M. Gordon Gaddy as CEO. Gordon is a pioneer of the insurance industry's move to the Internet. Prior to joining RewardsPlus, he was one of the founding officers of Insweb.