The new rules deal with annuities, and encourage workers to use their 401(k) savings to purchase them. These annuities would provide monthly payments throughout retirement and could indeed provide greater security for retirees.

There are two main proposals included in the new rules, the first of which deals with partial annuities. This would make it easier for workers to purchase an annuity with some of their 401(k) savings and leave the rest. Reports have found that many families would come out ahead using some of their retirement savings to purchase an annuity.

For example, if a family has a certain amount in savings and uses half of that to purchase an annuity, that would pay their living expenses every month upon retirement. The rest of the money could be reserved for emergencies or be passed on.

The second main proposal concerns longevity annuities. These types of annuities are less complicated and much less expensive than immediate annuities because payments don’t start until later in life, around age 80-85. Often these annuities are purchased at or near retirement, and they are meant to provide a sense of security. If you live significantly longer than typical life expectancy you will still be covered.

As retirement savings becomes a priority for American workers, the government is taking steps to offer more options and make the process easier. With many of these added options providing additional security and protection for later in life, it’s increasingly important to be informed about what retirement options offer the best protection for each individual’s situation.

Steve Faulkner, 303-791-3092, steve.faulkner@spencerjamesgroup.com

Location: Dallas or Houston, TX

Salary: $70,000 to $85,000 with $16k-$23k bonus

Company Information:

Our client has over 100-years of history as a leading insurance carrier specializing in innovative and flexible employee benefits solutions including group term life insurance, disability income, fully integrated absence management and a suite of voluntary coverage options. They are rated A (Excellent) by A.M. Best*

Community Information:

The city of Dallas is the ninth-largest city and part of the fourth-largest metropolitan area in the nation. Covering approximately 343 square miles, it offers the best shopping in the southwest, recognized restaurants and hotels, the largest urban arts district in the nation and, 13 entertainment districts.  In 2010, Fortune magazine named 24 companies from the metro area – including Exxon Mobil, JC Penney and Texas Instruments – as Fortune 500 companies. The Dallas Cowboys, Mavericks and Stars, the Texas Rangers and FC Dallas all call this city home.

Position Description:

• Provide service to a book of business (approximately 20 to 40 clients) over 2,000 lives.
• Work closely with the sales office, implementation manager and internal support team in order to develop a plan for new and existing business.
• Manage and develop annual client strategies to ensure persistency and profitable growth.
• Lead the renewal strategy for assigned customers. This includes managing applicable internal partners, reviewing and negotiating the financials and ultimately presenting and successfully delivering the renewal.
• Achieve or exceed target persistency, implementations and customer satisfaction.
• Serve as a company leader and subject matter expert in the areas of RFP response development, competitive positioning and other internal subject areas as required.
• Work with all home office functional departments to implement new business and prepare for renewal situations.
• Proactively identify cross sell opportunities within the current book of business.
• Travel, as required, based on the assigned client geographic locations.

Background Profile:

• Experience in sales or service of large case life and disability insurance.
• Ability to experience rate a case a plus

Company Employee Benefits:

• A full scope of employee benefits including health, life, long term disability insurance, 401k and paid time off.

Steve Faulkner, 303-791-3092, steve.faulkner@spencerjamesgroup.com

Location: Kansas City, MO

Salary: Overall target comp up to $200k.  Top reps will earn more.

Company Information:

Our client is a 100-year old insurance carrier offering a broad range of products and services focused on retirement, group life, group disability and dental insurance. This includes servicing 91,000 retirement plans and group insurance contracts with approximately 8.7 million plan participants. They are a Fortune 500 Company with assets under management of $181 billion as of June 30, 2009. They are rated A+ (2 of 16) by A.M. Best.

Community Information:

Kansas City is a dynamic city backed by a vibrant arts scene, world-class attractions and an eclectic mix of shops. The Kauffman Center for the Performing Arts, a new center for music, opera, theater and dance, opened September 16, 2011.  What began as a sketch on a napkin has become an architectural icon and home for the performing arts. Kansas City is a great sports town – Kansas City Royals baseball, Chiefs football and NASCAR action at Kansas Speedway. Thrill-seekers of all ages love side-by-side theme parks Worlds of Fun and Oceans of Fun. For adults, the city’s four casinos offer traditional gaming, dining and amazing live entertainment. One-of-a-kind boutiques and fashion’s favorite labels can be found at Kansas City’s shopping attractions. After the shops close, head over to Westport or the Power & Light District, two of Kansas City’s most popular nightlife hotspots.

