Sharon A. Chace

Recently W&S Financial Group Distributors published an excellent summary of the American Taxpayer Relief Act, which we would like to share with you:

“The Income Tax Two-Step. Can a tax law be titled for the previous year, enacted on the second day of the following year, and made effective as of the day before? Yes, it could and it did.

“The American Taxpayer Relief Act (ATRA) of 2012…was signed into law on January 2, 2013, but became effective the preceding day. It made both temporary and permanent changes to federal tax law and helped avoid the ‘fiscal cliff’…Meanwhile, several additional new taxes also became effective on January 1, 2013.”

Permanent Changes Enacted by ATRA. ATRA makes permanent the 2012 ordinary income tax rates, ranging from 20 to 35 percent. However, beginning in 2013, the top pre-2001 tax law marginal tax rate of 39.6 percent on taxable income will be applicable for taxpayers with taxable income that exceeds: $400,000 for singles, $425,000 for heads of households, $450,000 for married filing jointly, and $225,000 for married filing separately.

“The long term capital gain and dividend tax rates for these higher income taxpayers rises to 20 percent in 2013. Singles earning more than $250,000 and married joint filers earning more than $300,000 will also see a phase-out of itemized deductions and personal exemptions.

“The Alternative Minimum Tax (AMT) exemptions are finally indexed for inflation; for 2012 the AMT exemptions were retroactively ‘patched’ at $50,600 for single and head of household filers and $78,750 for married joint filers. The AMT exemptions for 2013 are $51,900 for single taxpayers and heads of household and $80,750 for married taxpayers filing jointly.

“Additional permanent ATRA changes include: a $1,000 child tax credit per child; marriage penalty relief items; expanded Coverdell Education Savings Account contribution limits; increases in student loan interest deductions, and higher adoption and child care tax credits.

“The estate, gift and generation-skipping transfer tax rates are unified at 40 percent. The exemption for these taxes is $5.25 million, indexed for inflation. For gifts and estates exceeding the exemption amount, ATRA creates a flat tax of 40 percent. Portability of the exemption between spouses is permanent.

“ATRA expanded in-plan Roth conversion rules for 2013 and beyond. Participants in 401(k), 403(b) and 457 retirement plans offering a Roth account can convert any non-Roth amount to a Roth account within the plan, regardless of whether such amount is otherwise distributable from the retirement plan. The new rule does not provide for transfers to a Roth IRA. As under prior law, amounts converted are subject to taxation as ordinary income, and such conversions are not subject to mandatory withholding or a 10 percent early withdrawal penalty.

“Temporary Measures Extended by ATRA. Certain tax measures enacted in 2009 and intended to benefit lower income taxpayers have been extended for five years. Some popular individual and business tax deductions have been extended for 2012 and 2013, including deductions for expenses of certain teachers, state and local sales taxes, and mortgage debt relief. Tax-free direct distributions up to $100,000 from an IRA to a charity made by individuals age 701/2 or older are extended for 2012 and 2013. These amounts qualify as a required minimum distribution…

“Temporary Payroll Tax Expired. The payroll tax reduction expired on December 31, 2012. Employees received a paycheck reflecting the increase in their personal contribution from 4.2 to 6.2 percent, ending the 2 percent reduction of the employee’s share of the Social Security tax.

“Additional New 2013 Tax Items. A new 0.9 percent Medicare surtax on earned income became effective January 1, 2013. This tax increase was passed in 2010 as part of health care reform. The Medicare surtax applies to wages and self-employment income for single and head of household filers with income exceeding $200,000; for married taxpayers filing jointly with income exceeding $250,000; and for married taxpayers filing jointly with income exceeding $125,000. For those earning more than these threshold amounts, the Medicare tax rate will be 3.8 percent (the existing 2.9 percent rate, plus the additional 0.9 percent).

“The 3.8 percent Medicare surtax on net investment income is a separate tax enacted as a part of health care reform that begins in 2013. This tax is applied to unearned income when modified adjusted gross income exceeds: $200,000 for single filers and heads of household; $250,000 for married couples filing jointly; and $125,000 for married taxpayers filing individually. This surtax is applied to the lesser of a taxpayer’s net investment income or the excess of their modified adjusted gross income reduced by the appropriate threshold amount above.”

