TABLE OF CONTENTS 10
A New Life Insurance Option for Your Favorite Client by Jason Garza A new type of life insurance recently accomplished the feat of combining the best of both worlds into an evolved hybrid of sorts.
JUNE 2016 PUBLISHER Ric Madden email: publisher@calbrokermag.com EDITOR-IN-CHIEF Kate Kinkade, CLU, ChFC email: editor@calbrokermag.com
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CIRCULATION email: calbrokermag@calbrokermag.com BUSINESS MANAGER Lexena Kool email: lex@calbrokermag.com LEGAL EDITOR Paul Glad EDITORIAL AND PRODUCTION: McGee Publishers 217 E. Alameda Ave. #207 Burbank, CA 91502 Phone No.: 818-848-2957 email: calbrokermag@calbrokermag.com. Subscriptions and advertising rates, U.S. one year: $42. Send change of address notification at least 20 days prior to effective date; include old/new address to: McGee Publishers, 217 E. Alameda Ave. #207, Burbank, CA 91502. To subscribe online: calbrokermag.com or call (800) 675-7563.
California Broker (ISSN #0883-6159) is published monthly. Periodicals Postage Rates Paid at Burbank, CA and additional entry offices (USPS #744-450). POSTMASTER: Send address changes to California Broker, 217 E. Alameda Ave. #207, Burbank, CA 91502. ©2016 by McGee Publishers, Inc. All rights reserved. No part of this publication should be reproduced without consent of the publisher. No responsibility will be assumed for unsolicited editorial contributions. Manuscripts or other material to be returned should be accompanied by a self-addressed stamped envelope adequate to return the material. The publishers of this magazine do not assume responsibility for statements made by their advertisers or contributors. Printed and mailed by Southwest Offset Printing, Gardena, CA.
4 | CALIFORNIA BROKER
PEOS
The Winning Trifecta: PEOs, Brokers, and Their Clients by Jay Starkman When deciding whether to partner with a PEO, a broker should look at the PEO's entire distribution model, rules, and SAC accreditation.
ADVERTISING Scott Halversen, V.P. Mktg. email: scotthalversen@calbrokermag.com
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28 How Chiropractic Benefits Can
Mitigate an Employer’s Risk by Joel Stevans, DC When chiropractic care is the treatment for musculoskeletal conditions, patients fill significantly fewer prescriptions for opioids.
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Stretching the Pharmacy Dollar by Bryan Statham How employers can stay ahead of the pharmacy trend curve.
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26 How Critical Illness Insurance Can
Breathe New Life into Your Business by Roxanne Anderson Brokers can make big bucks by having the critical illness in their product portfolio.
ALSO IN THIS ISSUE:
- CalBrokerMag.com -
DISABILITY
Disability Income Insurance Landmines by Larry Schneider Disability is a much more difficult process to get a disability policy issued today compared to other products.
25 Helping Employees Achieve Better
Medical and Dental Outcomes by Dr. Cary Sun Many employees don’t take full advantage of their preventive dental care benefits.
ACCIDENT INSURANCE
Five Things You Should Know About Personal Accident Coverage by Brian Vestergaard For brokers looking to build a strong product portfolio – accident coverage should be on your short list of must-haves.
21 Smart Economics:
Know About Retail in Vision Networks by Al Tyler If you can’t offer employers a network that mirrors their employees’ preferences, don’t be surprised if they decide to keep shopping.
LTC INSURANCE
Why Should Employers Offer Long Term Care Insurance Benefits? by Joel Ray The immense benefits in terms of productivity and employee satisfaction make it almost mandatory to have a long-term care program for employees.
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24 It’s Time to Clarify What You Need to
TECHNOLOGY
Are Social Media and Internet Marketing Failing to Deliver? by Corey Weiner When social media and Internet marketing are not netting new customers for your insurance agency, do the opposite of what your industry peers are doing.
ANCILLARY BENEFITS
These articles will help maximize your voluntary offerings to help your clients attract and retain talent.
MEDICARE
Mastering the Medicare Market by Leila Morris An interview with Yolanda Webb, CHRS, CAHU Medicare Chair, NAHU Medicare Advisory Council, Inland Empire Association of Health Underwriters.
SHOW COVERAGE
Los Angeles Association Of Health Underwriters Conference by Leila Morris Coverage of top trends as well as the broker’s outlook.
SENIOR EDITOR Leila Morris email: editor@calbrokermag.com ART DIRECTOR/PRODUCTION MANAGER Steve Zdroik
The Opioid Abuse Epidemic:
LIFE INSURANCE
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CONSUMER-DRIVEN HEALTH
Using Transparency in the Quest To Lower Health Care Costs by Jane Cooper There are several solutions that brokers and employers can employ to break the transparency barriers.
Guest Editorial..........................6 Annuity Sampler......................8 New Products....................... 31
News........................................ 43 Classified Advertising........ 46 Ad Index.................................. 46
JUNE 2016