Planning for Uncertainty

The traditional business plan includes short-term and long-term goals and projections. But, how do you plan when you can't guess what will happen? Some things are shifting faster than you can keep up with, while other things can drastically change based on politics. Part of the reason for our current economic challenges is due to short-term thinking. Traditional business planning is becoming obsolete.

However, if a business abandons long-term planning it has no direction and will be totally reactive and not proactive. The focus on short-term trends will cause a business to chase after opportunities, instead of creating them.

So, what is a business to do in these uncertain times? The key is to develop a plan that has both a flexible foundation and scalable systems.

Consider the typical insurance agency. It would have various lines of business; personal lines, commercial lines, group benefits, etc. Some agencies might have several niches like construction, retail, D&O, etc. These business segments are the foundation of the business.

The business segments can be considered as something closer to long-term goals. It is easier to predict that health insurance is currently uncertain, while personal lines seems stable at this point. The key to long-term planning is to accept that one or more segments might not perform in the future. The agency needs to plan for flexibility between departments.

Regarding insurance agencies', if health insurance sales drop off significantly, how can those resources be redirected to other lines? Or, what options are available to decrease overhead? It is important for a business to add or delete segments of business as trends change. In most cases, these trends would take about five years, plus or minus a couple of years.

Create a Scalable Plan 

Once these segments are identified and trends established, the next steps is to create a scalable system. A plan needs to be established to grow or shrink each segment of business based on current trends. Let's assume the contractor's niche is shrinking. What can be done to increase sales in the other niches? Scalability means to plan for increasing or shrinking a segment of business based on demand.

A scalable business is able to increased revenues while the ratio of cost to revenue is less to deliver than current ratio. In other words, the cost of growing is far outweighed by the resulting profits. A scalable business is one that can take on new clients without increasing workload.

Businesses will always have operating costs, but scalable businesses try to keep low their variable costs -- or the costs incurred with each customer they gain. A business that follows a scalable model will not have its cost per customer increase, even if it gains 100 customers overnight.

Insurance is a little less fickle than other businesses. Cabbage Patch dolls and Pet Rocks have a very short cycle compared to most lines of insurance. This means insurance agencies have a little more time to scale the business, compared to some other types of business. Insurance agencies are also not as scalable as a business that does not manufacture widgets.

The good news is that when there is a focus on niches or specific lines, the agency is able to have some level of scalability. It is important to create a system to quickly adapt to short-term changes. If one line drops, the agency needs to be able to move resources to the lines that have the potential for growth.

This type of system will require cross training and individual flexibility. The business plan needs to incorporate these requirements and train its people to know when operations need to change.

Conclusion 

These are uncertain times. Most businesses are experiencing increases in risk. They key is to develop a business model that can adjust both its foundation and scalability, depending on the circumstances.

Rules and Regulations for Fair Energy Marketing

To better provide you with a sense of security when enrolling with an electricity and natural gas marketer/retailer, we have outlined the regulated procedures for registering new consumers, and soliciting door to door sales. This article outlines the rules and regulations for energy marketer/retailers in Ontario, to better protect you and your natural gas and electricity bill from marketing scams. This article provides a number of warning signs to help you identify unfair sales practices before signing up to a contract with hidden conditions.

Fair Energy Marketing Practices

The rules and regulations are considered fair sales practices that each and every energy marketer/retailer should abide by when soliciting door to door sales. These guidelines are explained in detail in the Code of Conduct which is regulated by the Ontario Energy Board. This code describes exactly what every sales representative ought to do in order to honestly solicit home and commercial sales in Ontario.

Speak to a Legitimate Home or Business Owner

Sales representatives are told to exercise caution when soliciting home or commercial sales, and should make sure that they are consulting with a legitimate account holder before advancing with any sales presentations.

Who is Qualified to Sign?

Whether the contract is for a brand new fixed price agreement, a renewal or the extension of a pre-existing contract, the contract has to be signed by an appropriate signing authority. Energy marketer/retailers are also advised to use caution when selling to anyone who may have a language barrier, are over 70 years of age or under the age of 18, and does not clearly grasp the Terms and Conditions of the contract.

In residential cases, contracts should always be signed by the account holder, the account holder's spouse or the account holder's common law partner in order to be considered valid.

In commercial selling, contracts have to be signed by the business owner or a representative with permission to enter into contracts with respect to the business.