Stay strong, there are more tax law changes in store for 2013. [SAC]

Mutual of Omaha’s Wild Kingdom celebrated its 50th anniversary last month. The show began broadcasting on January 6, 1963, with Marlin Perkins serving as host. The show took viewers to the far corners of the world and studied wild animals in their natural habitats.

According to Jim Fowler, who succeeded Perkins as host in 1986, “Mutual of Omaha’s Wild Kingdom brought the world’s most exotic places and creatures right into Americans’ living rooms. Over the years it became a Sunday evening tradition for families all across the country. We pioneered a new television genre—the reality show. Of course, at the time we just wanted to create the most entertaining and educational show we could.

“I can’t tell you how many people tell me that they pursued a career in zoology, wildlife conservation or a related field because of Wild Kingdom,” Fowler said. “Beyond the awards and the ratings, the show’s positive impact is truly astounding.”

The original Mutual of Omaha’s Wild Kingdom continued, with Peter Gros joining Fowler as the show’s co-host, upon Marlin Perkins’ retirement. It continued in syndication through the mid-1990s.

The Wild Kingdom story didn’t end there, however. From 2002 through 2011, the Animal Planet network was home to a new series of Mutual of Omaha’s Wild Kingdom shows. These hour-long programs built on the Wild Kingdom heritage by offering viewers compelling wildlife stories in a one-hour documentary format.

From its premier 50 years ago, Mutual of Omaha’s Wild Kingdom has entertained, educated and inspired generations of Americans. Today, co-hosts of the original Mutual of Omaha’s Wild Kingdom, Jim Fowler and Peter Gros, help heighten awareness about environmental issues through numerous appearances across the country on behalf of the company.

Many in the insurance industry have probably had the privilege of meeting either Jim Fowler or Peter Gros at an industry event where Mutual of Omaha had a booth, along with live animals. And if you ever get a chance to talk at length with either Fowler or Gros, you will hear some interesting stories about filming wildlife.

“We’re excited to celebrate a half century of adventure, and we’ve got lots of exciting things planned to kick off Wild Kingdom’s next 50 years,” Fowler said. “Wild Kingdom has always been ahead of its time, and we’re moving forward on initiatives that will thrill our current fans and engage new generations.”

Ron Verzone, CFP, CIC, CLTC, president emeritus of United Underwriters, Inc., Exeter, NH, and chairman of BSI, Inc., Germantown, MD, was named the 2012 recipient of The Douglas Mooers Award for Excellence. The annual award, NAILBA’s most coveted and prestigious accolade, honors distinction in brokerage and is bestowed upon an individual committed to furthering independent life brokerage as a distribution system who demonstrates an exemplary record of community service.

Verzone entered the insurance business more than 36 years ago as a manager for Mutual of New York. He joined United Underwriters in 1979, became a partner a few years later and eventually bought the agency.

In presenting the award, NAILBA’s Immediate Past Chairman Christi Daughenbaugh recognized Verzone as “a man of great service to many important causes.”

Verzone has served in a variety of leadership positions in the insurance community, including chairman of NAILBA. He is a member of the AALU and the national and local NAIFA chapters, General Agents and Managers Association, Boston Estate Planning Council, International and New Hampshire Associations of Financial Planners, and has been recognized in the Who’s Who in America and Who’s Who in Finance and Industry.

Verzone is the founding chairman of The Marketing Alliance and was responsible for the organization’s national marketing arrangements. He was the recipient of that group’s 2010 Billy Vogel Award. Tim Klusas, president of TMA, said, “Ron is a rare leader who thinks nothing of giving everything and everyone his all but doesn’t expect anything in return. His example is prominent in every part of TMA.”

Verzone is an internationally recognized speaker on insurance issues ranging from impaired risk and legislation to estate planning and long term care. He is a frequent guest columnist for well-known business and trade publications and has authored “Guide to Underwriting the Impaired Risk,” which has been distributed worldwide. He has frequently served as a consultant for insurance companies as well as the Massachusetts Insurance Department.

For many years Verzone has been involved in raising funds for Muscular Dystrophy and The Jimmy Fund, which supports the fight against cancer at Boston’s Dana-Farber Cancer Institute.

