Sales Idea – Round Out Your Plan Offering

April 29, 2013

Dental, Vision and Hearing plans are affordable compliments to the medical coverage your clients buy.

Many people object to having to use network dentists because their dentist chooses not to join any networks. Or, members who want an insured vision plan but instead are only offered a discount program from their individual health insurance plan? Or for your senior market clients offering insured dental, vision and hearing for the services which Medicare and their Medicare Supplement do not cover.

Our fully insured, indemnity dental/vision/hearing products can cover the dental vision hearing care of your clients, ages 18 through 85, with no underwriting, at surprisingly affordable prices and attractive commissions to you. You would be surprised how many people buy the coverage once they are made aware it is available—particularly Medicare Supplement enrollees. We have many brokers who offer these stand alone programs side by side as part of every individual medical enrollment and Medicare Supplement sales presentation.

Call us today at 847-598-6006 or visit our website at for the complete product reviews. On your next appointment you’ll have the tools to present your clients with a healthcare portfolio customized for their needs!


Sales Idea – Temporary Policies with Group Submissions

April 17, 2013

When you’ve submitted a Group Medical case and have employees that are in their waiting period that are ineligible as of the effective date, don’t forget that you can write a temporary policy through our Individual Major Medical Department.

This is often forgotten or not offered to new hires that are coming from an old employer, someone who doesn’t have insurance at all, or has a loss of coverage through another channel. This is a way to fill the gap for the new hire so they are eligible for coverage just like all the other employees that are insured as of the effective date of the Group policy.

Please feel free to call our office; and we’ll be more than happy to get started with your New Business quotes. I look forward to speaking with you soon!

Sales Idea – Central States Indemnity

April 17, 2013

Central States Indemnity (CSI)  is Medicare Supplement company that’s all about the consumer experience exceeding expectation.

In addition to modest rate increases in 2013, you will be thrilled to know that your CSI clients will not receive a rate increase until their policy anniversary—that’s right, no mid-year birthday changes! Attained age and trend rate increases are only applied on the policy anniversary. Probably no single item causes more frustration in the senior markets than clients getting perceived “double rate increases” in a single year. This is a huge selling point in representing one of the finest companies in the Medicare Supplement market.

CSI – A great choice for your Medicare Supplement business when you consider rates, commissions, service and financial strength. CSI is a Berkshire Hathaway Company with an A+ (Superior) financial rating from A.M. Best Company, Inc.

Still unsure why you need CSI in your portfolio? Or where it fits? Call us today at 847-598-6006 for a complete product review. You’ll be glad you did!

Group Sales Idea

April 17, 2013

Many health insurance brokers have experienced commission cuts as a result of the passage of the Affordable Care Act. Numerous brokers have found a way to offset that income cut with the sale of Long Term Care—particularly in the Small Group market.

As a result of our marketing and training efforts in 2012, we are seeing more brokers going into their groups, writing LTC executive carve-outs for a few key employees and nicely supplementing their income. A rule of thumb is that if you write one LTC application for every seven people on the medical plan, you will more than offset any commission cuts you have seen on the medical side over the years.

Are you interested in getting started in the LTC market? Make sure you take the required 8 CE hours for LTC and then contact our office—we can get your employers an LTC plan with fully tax deductible premiums, tax-free benefits, group discounted rates AND simplified underwriting down to three enrolled lives.

Contact the Resource Brokerage LTC Division for more information. After all, we are one of America’s Long Term Care Experts!

Interactive Online PPACA Implementation Tool

November 1, 2012

From time to time we get asked for recommendations of online resources/references regarding the implementation timetable for the Patient Protection and Affordable Care Act (PPACA). Although this tool is not comprehensive by any means, (in terms of what is entailed in each “trigger point”) it does appear to at least hit the “high water marks” in terms of what is happening when. Personally I use it as a reference point and a starting point giving me the time tables (of events) for which to further research. I am posting it out here so you too can have a quick reference tool as well. Enjoy!

New Premium Taxes Starting to Come into the Picture

October 24, 2012

I would like to take a moment and educate the first round of premium taxes that are going to start in 2014 with the PPACA law.  Obviously, the carriers are beginning to get their arms around the PPACA law, their responsibilities, processes and pricing implications.  This article was written about a year ago but is as relevant today as it was then (PPACA:  Business Groups Unite Against Health Insurance Tax).