Provide a Business Card

Sales representatives should always offer every consumer a business card upon arrival. Standards for the business card consist of; the sales representatives name, Ontario Energy Board licence number, the energy marketer/retailer's name and address, toll-free telephone number and website address.

Provide Business and Product Material

Sales representatives should always supply accurate business and product information. They are required to mention to the consumer, that the business they represent is offering a fixed pricing agreement for the supply of natural gas and/or electricity and express that they are not the consumer's utility. Sales representatives are also instructed to inform consumers that they are not affiliated with the Ontario Energy Board or the Government.

Communicate Pricing and Contract Terms and Conditions

Sales representatives need to indicate the rate to be paid per unit under the contract as well as, the terms and conditions of the contract. At this time account holders should have the opportunity to read the contract and examine the terms and conditions, price comparison form and disclosure statement.

Don't Pressure the Consumer

When implementing door to door sales, sales representatives are to abstain from exerting stress on an account holder and are required to permit consumers the chance to look at all paperwork presented before making a decision to sign.

Provide Updated Sales Material

All sales content supplied is required to contain accurate, factual information that will not mislead the consumer, and in addition offer current pricing, an up-to-date disclosure statement, price comparison form and the contract's terms and conditions.

Be Truthful and Consistent with Communication

Sales representatives should always be consistent with all information and facts communicated to the account holder. Inaccurate information or a deceptive portrayal of the products and services offered are considered inappropriate sales tactics and a sales representative's compliance with the code of conduct is imperative.

Display a Legitimate Identification Badge

Every sales representative is provided with an energy marketer/retailer identification badge that should be displayed on external clothing making it recognizable to consumers. The representative's badge is required to contain the sales representatives identify, in addition to photo identification, the marketer/retailer business name, a valid identification number, and the badge expiration date.

Signing a Contract

When opting into to a brand new contract, be certain to request a copy of all sales material, prior to the sales representative exiting. Make sure you have been supplied with the following paperwork;

A signed and dated copy of your contract

A signed and dated disclosure statement for natural gas and/or electricity

A signed and dated price comparison form for natural gas and/or electricity

The energy marketer/retailer's Terms and Conditions

The sales representative's company card

After enrolling with the energy marketer/retailer you should receive a hard copy of any sales document on the spot. Among these sales materials you should have; the contract, price comparison form, contract terms and conditions, disclosure statements and any additional product information available.

3rd Party Affirmation Call

A call center representative will contact the account holder and approve the contract after the 10 day cooling off period, end date. The affirmation call permits the account holder the chance to have any information clarified and questions answered. The affirmation call is digitally recorded, and is initiated as an outbound call from the energy marketer/retailer.

The affirmation call describes the product(s) and service(s) purchased, contract pricing, and the terms and conditions of the contract through several Ontario Energy Board regulated questions. The energy marketer/retailer will keep this affirmation call on file for the course of the contract. Account holders should be able to request a digital copy of the affirmation call throughout the duration of their contract if desired.

10 Day Cooling Period

Under the Energy Consumers Protection Act 2011, otherwise known as the rules and regulations for selling to a consumer, a 10 day cooling off time period is allocated to provide account holders a time line during which they have the option to cancel their contract. Under the Energy Consumers Protection Act, consumers have the opportunity to terminate their contract cost-free, and without penalty, up to 10 days once the account holder has recognized receipt of a text-based copy of the contract.

When You Initiate the Sale

The affirmation call is not mandatory if the contract was entered into over the internet or if the account holder replied to an energy marketer/retailer's direct mail advertising campaign.

Signs of Unfair Sales Practices

Any phony, misguiding or fraudulent statements made to the consumer this includes; The terms and conditions of the agreement. Example: Leaving out significant details about; the contract length, termination of contract, renewal policies, crucial dates, extra charges, etc.

Information regarding the quality or characteristics of the energy source and/or products supplied. Example: Stating that they will provide you with green energy when they don't.

The track record of an energy marketer/retailer, or the businesses association with an alternative electricity supplier or gas marketer. Example: Misleading statements which include misrepresentation, pretending to be from the utility or the government.

The contract pricing and any extra fees are required to be clearly stated in the contract.Example: Not telling consumers that the contract rates will only come into play in the event that the utility cost surpasses the energy marketer/retailer.