Kathy Carlson, president of United Underwriters, said, “It has been my honor to work with Ron for so many years; both as my partner and my mentor. His many contributions to the insurance industry make him a well-deserved recipient of the Mooers Award.”

Jeff Mooers, president of H.D. Mooers & Co., Lafayette, CA, was presented the 2012 NAILBA Chairman’s Award at the recent NAILBA meeting in Orlando, FL. The award was created to recognize the efforts of a NAILBA volunteer who has performed “over and above the normal expectations during a chairman’s term.”

In presenting the award, Dexter Umekubo, 2012 chairman of NAILBA, said, “Jeff is an active participant on the editorial advisory panel and an avid supporter of the NAILBA Charitable Foundation…He has previously led the strategic communications committee and the marketing committee.”

Mooers is the third generation of his family to be in the insurance industry. His grandfather founded the agency. He is president of his local NAIFA chapter and a member of The Marketing Alliance. He founded the TYGERS, a group of second and third generation brokerage general agents.

The election is over and now we seem to be standing at the edge of a “fiscal cliff,” awaiting tax increases due to the expiration of the so-called “Bush tax cuts” and across-the-board spending cuts under the Budget Control Act of 2011. However, by the time you read this we may have been given ropes to help us rappel part of the way down this cliff with the passing of new legislation to extend the tax cut provisions that are due to expire. Now all we need is patience, a harness and a few anchors to get us through the deficit reduction and the long term effects of PPACA.

What are those in the financial services industry to do? As one of this month’s authors said, “We can’t help but keep our eye focused on the present and our hearts hopeful for economic recovery in the future and…planning for the future is crucial.”

We must do what we do best: give our clients the tools they need to avoid the perils of financial ruin with the time-proven products that our industry has produced for centuries.

A new LIMRA study (Consumers’ Retirement Perspectives, fourth quarter 2012) reveals that two-thirds of middle-income American workers ($40,000 to $99,999) are saving less than five percent of their annual income for retirement—with nearly a quarter saving nothing at all.

One of the most interesting facts that LIMRA presented as a result of this study is that while current economic conditions are clearly challenging Americans’ ability to save for retirement, savings habits have not changed significantly over the past two decades. Matthew Drinkwater, associate managing director, LIMRA retirement research, says, “Our research indicates that [consumers] still need more education and guidance to help them make the right decisions to ensure they have sufficient savings for retirement.”

Bottom line, there is no time to let your clients avoid planning for their future. Every one of them has his own “fiscal cliff” and they should not wait to deal with it a few years before their retirement or when their health starts to fail!

As an insurance professional, you have all of the tools necessary to provide a solid financial ground for your clients. Take some time this month to plan your sales strategies for the new year!

One last inspiration note: The 2012 recipient of the Paul Goodman award is Sedell Rand—the first woman to be so honored. She is a legend in the New York life insurance world.

Rand started selling life insurance in 1962 and eventually started her own agency in 1968, now called SGR Agency, New York, NY. Rand contracted with William Penn in 1963—and 50 years later she’s still selling business. Her ability to excel in the male-dominated world of insurance is due, in part, through her inspiration from Jane Austen. Rand has good memories of her work with Legal & General America throughout her many loyal years, including Paul Goodman’s “sizzle” as president of William Penn.

The Paul Goodman award was established in 1998 by William Penn Life Insurance Company of New York and is given to a person who reflects the innovative spirit and commitment to the brokerage distribution system exhibited by the late Paul Goodman, the company’s former president. Goodman was known for his ability to recognize exceptional performance in the people around him; choosing each year’s honoree is William Penn’s way to truly honor Paul Goodman and his contribution to the insurance industry.

The staff of Broker World magazine wishes you a happy holiday season and a prosperous new year! [SAC]

Jean Yerrington

Jean Yerrington, executive director of National Brokerage Agencies, Inc., died peacefully at her home on October 1, after a short battle with brain cancer.

Jean joined NBA 15 years ago when it was a small yet dynamic national marketing organization comprised primarily of former Manhattan Life agents. Today, thanks in great part to Jean’s skills, the organization’s numbers are strong and, as she said in a recent email, the group “leaves a footprint for all to respect and admire.”