Position Description:

• Achieve or exceed annual new sales quoting and sold case objectives.
• The position reports to the sales manager in Dallas.
• Establish and maintain strong business relationships with group insurance brokerage market in assigned territory and internal sales support staff to insure good proposal activity.
• Achieve or exceed annual new sales quoting and sold case objectives.
• Assist in the conservation of in force business to assist in achieving desired renewal conservation levels desired by the company.
• Maintain close relationships with regional office staff, underwriting team and service unit to insure support of Company Service Model and sold case rules and requirements.
• Communicate with internal and external customers in support of selling activities.

Background Profile:

• Track record of exceeding life and disability sales goals.
• Interest in generating and managing high case count activity.
• Ability to experience rate a case a plus.
• Experience selling worksite benefits a plus.

Company Employee Benefits:

• A full scope of employee benefits including health, life, long term disability insurance, dental, vision, paid time off, tuition reimbursement, Employee Assistance Program, 401k with a dollar for dollar match up to 6% of employee contributions (immediately vested) and a 4% contribution from the company whether you participate in the plan or not (2 year cliff vesting).

Steve Faulkner, 303-791-3092, steve.faulkner@spencerjamesgroup.com

Location: San Francisco, CA

Salary: $75,000 to $85,000 commensurate with experience

Company Information:

Our client is a stable, growing insurance brokerage who is looking for an experienced Account Executive.  This role offers flexibility in location as there are offices in the Peninsula, San Francisco or Marin County.   They are one of the top ten brokers in the United States.  Services are provided in commercial insurance, personal lines, employee benefits and specialty risk consulting services.

Community Information:

Whether you like cheering for the San Francisco Giants at AT&T Park or the Oakland Athletics across the Bay, strolling through Golden Gate Park, enjoying opening night at the San Francisco Opera, taking in an exhibit at the San Francisco Museum of Modern Art or hiking up Mt. Tamalpais in Marin County, this city has something to offer everyone.  The area’s well-developed infrastructure allow families to enjoy a wide range of activities that include parks, hiking and bike trails, beaches, museums, sports events, theme parks, film festivals, food fairs, libraries, live theater, modern dance and ballet, ethnic celebrations, flower gardens, farmers markets, sky gazing, wine tasting, hot-air ballooning, animal watching and even county fairs.

Position Description:

• Responsible for client relations and service, sales, and administrative activities of new and existing group benefit accounts.
• Retain and build relationships with client benefit administrators.  Acquire a thorough understanding of the customer’s business, insurance objectives, and benefit programs.
• Provide timely regulatory updates and impact to clients.
• Management of clients including claims questions, administrative issues, and client requests.
• Ability to keep the assigned management team informed of issues and status.
• Preparation of proposals, supporting information and marketing materials for presentation to potential and current clients.
• Development, implementation and coordination of employee benefit meetings for new or renewal plans.
• Completion of new business application forms and confirmation of carrier provided enrollment materials.
• Bid coverages to market and summarize proposals for client review with producer.
• Obtain claim reports and conduct claims analysis as decided by producer and/or client.
• Responsible for client service calls/quarterly meetings, mid-year reports.
• Contribute to enhancement of client services/sales, be well informed and stay informed of changes and trends within the industry.

Background Profile:

• Related experience with employee benefits
• Knowledge of underwriting principles, alternative funding arrangements and self-funding
• Ability to analyze claims and project renewals for self-funded and large fully-insured accounts
• Familiarity with state and federal compliance regulations and industry trends/best practices
• California Life & Health license
• Experience with Microsoft Office products (particularly Excel)
• Excellent organizational, interpersonal, communication skills and ability to work in a team environment

Company Employee Benefits:

Specific benefits packages may include:  Medical, dental and vision plan options (PPO, HMO and HSA); Wellness program (offering health risk assessments, biometric screenings and health coaching); 401(k); Life and disability coverage; FSA (health, dependent care and transportation); Vacation, sick and personal time off.

Steve Faulkner, 303-791-3092, steve.faulkner@spencerjamesgroup.com

Position Description: Senior Sales Representative

Location: Orange County, CA

Salary: $40,000 to $50,000 and overall target comp $250k plus

Company Information:

Our client is a 100-year old leading insurance carrier specializing in innovative and flexible employee benefits solutions including disability income and group term life insurance, a suite of voluntary coverage options and fully integrated absence management. They market these solutions through independent brokers and agents to employers of all sizes. They are rated A (Excellent) by A.M. Best*

Community Information:

Orange County has over 42 miles of coastline with spectacular vistas that have led many to proclaim it the ‘California Riviera’. It is home to some of the world’s most popular attractions such as The Disney Resort. The California Angels baseball team and the Anaheim Ducks hockey team play here, and the Honda Center is a popular venue for rock concerts, ice shows and the John Wooden basketball tournament. There are hundreds of stores and boutiques, along with restaurants, cafes and microbreweries to suit every taste. Orange County is the headquarters of many Fortune 500 companies and Irvine is the home of numerous start-up companies and Fortune 1000 companies headquarters.