Taking an unconscionable action on the part of the account holder. Example: When a sales representative has unfairly exploited an account holder who might not fully grasp the agreement terms and conditions, has a language barrier, elderly, disabled or pressured into entering into onto a contract.

Failure to communicate specifics details on products, services, or the energy marketer/retailer's business. Example: Leaving the account holder with the perception that the sales representative is associated with or represents a local utility, the government or Ontario Energy Board.

Permitting an unqualified individual to sign into a new contract/renew or extend the length of a contract when the individual is not the account holder or an appropriate signing authority for the home or business.

A 7 Step Approach to Marketing Today's Insurance Agency

Marketing your insurance agency has changed so much in the past 10 years; it is difficult to know where to start. Most of the new clients that hire us, have URLs that are less than 5 years old. This shows how dramatically and quickly the industry has changed when marketing their agencies. Today, most consumers will utilize the internet to find your information through various directories, organic search results and even social media.

You may be wondering, "Where do I begin?" We've put together a short list of ways to increase your web presence and reclaim your position as a top insurance agency marketer.

Step 1: Update your website

If your website looks like it hasn't been updated since 1997, it's probably time to do so. There are many resources to easily build a website such as "WebSite Tonight" by GoDaddy or services such as Wix, which will get you a nice looking website using templates. But, be careful of websites that utilize too much flash as it will likely hamper your ability to get much traffic to your website, besides direct traffic.

Step 2: Invest in SEO

If you're unfamiliar with what SEO means (Search Engine Optimization) you probably should talk to someone about optimizing an existing website or building you a new one that is optimized from the start. SEO is all about getting organic search traffic to your website. For instance, if someone types in "Insurance Agency Seattle" you want to be the agent who Google shows first or at minimum on page one. If you're not on page one, you're missing out on almost 93% of all search traffic.

Step 3: Get Email Hosting

I can't tell you how many of our clients still use email addresses at email providers like Yahoo and Hotmail, such as: "taber@hotmail.com". Show your prospective clients that you're an established business by using domain registered email accounts. Most hosting companies will provide at least a handful of them for free with your website hosting, so take advantage. Customers are more likely to buy from an agency that shows professionalism on all fronts, including their email.

Step 4: Fix your local listings

The web is littered with directories. There are so many, it would be nearly impossible for you to go to each one and update the listings entirely. Furthermore, it would be a waste of time. Go to the big ones like Yelp, Yahoo, Google Plus Pages, etc. Complete the listings in the 20 most popular ones, ensuring that your (NAP) name, address and phone numbers are consistent on all of them. If you spell out Avenue in one, do not use AVE. in another. Many directory links are treated like SPAM now, so they aren't giving your websites any credibility.

Step 5: Be Social

Social media is the new trend. It can be time-consuming, but it allows you an opportunity to stay in touch with existing customers and also, attract new ones! Begin simply by setting up a Facebook page for your business and add content, news, links to other articles, etc., at least one time per week. Social Media isn't going anywhere soon, so don't let your agency get too far behind by not participating in this area where millions of Americans are having conversations!

Step 6: Install Analytics on your Website

Google offers a tremendous tool to track your website traffic called Google Analytics. This tool allows you to see what keywords people are using when they find your website. If you find that your website isn't getting much traffic, this tool can help you fine tune it so that you can capitalize on search traffic. Furthermore, Google has a keyword tool so you can search for terms before optimizing your website. If you hired someone for step 2, they should have taken care of this!

Step 7: Send out Electronic Agency Newsletters

The number 2 reason that customers leave their insurance agent is because they haven't heard from you! Stop attrition in its tracks by communicating with your clients about new products, new team members at your agency, local events, a local charity you're working or any other news. If you're not communicating with your existing customers, someone else is. Electronic newsletters cost about $.02 per email. Most agency management systems and some carriers can help you sort your collected email addresses. If you have a larger budget, around $1,000 per mailing, consider mailing a quarterly newsletter. A couple of email service providers to consider are: MailChimp and ConstantContact.

How a Commercial Insurance Broker Can Help You

Insurance brokers have become increasingly more important today compared to many years back. Given the heavy loads of competition in the California insurance market, customers should be kept well-informed so that they won't be led astray into getting frivolous deals. Most especially in the aspect of commercial insurance, entrepreneurs are usually better off with brokers beside them.

What is a Commercial Insurance?