NBA Secretary Greg Stadler, Crossroads Financial Group, DePere, WI, said, “Jean’s impact on the NBA organization, and on the lives of its members, is truly immeasurable; and she will be sorely missed. We have lost one of NBA’s greatest champions.”

With more than 25 years in brokerage, Jean’s experience encompassed management, operations, marketing, recruitment and sales as vice president of a brokerage general agency. She received a BS degree in business administration from West Chester University and an MBA from Penn State University. She began her career in the travel industry as a flight attendant for Northwest Airlines.

Jean’s kindness and true caring are traits that anyone who met her were immediately touched by, but her sense of humor, bright smile, twinkling eyes and gracious manner made most feel as if they were longtime friends. She often said that the relationships created with her many insurance colleagues was the most rewarding part of her career.

Jean is survived by her three daughters, Jaclyn Haines, Jennifer Waltz and Joan LeGrande, their spouses, six grandchildren, and the love of her life, Paul Wright.

In a panel discussion that appeared in the March issue of Broker World, Jean wrote, “Being a single mother of three girls I learned many skills that translated well to the business world. I learned the importance of being a good negotiator. I learned that the decisions I made in my role as the ‘leader’ of the family were not always popular, but were necessary. I learned that being consistent, honest and fair was vital to interpersonal relationships. I learned that getting results was more important than getting credit for those results. I learned to listen and not just to hear. I learned to multi-task.”

Those words perfectly sum up why Jean will be sorely missed by many—including her friends at Broker World. [SAC]

The Council for Disability Awareness (CDA) has always been an excellent resource for statistics on disability. Since this organization began in 2005, its prime commitment has been to inform and educate the American public about the widespread and growing frequency of disability—and its financial impact. CDA is a nonprofit organization with 18 member insurance companies that together represent more than 75 percent of the individual and group commercial disability insurance market.

If you have ever attended an International DI Society meeting, you’ve probably had a chance to hear the organization’s president, Barry Lundquist, passionately detailing the widespread risk of disability in the United States and discussing the dedication of this organization to getting the DI message out to consumers.

CDA has recently announced the launch of the “Defend Your Income” movement. This innovative educational program seeks to unite consumers, advisors, employers and insurers in the fight to protect the incomes of working Americans from the financial risks caused by illness or injury. The campaign presents the topic in a way that is dynamic and easy to understand, and even inserts a little bit of fun into the learning process.

“It’s difficult to convey the risks associated with disability,” says Lundquist. “People just avoid talking about the subject. When it comes to thinking about their health, people are optimistic by nature. But that kind of thinking has left the majority of Americans unprepared to protect their most valuable financial asset—their income. That’s why we’re taking such a new and different approach to engage working consumers and their trusted financial advisors and employers in learning about their risks and empowering them to take action.”

The hub of the “Defend Your Income” program is a highly engaging web experience. Set in a martial arts dojo, this site invites visitors to actively learn how to defend their incomes. They can meet their attackers and learn about the top threats to their income. They can even fight off those attackers during an interactive game. Through a series of quizzes, they can also earn their black belt in income defense. They can also calculate their own earnable income quotient to see what’s at stake—their lifetime income-earning potential.

The CDA website (www.disabilitycanhappen.org) offers an abundance of helpful tools and information for wage earners, employers, human resource professionals and families, as well as financial and insurance advisors.

Before you go to that website, be sure to read this month’s issue. The “DI Forum,” beginning on page 44, includes a discussion with four DI veterans who have some dynamic sales ideas as well as informative product suggestions. Don’t miss it—and for sure don’t miss the Focus section, in which you should find several practice enhancement techniques to put into action! [SAC]

The attention-grabbing 1965 Greyhound bus that the 3in4 Need More campaign uses for its annual tour has once again been put in storage, and Dr. Marion Somers has resumed her career as a geriatric care consultant. However, memories of the 2012 cross-country tour are indelibly etched for those who took part or attended one of the many events of this year’s tour.

