| Cover Story |  | | Marketing to diverse ethnic and other demographic groups is just good sense in today’s marketplace. | | The fabric of America—its people—is vastly different than it was a generation or two ago—no surprise to anyone. What is surprising is the relatively high number of independent agencies that are now reaching out to these diverse ethnic and other demographic groups to market their carriers’ products and their own services. | |  |
| L-H Leads | | Running for the Exits | | With traditional LTC carriers raising rates or leaving the market, what are the options? | | With so much happening in the long-term care insurance marketplace, it’s tempting for agents to want to give up selling it. But while the market is in disarray, the need for the product is clear. | | Author: Dave Evans | | |
| Chairman's Voice | | Support in Spades | | | The fall is always an extremely active time of year for all of us. Thanksgiving has passed, Christmas is coming and the New Year is right around the corner. There are so many things to be thankful for as this year begins to wind down, and this causes each of us to reflect on our great, and not-so-great, results for the year. | | Author: Bobby Bramlett | | |
| Forms & Substance | | Trees, Christmas Gifts and Unmarried Couples | | | Everything You Ever Wanted to Know About Trees and the HO Policy; How the Insurance Grinch Stole Christmas; Insuring "Significant Others" | | Author: Bill Wilson | | |
| On the Hill | | More Insurance Professionals Elected to Congress | | | The Big “I” takes special pride in supporting federally elected officials and candidates who have a background in the insurance industry. The association weighed in for several incumbents, challengers and open seat contestants with industry experience this election cycle through its political action committee, InsurPac. | | Author: Margarita Tapia | | |
| Ace Insura | | The Case of the Merry Mystery Shopper | | | Santa's sleigh—covered by a personal auto policy, homeowners or something else? Find out how Ace solves the Case of the Merry Mystery Shopper. | | Author: Jonathan Hermann | | |
| Online Extras | | Sales Mistakes, Upset Customers and Minivans | | | Tracking Key Metrics; 11 Mistakes Most Salespeople Make; Calming Upset Customers; Improving Agency Workflows with Technology; Is a Minivan a ‘Van,’ and Why Does It Matter? | | Author: Bill Wilson | | |
| Insurance Views | | Bringing the Real Cost of Illness to Light | | | Many Americans believe they are invincible to accidents and illnesses. In fact, 62% of employees think it’s not very or not at all likely they or a family member will be diagnosed with a serious illness like cancer. Yet in reality, statistics show that many Americans will face costly health care needs and unexpected medical emergencies in their lifetime. | | Author: Ronald Fields | | |
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