Commercial insurance is just an insurance to protect businesses in the state. It is considered as one of the most vital investments for business operators. Depending on the specific type of commercial insurance, this security protects various aspects of the business. It can provide financial security in times of theft, liability, property damage, work-related employee or customer injury and even during times of business interruption. Those who have not secured insurance for their business are at risk of sudden financial depression. It has also been observed that uninsured businesses place the personal assets of the owner at risk.

Before setting out for an insurance hunt, make sure that you are already equipped with ample knowledge of what you really need. For example, you may be better with one specific type of commercial insurance, rather than having all forms of commercial insurance in one package. If you don't have company vehicles for operating your business, you can do away with auto insurance and just go for property insurance instead. But you still need to know everything about these specific insurances because nobody is certain when your business might expand. Together with this growth is an expected change in insurance needs.

Looking For an Insurance Broker

Finding the right commercial insurance in California involves tapping the services of a trusted insurance broker who, as much as possible, is specializing in business insurance. It is important that you interview more than two brokers and check who among them makes you more at ease when it comes to dealing things. It is expected that he discusses the different options that surround commercial insurances.

As there are various classes of business insurance, your broker can guide you through the entire process. Using his expertise, he can easily recommend the most suitable plan for your immediate needs. A good place to start looking for brokers is the Internet. If not, search for them via networking organizations for local businesses. Your friends in the industry or business advisers may also refer you to seasoned brokers in the state.

Insurance brokers are in place to make it easier for business owners to get the right insurance. However, even with their ability, it may be difficult for some to get one most probably because of their company background. For example, if the business has already suffered some degree of loss in the past then it may be considered a high-risk entity. This means most insurers will back out from making any deals with you. Another reason for the increased difficulty in procuring commercial insurance is the owner's history of making frequent claims, which easily makes him a liability. In addition, new businesses will surely have a harder time getting insured because of not having a proven history of business sustainability and strength compared to more established businesses. Still, business owners have higher chances of sealing the best deals with a broker nearby.

Getting the Right Level Of Critical Illness Cover For You

Taking up critical illness cover provides you with piece of mind. If the worst should happen, and you are diagnosed with one of the recognised serious illnesses, then your policy can pay out a monetary sum to cover both the initial expenses relating to your treatment as well as the ongoing costs incurred during your recovery.

However many people grossly underestimate the amount of critical illness cover they really need. Though you may consider that if you were ill you would only require your policy to cover any loss of income you incur, consider all the other activities that you carry out which someone may need to do on your behalf.

If you are a parent, then it may be the case that you will no longer be able to care for your children or take such an active part in their lives. If you want to ensure that your kids have as much stability and continuity as possible when you are ill, then you may need to find additional funds to cover childcare, transportation and even residential care should you need to spend some time away from the home for treatment.

For those that live alone or do not want to put the onus of nursing on a loved one, critical illness cover may also need to help with the financial cost of housekeeping, basic laundry and even personal care when you are unable to support yourself.

Once you have recovered from your illness, it may be necessary to change your lifestyle to ensure a continued and healthy future. If this means reducing your hours at work, transferring jobs or completely changing your career, the financial implications can be immense but the right critical illness cover can help.

An individual is five times more likely to rely on critical illness cover than the standard life cover taken up with the average mortgage. And though taking the first step in acquiring critical illness protection is a great way to start, ensuring that your cover is going to be sufficient when your situation changes is essential for your ongoing peace of mind and the security of your family.

Conversely there also a number of people who hold critical illness cover above the level that is strictly required. Individuals who have been oversold this type of protection will pay out higher premiums than they really need to, increasing their monthly costs unnecessarily.

Critical illness cover is a relatively cheap type of insurance and getting the cover right is essential to ensure you have everything you need if the worst should happen without surplus monthly costs that could affect your situation today.

To make sure you have the cover appropriate to you and are not either under or over insured, talk to an independent insurance broker about your needs and personal situation. They will be able to provide experienced and professional advice to ensure that you have the protection to keep prepared no matter what hurdles life may throw your way.

Make Sure You Help Your Clients Get Prepared

Fall is here! That means it's time to consider all of your clients whose business insurance policies are coming up for renewal at the end of the year. It's important to reach out now and help your clients not only renew their policies, but ensure that they have the right coverage, taking into account any changes that have occurred to their business over the past year.