The 12-week tour started on April 30 in San Diego, California, circled the United States through Oregon, Washington, Idaho, Utah, Colorado, Nebraska, Iowa, Minnesota, Missouri, Wisconsin, Illinois, Michigan, Indiana, Ohio, Pennsylvania, New York, Massachusetts, Rhode Island, New Jersey, Pennsylvania, Maryland, Virginia, North

Carolina, Georgia, Florida, Alabama, Louisiana, Texas, New Mexico, Arizona, and ended in Las Vegas, Nevada, on July 28, 2012.

The 3in4 Need More mission is to increase national awareness of the need for each citizen to develop a long term care plan and to raise awareness of the various private and public products and services available to them that should be considered in plan design. And without a doubt—mission accomplished!

Dr. Marion, as she is referred to by all involved in the campaign, had this to say about her experiences during the 2012 tour: “I am overwhelmed with gratitude for all that has been accomplished during this year’s tour. There are many people involved in this venture; and long before we step on  board the bus it is a beehive of activity, organization, and details…always checking our huge United States map on the wall to make sure all decisions made sense, while never losing sight of our goal: to bring long term care education to as large an audience as possible.

“The media coverage was spectacular: four national press releases distributed, reaching an audience of more than 267.5 million; 62 online media placements reaching more than 10 million; 51 broadcast media placements reaching an audience of more than 30 million; and 27 print media placements reaching an audience of more than 1.8 million.

“At almost every radio, television or webcast stop, the interviewers or camera crew had a long term care issue that they were personally dealing with. After each session I spent time with them and addressed their questions, and they were pleased with the material and information.

“I was profoundly moved by the positive responses that we received throughout our 12 weeks on the road. Whether I spoke to individuals or groups, I found that people wanted further education to help meet the needs of a loved one or those they serve. I am profoundly grateful that the 2012 tour was successful.”

To see more details of the tour or find useful materials to help you promote the need for LTC insurance, go to www.3in4NeedMore.com.

Did you know that employee benefit programs have existed in the United States since colonial times? According to the Employee Benefit Research Institute Databook on Employee Benefits, “Early programs include the Plymouth Colony settlers’ military retirement program in 1636; Gallatin Glassworks’ profit-sharing plan in 1797; American Express Company’s private employer pension plan in 1875; Montgomery Ward’s group health, life and accident insurance program in 1910; and Baylor University Hospital’s formalized prepaid group hospitalization plan in 1929.”

The Federal government’s involvement expanded coverage further with Social Security in 1935, disability in 1956, and Medicare in 1965. Further, federal tax incentives to provide private benefits has stimulated voluntary employment-based benefits programs.

According to the Employee Benefits Research Institute’s (EBRI) most recent information (2010), following is the employee participation rate in benefit programs:

      Percentage of Employees Participating in

           Employee Benefit Programs: 2010

       (Medium and Large Private Businesses)

Type of Benefit/Insurance     Percentage

 Disability

      Short Term …………………………………. 52%

      Long Term …………………………………. 44

 Life Insurance …………………………………… 75

 Health Insurance ………………………………. 63

 Dental ……………………………………………….. 51

 Vision ……………………………………………….. 28

 Prescription Drugs ……………………………. 61

 Long Term Care ……………………………….. 24

 Health Saving Accounts …………………… 21

 Retirement

      Defined Benefit ………………………….. 30

      Defined Contribution …………………. 54

http://www.ebri.org/publications/books/?fa=databook (Chapter 4, excerpted from Table 4.1b)

“More and more people are turning to their place of work to get the financial products they need,” according to Kim Landry, Analyst, LIMRA Group Product Research. “Clearly, the convenience of having the resource at their place of work, coupled with the feeling of security of working with someone their employer has (implicitly) approved, is drawing consumers to this channel.”

LIMRA’s U.S. Life Insurance Buyer-Nonbuyer Study of Americans’ buying habits found that nearly 20 percent who shopped for life insurance went through their place of work, and 75 percent of workplace shoppers actually bought life insurance. LIMRA’s research has shown that life triggers—like changing marital status or having or adopting a baby—are most likely to drive people to shop for life insurance. Similarly, in the workplace, a change of marital status or a new baby round out the top three reasons consumers said they shopped for life insurance.

According to LIMRA’s study, workplace shoppers are more likely to be male than female (55 percent versus 45 percent). More than three-quarters are married or living with a partner, and a majority have children under 18 in their households. Workplace shoppers tend to be younger than those who shop through other channels; they have higher average incomes than other shoppers and tend to have more investable assets.

