May 2004

Issue 2

[ TELL A FRIEND ]

 Feature Story

Self-funded Employee Health Insurance Plans

Are they for your clients?

from PERFORMAX

Clients today—particularly small and mid-sized companies—are frustrated by their inability to control the cost of quality health coverage for their employees. Let’s face it: as an insurance broker, you’re doing business in a troubled economy with little certainty as to when conditions will improve.

[ Read More ... ]
 

  Reader Survey

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 Industry Publications

Best's Review

Broker World

Business Insurance

Employee Benefit Advisor

Health Insurance Underwriter

Risk & Insurance
 

  Events/Tradeshows

AAHP-HIAA 2004 Institute
June 16-18
Chicago, IL

NAHU Annual Conference
June 29-July 2
San Diego, CA

17th Annual Benefits Forum and Expo
September 19-22
Nashville, TN

24th Annual SIIA National Educational
Conference & Expo

September 28-October 1
Miami Beach, FL

 

  Associations

Alliance of Claims Assistance Professionals

American Association of Health Plans

American Institute of CPCUs

American Insurance Association

American Risk and Insurance Association

American Society of Healthcare Risk Management

Associations of Health Insurance Advisors

Health Insurance Association of America

Healthcare Financial Management Association

International Foundation of Employee Benefit Plans

International Society of CEBS

National Association of Health Underwriters

Risk and Insurance Management Society, Inc.

Self-Insurance Institute of America

Society of Professional Benefit Administrators


 

  Resources

Benefits Link

ERISA Industry Committee

freeERISA

Insurance Newscast

Insurance News Institute

Kaiser Family Foundation

Self-Fund Health

U.S. Department of Labor
 

  Archives

Issue 3
June 29, 2004
Premiere Issue
April 29, 2004

 Featured White Paper

Self-Funding: It’s Not Just for Corporate Giants Anymore

Learn how a self-funded health program works. Your clients will thank you when they see the advantages in terms of cost control, cash flow improvement, and plan design flexibility.

There’s more to a health plan than the typical rising premium costs.  Self-funded plans put control back in the hands of corporations—and offer real cost-savings potential.

This comprehensive white paper is a clear, easy-to-follow guide to help you provide your clients the necessary tools and information to determine if self-funded plans are an option for their employees.

 to download this complimentary White Paper


 

 What's Your Best Advice?

Last Issue's - What Would You Do?

How to build rapport with prospects

I find my first meeting with potential clients to be a challenge. In the initial stages, before rapport has been established, prospects are often defensive or skeptical.

I’ve talked to some of my colleagues who have experienced the same thing. What can I do to encourage prospects to open up more and develop enough interest to warrant a second meeting? I’m wondering what other brokers do to make this process more palatable for the client and themselves. Can your readers help?

- Brian J., Independent Broker

Read the best advice from readers
 


This Issue's Dilemma

How can I instill the ‘Old School’ work ethic?

Since I only have a few employees, even one who is not productive creates a problem. I hired 'Chris' right out of college. It bothers me to see the lack of commitment he seems to have. He is often late, misses days, and seems to feel that’s Ok. His work gets behind and it doesn't seem to faze him. Taking ‘shortcuts’ and missing details, which generates extra work on my part seems to be the norm.

I have trained him and explained his importance to our success. I pay a fair salary and have tried positive motivation. Nothing seems to work.

He a nice enough guy and I don't want to give up on him, but his lack of work ethic results in me not able to focus on building new business. Perhaps I’m dating myself, it seems to me that he just don’t understand the 'old school ethic' - that a successful career doesn’t happen without hard work and dedication. I could replace him but I already have a big investment in him. I could “crack the whip” and be intimidating, but that’s not my style or wish.

Would you ask you readers how they would instill that 'old school ethic' in him?

- Old-school owner, company withheld

Share your experience


Can You Help?

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  Industry News and Views

  Latest advances and emerging trends

Revenue Ruling 2004-5 Explained

Treasury guidance on flexible spending & health reimbursement accounts
by Jerry Geisel - Business Insurance

 

Consumer-Directed Health Plan Movement

Will it force cost of health care to go down?
by Russ Allen - Risk And Insurance

 

  Building Your Book of Business

  New business, referrals, renewals

Paying the Same Rate For New and Renewal Business?

You could be stalling your agency growth
by Mark E. Ruquet - Insurance News Network

 

Top of Mind

Ten tips for following up with prospects or clients
by Bill Brooks, The Brooks Group - Advisor Today

 

  Marketing Matters

  Tips, techniques—the ‘tried and true’—the new

Help From A Pro

Working with a coach to achieve business/life goals
by John J. Bowen Jr. - Financial Planning

 

Answering The Call

Putting the personal touch in place
by Jennifer O'Herron - Bank Systems And Technology

 

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