Rule #1: Don't take any renewals for granted

Just because you sold a policy to a business client, there's no assurance they'll automatically renew. More than ever, businesses are looking for quality and service - and this time of year, your clients are being pitched by other agents promising better quality and service than you can provide. (You know this is true, because you're probably making the same pitch to other agents' clients right now.)

The good news? You have the advantage with your clients because they already know you and trusted you enough to purchase a policy. Being proactive now will help you maintain (or expand) your business with existing clients, as well as assure them that you are looking after their changing insurance needs.

And remember: No matter how much effort it takes to reach out to your existing clients, it's always easier (and cheaper) to keep a client than to find a new one!

Rule #2: Help your business clients analyze their coverage needs

Prepare a year-end checklist to help you and your clients review any changes to their businesses and how those changes affect their insurance needs. Changes to discuss with your clients include:

Revenue: If a client has experienced revenue growth in the last year, offer your congratulations - but remind him or her that the company's level of insurance may need to be revised to protect their revenue stream.

Equipment and inventory: Yearly variations in the amount of equipment a business owns and uses - as well as the amount of inventory it maintains - are crucial in determining the proper level of business insurance coverage. Increases generally require more coverage to fully protect a company's assets, while decreases can allow a business to reduce coverage and redirect cash flow to other business needs.

Employees and payroll: Changes in payroll have a significant effect not only on business and general liability coverage, but workers' compensation coverage as well.

Government regulations: Make it a point to stay informed about regulations that affect your clients and their insurance needs.

Always keep in mind that, when appropriate, helping clients save money on insurance is a great way to build trust over the "long haul" - which can lead to many more renewals.

Rule #3: Help your clients understand new trends in business coverage

Are there areas of risk that, due to changing technology and other factors, your clients need to consider? For example, "data breaches" where confidential information is compromised are a threat to just about any company, large or small. This could happen if a laptop is stolen or confidential papers aren't properly shredded. Data breach coverage is one emerging area of business insurance that many of your clients should be considering.

Rule #4: Think long term!

For most agencies, long-term, loyal clients are the backbone of their businesses. Treat them as such, and you'll have a successful renewal season - not only this year, but for years to come.

How Will Health and Life Insurance Brokers and Carriers Survive

For decades the Health and Life (H&L) Insurance Markets - Including the Insurance Carriers, Brokers/Agents, and Service Providers - have reluctantly accepted change on an Evolutionary Basis. While competition was stiff, most parties were enjoying a stable and profitable marketplace utilizing the same basic: Plans, Programs and Services; Product Designs; and Marketing Strategies. Their Target Markets - Employers, Employees, and Individuals - were relatively complacent and satisfied with the limited information they were provided through Carrier's Media Promotions and the Brokers and Agents Knocking at their Doors.

Here is a sample of the Evolutionary changes that were reluctantly accepted by the Carriers and Brokers/Agents over the years:

HMOs - Originally focused on promoting early detection and wellness.

Cafeteria Plans - Employers offering Employees workplace Benefit Choices.

Voluntary/Worksite Benefit Choices - Providing Employees the freedom of "Choice" at the own Discretion and Cost on a Payroll Deducted Basis.

Section 125 of the IRSC - Pre-Taxing Qualified Benefits making the Plans more affordable by reducing the bite of Income and Payroll Taxes.

Reimbursement Accounts - Medical, Dependent Care, and Transportation/Parking Plans that assist in reducing the cost of essential Plans, Products and Services for Employees. These are tax-advantaged plans.

Consumer Driven Heath Plans (CDHPs) - Health Insurance Plans that Promote and Support Employees and Individuals in becoming better "Consumers" of Health Care.

HRAs and HSAs - To Implement with the HDHPs providing a savings component to promote Consumerism.

HDHPs - High Deductible Health Plans that support the HSAs and HRAs.

Gap Plans - To assist in off-setting the Risk of High Deductible Health Plans.

Ancillary Benefits - Non-Insurance Based Employee Benefits that provide additional Employee "Choices" and often Reduce the Costs of Goods and Services for the Employees.

Wellness Plans - That benefit the Employers and Employees by improving Individual Health and in Reducing Health Care Costs.

For a number of reasons the days of Evolutionary Change are giving way to Revolutionary Upheaval! These include:

> Skyrocketing Costs for Health Care!

> Skyrocketing Increases in Health Insurance Plan Premiums for Employers, Employees, and Individuals!

