Views How to protect workers’ retirement with LTC benefits

July 7, 2017

Long-term care insurance is a blind spot for most consultants, but neglecting it leaves employees open to huge financial risk, says adviser William Upson.

Long-term care insurance is the most effective solution to fill the gaps in most retirement plans, as well as protect young Americans’ future lifestyles against financial strain. It’s also an accessible option, as smart employers can offer it at no cost as a benefit to their employees and healthy individuals can qualify independently at a low cost.

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Reaching the Middle Market, Part 2: How to Make Yourself Heard

June 19, 2017

By David Whiteside

Social media posts might not have magic powers

Last week, in Reaching the Middle Market, Part 1: Why You Need a Strategy, David Whiteside talked about how big, and complicated, the U.S. middle market really is.

Here, Whiteside talks about how insurance agents, advisors and other financial services players are dividing the middle market into segments, and how they’re getting the attention of the people in their target segments.

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Reaching the Middle Market, Part 1: Why You Need a Strategy

June 14, 2017

By David Whiteside

Most agents and advisors make their first sales in the middle market. Many then move on, but those first anxious visits around the kitchen table or in small, cluttered offices are part of their foundation.

Lower life and health commissions have re-focused agents elsewhere, but the middle market is still there, bigger than ever. As the affluent, senior, and large-group sectors become saturated, advisors are showing more interest in coming home to the middle market.

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Genworth Beats Earnings Expectations in Q1

May 31, 2017

By Allison Bell Insurance Editor ThinkAdvisor

LTCI rate hikes helped boost premium revenue

The Richmond, Virginia-based insurer reported $216 million in net income for the first quarter on $2.2 billion in revenue, up from $108 million in net income on $1.8 billion in revenue per share. Earnings were about 20% higher than what Wall Street securities analysts had predicted, and revenue was 1.5% higher.

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5 New Facts About Retirees’ Real Health Care Bills

May 15, 2017

Even Medicare enrollees with gap-filler coverage still face gaps

Analysts who want to protect low-income Medicare enrollees against increased out-of-pocket costs have published interesting new data on the high-income enrollees’ out-of-pocket spending.

Cathy Schoen and two other colleagues affiliated with the Commonwealth Fund put the spending estimates, which are based on government survey data, in a review of Medicare enrollees’ cost burden, broken down by income and health status.

(Related: Elderly Spend Nearly 20% of Income on Health Care: EBRI)

Younger people and health care policymakers tend to talk as if Medicare is a magic wand that makes patients’ health care costs disappear.

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Sales Ideas

May 10, 2017
  • Modified Endowment Contracts and the 7-Pay Test The rules can lead well-meaning clients without good advisors into tax-rule maze. Read more.
  • How Advisors Can Help Clients Age in Place As clients age, staying in their homes may require significant upgrades. Read more.

5 ways Genworth wants to reboot LTCI

May 2, 2017

Thomas McInerney says private insurers can ease the burden on Medicaid

Can private long-term care insurance really do much to help the United States pay the baby boomers’ home care, adult day care and nursing home bills?

The debate has been cooling and flaring since 1989 and 1990, when the Pepper Commission was looking into the possibility of creating a universal Medicare long-term care benefits program.

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