LIMRA asked these shoppers to provide their opinion of the producer they met. The good news is that 8 in 10 workplace shoppers felt their producer provided good information and was very knowledgeable about insurance in general. Nearly three-quarters felt they could trust their producer.

Unfortunately, shoppers also provided some negative feedback. Nearly half of workplace shoppers said their producer failed to follow up with them (a third of workplace shoppers who didn’t buy said that they were not finished shopping), and 4 in 10 didn’t feel that their producer considered what they could actually afford. More than a third said they didn’t receive enough product options.

There are three things LIMRA identified that workplace producers can do to improve. (1) Since workplace shoppers tend to be younger and less experienced, producers should ensure these consumers fully understand the products and how they work. (2) If additional information is needed during the decision-making process (such as printed reference materials or a link to information online), producers must be sure to stay in touch and provide support materials. (3) More follow-up is required for workplace shoppers.

“We were surprised to see so many workplace shoppers feeling that they needed more follow-up from their rep; it was a significantly higher percentage than we found for consumers who shopped through other channels,” noted Landry. 

Are you selling benefits in the worksite/voluntary market? Perhaps you should. This issue will provide you with some useful information. [SAC]

Mutual of Omaha Research Clarifies Who Are Long Term Care Insurance Buyers and What Motivates Them

If you offer long term care insurance, you may think you know who to approach, but, according to Steve Pike, sales manager at Mutual of Omaha, “Research findings recently released by Mutual of Omaha may give you a better picture of the typical buyer and what makes them tick.”

Recently, Mutual of Omaha initiated research to get into the “hearts and minds” of long term care insurance buyers with the goal of helping producers develop a better picture of who are typical buyers, why they buy (and don’t buy) and what steps they take to educate themselves before making a buying decision. And, because we all know that the personal nature of long term care evokes strong emotions, the research also delved into how consumers feel about long term care insurance, how much they understand about the risks they face, and how they prefer to buy.

The Mind. For the first phase of the research, Mutual of Omaha commissioned the MSR Group to conduct a telephone survey with its policyholders as well as those who own policies from other companies. The intent was to get into the minds of actual LTC insurance policyholders to learn more about who they are.

According to Pike, “From that research, we were able to develop the following profile of the typical long term care insurance buyer: female, Caucasian, age 55-64, married with children. College educated and working in a white collar profession (not yet retired), affluent, upper-middle class with a household income of $100,00 or more. A ‘planner’ who is interested in financial issues and owns life insurance as well as other conservative investment products. Knows someone (a family member or friend) who needed LTC services, and is a research-oriented Internet user who is self-educated about LTC insurance.

“This information reveals a shift in the minds of buyers. Retirement is clearly a life event that is driving people to buy long term care insurance. Agents and advisors should understand this profile so that they can devote more time to people who are predisposed to purchase long term care insurance.”

The findings also illuminate another big issue the industry is facing—the need to address the prevailing paradigms of policy design. Pike believes that, “If we are going to grow the market, we must rethink policy recommendations for people who do not meet the current buyer demographics.”

 Reasons for Purchasing LTCI. Pike shared the top reasons for purchasing long term care insurance as indicated by the individuals surveyed: protect assets—23.6 percent, security/peace of mind—18.1 percent, cover the cost of LTC services in the future—17.4 percent, don’t want to be a financial burden to family—17.4 percent, and know I’ll need it—16.4 percent.

 He added, “The survey also uncovered two important life events that serve as a trigger for individuals purchasing their policies when they did. Retirement was a key event—52 percent were getting ready to retire and 36.2 percent had either recently retired themselves or had a spouse who retired. The second key event was first-hand experience—34.7 percent said they knew someone who had experienced a long term care situation.

“These statistics can help producers in a couple of ways. First, if you are cross-selling existing clients, you can easily convert the information above into questions that can be used during meetings with clients. Second, when asking for referrals, ask for the names of individuals who may fit these scenarios or be concerned with the issues mentioned. Either way, this can direct you to those who fit the profile of someone with a common need for long term care insurance.”