> Disruptive Change promoted by Entrepreneurs and a Competitive Marketplace!

> The Internet and Search Engines providing Employers, Employees, and Individuals expanded access to Plans, Programs, and Services - as well as their Providers - on a more competitive basis.

> Social/Business Media Driven by the Internet is being utilized by Brokers and Carriers to cost-effectively reach Employers, Employees, and Individuals with information about and access to their Plans, Programs, and Services.

> Federal and State intervention with Reform - including PPACA, MLRs, etc.

> Public Demand for Change!

What are the Revolutionary and Disruptive Changes being faced by Brokers and Carriers?

Insurance and Benefits Industry Reform by Government - Federal and State intervention in the Insurance and Benefits Industries! Whether Obamacare or Romneycare - as they are amended - regulations are inevitable and will be extremely Disruptive!

MLR (Medical Loss Ratios) - in one form or another - will negatively impact on the compensation package for Brokers to hypothetically reduce the Premium Costs.

State and the Federal Exchanges - will become the access point for millions of U.S. Citizens for accessing Health Insurance Coverage.

Health Care Coverage Navigators - Internet Portals, Individuals, and/or Organizations providing information about the Exchange based Plans - with some method of compensation (probably not commission based). Navigators will provide the guidance required by Individuals, Employers, and Employees to make their Health Plan Coverage decisions.

Insurance Carriers, Brokers, Large Employers, and Third Parties will develop Private Exchanges including: Mandated Plans; Innovative Plan Designs; Self-Funded Plans; HDHPs; HRAs; HSAs; Gap Plans; Voluntary/Worksite Plans; Ancillary Plans; and more - all on a Defined Contribution (DC) Platform.

Technology Companies Providing Platforms for Private Exchanges and Defined Contribution Models will become the hub for Carriers, Brokers, Employers and Employees for providing and accessing Plans, Programs, and Services.

Companies Providing Education, Communication, Enrollment, and Data Management Capacities will integrate with the Technology Companies to better accommodate Private Exchanges and Defined Contribution.

Insurance Carriers will "Mass Customize" Plans and Programs - that are in compliance with the Federal or State Mandated "Base Plans" that will provide additional coverage for those who desire and can afford a more robust Health Insurance Plan.

Voluntary Benefits and Ancillary Benefits - will continue to dominate the Insurance Markets as all Benefits and Insurance Plans become Voluntary within Private Exchanges within a Defined Contribution Strategy.

Broker Commissions - will continue to be reduced by Carriers for the Health Insurance Plans based on MLRs.

The Internet - will become the Distribution Channel of Choice for Carriers attempting to replace Brokers as the direct contact with Clients and Potential Clients.

Social/Business Media - will continue to grow in importance as the interface between Carriers and Brokers with potential Markets - Employers, Employees, and Individuals.

Brokers Compensation Models Will Change - they will be forced into "Fee Based" Compensation replacing the traditional "Commission Based" Models. Employers, Employees, and Individuals who need assistance in making decisions about Insurance and Non-Insurance Based Plans, Programs, and Services will pay Fees to Brokers for their assistance.

Employer's Participation in offering Benefits - will utilize Private Exchanges and Defined Contribution (DC) Strategies to continue to offer Employee Benefits and remain Competitive.

Brokers Will Leave or Change Their Industry Focus - many experienced Health Insurance Brokers will not be willing to accept change or have the flexibility required to survive - they will retire or go out-of-business.

Consolidation of Mid-Sized and Larger Brokers - as Brokers shift from Traditional Norms to delivering Benefit Packages based on Private Exchanges, Defined Contribution (DC), and a Fee Based Compensation Model, many Organizations will Partner, Acquire, or be Acquired to remain Competitive.

Consolidation of Insurance and Benefits Carriers - as they seek to leverage their Assets, Merge Client Bases, Reduce Marketing and Advertising Costs, and Strengthen Balance Sheets they will Merge.

Employers, Employees, and Individuals will Gain Control - they will be more demanding of Carriers and Brokers to provide Plans, Programs, and Services to meet their needs within a framework of Private Exchanges and Defined Contribution Strategies.

Government Entities at the Federal and State Levels - will continue to increase their control of, and participation in, the Insurance and Benefits Industries.

A Single Payor System and Nationalize Healthcare - will continue to be the ultimate goal of the Congress and Federal Agencies.