Position Description:

There is a substantial amount of territory available, so this is a good opportunity for a senior rep. However, they will also consider a newer rep that is looking for an upgrade in territory or someone from outside of the industry as long as they have a solid track record of sales success. The Senior Sales Representative will:

• Capitalize on this senior representative territory. The exact broker list is negotiable and will contain established employee benefits brokers (national, regional and local).
• Achieve or exceed annual new sales quoting and sold case objectives.
• The position reports to the sales manager in Orange County.
• The company has the best of both worlds for target group size. They write a lot of case count for constant deal flow, yet the same reps get to sell over 500 lives too. They also have a compelling offering from 2,000 to 5,000 lives so reps. get to learn large case strategy too.
• Establish and maintain strong business relationships with group insurance brokerage market in assigned territory and internal sales support staff to insure good proposal activity.
• Assist in the conservation of in force business to assist in achieving desired renewal conservation levels desired by the company.
• Maintain close relationships with regional office staff, underwriting team and service unit to insure support of the Company Service Model and sold case rules and requirements.
• Communicate with internal and external customers in support of selling activities.

Background Profile:

• Product knowledge of group life and disability insurance.
• A strong track record in selling employee benefits.

Company Employee Benefits:

A full scope of employee benefits including health, life, long term disability, 401k and paid time off.

Steve Faulkner, 303-791-3092, steve.faulkner@spencerjamesgroup.com

Location: New York, NY

Salary: Total comp commensurate with a Sr. Representative Territory

Company Information:

Our client is a 100-year old insurance carrier offering a broad range of products and services focused on retirement, group life, group disability and dental insurance. This includes servicing 91,000 retirement plans and group insurance contracts with approximately 8.7 million plan participants. They are a Fortune 500 Company and are rated A+ by A.M. Best.

Community Information:

Commonly known as “the city that never sleeps,” New York offers incomparable museums, attractions, landmarks, restaurants, theater, nightlife and shopping. The city is home to centers of fashion, finance, law, media and publishing. NYC and its landmarks have been memorialized in countless movies and the “Big Apple” is recognizable to nearly everyone. New York City hosts numerous notable events include the New York City Marathon and the Macy’s Thanksgiving Day Parade. There are a vast number of public and private educational offerings and New York is also home to some of the most prestigious prep schools in the nation. Higher educational opportunities are also abundant.

Position Description:

• Capitalize on this established territory.
• Establish and maintain strong business relationships with group insurance brokerage market in assigned territory and internal sales support staff to insure good proposal activity.
• Achieve or exceed annual new sales quoting and sold case objectives.
• Assist in the conservation of in force business to assist in achieving renewal conservation levels desired by the company.
• Maintain close relationships with regional office staff, underwriting team and service unit to insure support of the Company Service Model and sold case rules and requirements.
• Communicate with internal and external customers in support of selling activities.
• Maintain all necessary state insurance licenses for valid insurance business solicitation activities.
• Assist in achieving desired office best practice objectives.
• Assist brokers with detailed questions on products by understanding and becoming knowledgeable in product information and guidelines of eligible groups.
• Negotiate with brokers on quotes and renewals to assist underwriting team.

Background Profile:

• Track record of exceeding life and disability sales goals.
• Interest in generating and managing high case count activity.
• Strong producer relationships in New York and surrounding area a plus.

Company Employee Benefits:

A full scope of employee benefits including:

• Health, life, long term disability, dental and vision.
• Paid time off, tuition reimbursement, Employee Assistance Program.
• 401k with a dollar for dollar match up to 6% of employee contributions (immediately vested) and a 4% contribution from the company whether you participate in the plan or not (2 year cliff vesting).

• Insurance carriers are participating in higher indemnity amounts, or the amount of a person’s actual economic loss, and have liberalized the definition of disability. This means that more conditions that prevent people from working are covered, and more money can be received should one become disabled.
• “Transitional own occupation” definitions are becoming available for a lesser cost. This type of plan would pay a person who becomes disabled in one job but can work another job that pays less the difference, so their income does not change. This lower priced option would make disability insurance available to more people.
• Disability plans that mirror 401(K) plans are important, considering that when a paycheck stops so does savings for retirement. With these plans money can be put away in a trust fund so that when disability benefits stop, there will still be money to live on.
• Many people do not realize the prevalence of disabilities, or the financial hardships it can cause. Nearly one in three women and one in four men will be kept from work for 90 days or longer because of a disability. One in seven people will be disabled for five or more years. In addition, 46 percent of bankruptcies are caused by major medical illness or injury and 53 to 79 percent of Americans live paycheck to paycheck. Educating clients about these risks and encouraging them to take action can be one step over the hurdle. Protectyourpay.org and the LIFE Foundation are working to help people understand the importance of insuring their paycheck.
• The financial realities of paying for life insurance rather than trying to live without a paycheck are often not considered. One method to help clients understand is to ask if having $200 less a month would make a significant difference in their life. If the answer is no, ask if having $4,000 less would. That answer will likely be yes. Suggest that if they are willing to pay $200 a month for disability insurance, the $4,000 a month will be protected.