Making the First Move. Pike said, “Typical long term care insurance buyers aren’t likely to have their first discussion about long term care insurance with an agent.

“According to 70 percent of those surveyed, the first step in the buying process is often a discussion among family members and friends. From there, they tend to educate themselves about long term care insurance by reading brochures, newspapers, magazines and the Internet. Many of those surveyed also turned to an agent, broker or financial advisor for information. However, 55 percent indicated that they made the first contact.

“With this information, producers can deduce that the majority of their clients are self-directed learners. So they may be thinking about long term care and how to plan for it, but they may not be asking you.”

Pike’s suggestion was to “make your clients aware that you are familiar with the long term care issues—and provide long term care insurance and/or work with a specialist who does. Emphasize this by updating your website and offering company brochures, newsletters and fact-finders. In addition, be aware of the sources your clients access for information.”

Pike also stated, “If I were a producer, I would open a conversation about long term care insurance by citing this research and asking my clients if they’ve had these types of discussions with family members. The results could be of benefit in a couple of ways. First, you may realize a client is actively researching long term care insurance. Secondly, you could identify a family member or friend who is doing so and who may benefit from your services.”

To read about the second phase of Mutual of Omaha’s research, go to www.tiny.cc/haeyfw.

The 3 in 4 Need More campaign is going full-force. Lots has been happening since we last talked about it in the November issue. As you probably know, the campaign focuses on educating Americans about the products, services, facilities, entitlement programs and other solutions available for them to consider as they formulate a plan for their long term health care needs.

Campaign spokesperson, elder care expert and author Dr. Marion Somers and the 3in4 tour bus are driving across America again this year to raise awareness about the need for long term care insurance. The tour will kick off on May 1, lasting 12 weeks and visiting more than 50 cities across the United States.

Dr. Marion also announced the “Bring Your Talent” contest, a search to find America’s most talented seniors and caregivers. Working jointly with Emeritus Communities, the contest will offer a series of prizes—one year free rent at one of Emeritus’ senior living communities for the grand prize winner and one week each for 11 runners-up. Emeritus will also serve as a sponsor of the 3in4 Need More cross-country bus tour.

Dr. Marion’s plan is to “Take Americans by the shoulders and ‘shake’ them into awareness about senior health care needs.” During the bus tour she will talk with seniors and their caregivers as well as community leaders, local politicians and industry professionals about the emotional and financial impact of long term care.

If you would like to become a local 3in4 Need More support representative and work either with the executive team or ground support team this spring and summer, email jonas@3in4needmore.com.

For more information about the 3in4 Need More awareness campaign, go to www.3in4needmore.com.

George Williams and the late James Stewart, co-founders and original directors of The Marketing Alliance, were honored at TMA’s recent meeting in Charleston, SC.

George Williams, LLB, Memphis, TN, received The Billy Vogel Award, which is TMA’s highest honor and presented annually to individuals in the financial services industry who distinguish themselves through their business acumen, sense of innovation and, above all, integrity. The award is named for William E. Vogel, the late president of W.S. Vogel Agency, Inc. of Livingston, NJ, who exemplified those qualities.

Williams co-founded one of the earliest life brokerage general agencies—Executive Underwriters—in the early 1960s. He is past president and executive director of SUB Centers, the nation’s oldest organization of independent life insurance brokerage agencies.

Tim Klusas, president of TMA, said, “George’s dedication and commitment to independent life brokerage, plus his trailblazing spirit, generosity, integrity and selfless commitment make him a unanimous choice for this year’s Billy Vogel Award.”

TMA has established a scholarship in honor of the late James Stewart, who founded Insurance Marketing Concepts, Charlotte, NC.

The James Stewart Scholarship Fund will award $15,000 annually to children of TMA distributorship employees. Selection of recipients will be made on the basis of applicants the judges feel most distinguish themselves by the attributes that exemplified the life of James Stewart. Some of those qualities include citizenship, entrepreneurship, scholarship, accomplishment, vision and quest for self-improvement.

“We are excited about the opportunity to help children continue their education and prepare for their future while remembering our friend, Jim,” said Tim Klusas, TMA president. “He left a lasting impression by challenging each person he met to be a life-long student, and the program is our way of continuing his legacy.”