Now that carriers are beginning to calculate the cost of the tax, it is turning out the article was way low in quoting the “approximate $500 cost over 10 years”.  It is actually more like $630 for a single and FOUR TIMES THAT for a family of 4 meaning that a family will be paying $2,520 over 10 years (as the tax is a per head tax).  This is just the beginning of the cost increases once the essential benefits, the removal of underwriting, riders, and the rate compression of 1:3 (from the current 1:6 in IL) are taken into account (in addition to the above referenced taxes).  We are hearing rumblings of “approaching 100% increases” in the IL market for the under 30 crowd in the individual market (mind you the highest uninsured demographic).  The highly trumpeted signature healthcare legislation is not going to turn out to be as rosy as the Obama administration is leading us to believe.  We have gotten all the “goodies” upfront (coverage to age 26, no lifetime caps, promises of no riders and guaranteed issue); there will come a time when we begin to see the downside.  I must hand it to the administration as they have done a great job of “hiding” these future inevitable developments (as the law is currently written), but I wanted to let you know what we are seeing, sitting across the table from senior management of the insurance companies.  Do not forget the MLR (where insurance companies are required to pay out 80% of their premiums in claims for the individual or small group markets, otherwise they will have to refund them to the block of insureds).  These numbers are projected to be straight claims/tax implications of the legislation.  These are very real things to ponder as we consider who to vote for.  The “Affordable Care Act” (as the administration has renamed the law) is clearly not making healthcare any more affordable once the “lion’s share of the mandates” start hitting home.

This Misleading Cost of the American Healthcare System

September 6, 2012

Click here for the latest review of America’s health:

Sometimes medical “pundits” miss the point.  Healthcare is about choices.  Many Americans are not making healthy choices, our sodas are getting larger, our lines in drive thru’s are getting longer (we don’t even get out of the car anymore) and there is a fast food place on every corner of every city.  Our schools are cutting Physical Education to save money and our obesity rates (children as well as adults) are exploding in this country.  If you did not know, click on this link (  Scroll to the bottom and take a look at the map of the United States.  In short, in many states, 1 out of 5 people have a body mass index (BMI) of greater than 30!  If you do not know what a BMI of 30 is, that is a CLINICAL DEFINITION of obese– which is two scales above “acceptable” (

Everybody should know that obesity dramatically raises your risk of diabetes, hypertension, high cholesterol, heart conditions, strokes, back and joint ailments and certain forms of cancer are all elevated exponentially.  People also should know all of those conditions cost “the system” A LOT of money in terms of medications, doctor office visits and complications (for those that get real out of control).  Studies show more than $1,152 PER PERSON (, not to mention it shaves years off your life expectancy.

I always find it intriguing that the “pundits” sit down and bash our healthcare cost, quality and life expectancy with studies like this when they solely look at health utilzation/costs/life expectancy without taking into consideration the “beginning state” (or starting point) of the patient’s health status that our doctors are forced to treat. I would argue this entire exercise is a worthless, misleading endeavor.  I sincerely hope our policy makers do not focus on “out of context graphs” like these to make the determinations as in reality we have a long way to go in this country as citizens, those personally accountable for our own health fate, before we start making Draconian cuts (or sweeping policy changes) to a system because our “results” do not match those of the other countries.  I would love to see an average body index (just for starters) of the competing countries next to a study like this to see where these other countries match up against ours.  I suspect the other countries listed have nowhere near 1 in 5 people and in a substantial portion of their country 1 in 4 people rated as clinically obese.   I suspect none of them are having the issues which appear to be unique to the “super sizing of America”.

The most brilliant, gifted, efficient MD in the world cannot counteract the effects of a patient who does not accept accountability nor participate in the process of their care. For example, the smoker that has emphysema and refuses to quit (or at this point ANY smoker based on the wealth of information of the related smoking complications) or the diabetic that refuses to check their blood levels, start an exercise routine, or attempt to attain “clinically sound” body weights.

It is not the healthcare delivery system that is the entire problem–it is not the doctors’ faults–in many cases, it is our lifestyle!  Until the “pundits” and the American people recognize their responsibility in the healthcare delivery system and, more importantly, do something about it to reverse this tragic trend, we can only look forward to higher premiums, higher admission/readmission rates and increasingly lower life expectancies.