Though it may be a difficult conversation, producers have many methods to show the importance of disability benefits. Between trends in the industry and the reality behind what becoming disabled can do, there is much to prove that the cost to have disability benefits far outweighs the consequences of not having them.

Steve Faulkner, 303-791-3092, steve.faulkner@spencerjamesgroup.com

Location: Minneapolis, MN

Salary: $40,000 to $50,000 and overall target comp $250k plus

Company Information:

Our client is a 100-year old leading insurance carrier specializing in innovative and flexible employee benefits solutions including disability income and group term life insurance, a suite of voluntary coverage options and fully integrated absence management. They market these solutions through independent brokers and agents to employers of all sizes. They are rated A (Excellent) by A.M. Best*

Community Information:

Named America’s Most Playful City, Minneapolis outshone all other cities in health and happiness, as well as social and emotional support. The area is full of recreation resources like museums and playgrounds, and residents love to get outside to cycle, camp or go for a run.  It is home to four major professional teams including The Vikings, Twins, Timberwolves and Lynx.  This city is a progressive city with a well educated populous, affordable housing, excellent schools, diverse neighborhoods, solid green initiatives, the nation’s best park and recreational system.

Position Description:

There is a substantial amount of territory available so this is a good opportunity for a senior rep. However, they will also consider a newer rep that is looking for an upgrade in territory and even someone from outside of the industry as long as they have a solid track record of sales success.

• Capitalize on this senior rep territory.  The exact broker list is negotiable and will contain established employee benefits brokers (national, regional and local).
• Achieve or exceed annual new sales quoting and sold case objectives.
• The position reports to a very knowledgeable, experienced and successful sales manager in Milwaukee.
• The company has the best of both worlds for target group size. They write a lot of case count for constant deal flow, yet the same reps get to sell over 500 lives too. They also have a compelling offering from 2,000 to 5,000 lives so reps get to learn large case strategy too.
• Establish and maintain strong business relationships with group insurance brokerage market in assigned territory and internal sales support staff to insure good proposal activity.
• Assist in the conservation of in force business to assist in achieving desired renewal conservation levels desired by Company.
• Maintain close relationships with regional office staff, underwriting team and service unit to insure support of Company Service Model and sold case rules and requirements.
• Communicate with internal and external customers in support of selling activities.

Background Profile:

• Product knowledge of group life and disability insurance.
• A strong track record in selling employee benefits.

Company Employee Benefits:

A full scope of employee benefits including health, life and long term disability insurance, 401k, paid time off.

Steve Faulkner, 303-791-3092, steve.faulkner@spencerjamesgroup.com

Location: Omaha, NE, and Indianapolis, IN

Compensation: $85,000+ with an additional 10-20% Company Bonus

Company Information:
Our client is a 105-year old insurance carrier offering a broad range of products and services focused on retirement, group life, group disability, and dental insurance. This includes servicing 91,000 retirement plans and group insurance contracts with approximately 8.7 million plan participants. They are a Fortune 500 Company with assets under management of $140 billion as of June 30, 2010. They are rated A+ (2 of 16) by A.M. Best.

Position Description:

• Lead Product Management team for a particular product line through promotion, marketing and communication.
• Conduct assessments of market environment; analyze competitive data and industry trends to develop product overviews and enhancements.
• Manage all aspects of product development process, including product research, design, development and implementation for product introductions/enhancements working closely with Product Manager.
• Review, evaluate and draft marketing materials that support the product and recommend changes.
• Develop product related training materials and participate in training presentations.
• Maintain relationships with internal clients and industry organization contacts and remain up to date on regulatory and competitive environment.
• Provide technical support related to product development and serve as industry expert for a particular product line.

Background Profile:

• Product Development experience
• Extensive experience in group insurance, voluntary product experience a plus
• College degree
• Excellent analytical, organizational, problem solving skills and the ability to work well under tight deadlines
• Strong presentation skills

Company Employee Benefits:
A full scope of employee benefits including health, life, and long term disability insurance, dental, vision, paid time off, tuition reimbursement, Employee Assistance Program, 401k with a dollar for dollar match up to 6% of employee contributions (immediately vested) and a 4% contribution from the company whether you participate in the plan or not (2 year cliff vesting)