Travelers Joins Trusted Choice®

Travelers Joins Trusted Choice®

Industry-leading carrier is latest brand movement company partner.

The Travelers Companies, Inc. has joined the Trusted Choice® consumer branding program for independent insurance agents and brokers. A leading provider of property-casualty insurance for auto, home and business, Travelers is one of the largest independent agency insurance companies in the U.S. A component of the Dow Jones Industrial Average, Travelers is rated A+ (Superior) by A.M. Best, and built its success by providing innovative insurance and risk protection products and services.

“Working with an independent agent is an excellent way for consumers to choose the right insurance to meet their individual needs,” says Brian MacLean, president and chief operating officer of Travelers. “At Travelers, we are dedicated to our continued partnerships with independent agents. With 13,000 agents and brokers around the country who sell our policies, we want to help them grow their business. We’re pleased to support Trusted Choice® as a means to promote the unique expertise and high quality customer service independent agents provide.”

“Travelers is a premier global brand of insurance and one of the largest writers of property-casualty insurance through independent insurance agents,” says Robert Rusbuldt, Big “I” president & CEO. “Joining Trusted Choice® further demonstrates its commitment to the independent insurance agency distribution system and confirms its strong belief that independent agents are the trusted advisors for consumers.”

Trusted Choice® was launched by the Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) and several independent agency companies to highlight the benefits independent agencies and brokerage firms offer consumers—choice of companies, customization of policies and advocacy support. It is the premier consumer brand for independent insurance agents and provides national advertising and other strategic tools to reach consumers.

Trusted Choice® educates consumers about the benefits of using independent agents and brokers for their insurance needs: choice of companies, customized policies and advocacy support. Trusted Choice® is the consumer marketing identity for over 10,400 independent insurance agencies and brokerage firms and 54 leading insurance companies.

How will the health care overhaul affect your agency’s health insurance sales?

On the Hill

Health Care Reform: An Agent Overview

How will the health care overhaul affect your agency’s health insurance sales?

In the wake of Congress passing and President Barack Obama signing into law the largest health care reform legislation since the 1960’s, the Big “I” is working overtime to analyze its impact on agencies that sell health insurance. Unfortunately, many of the specifics affecting agents’ ability to sell health insurance will be somewhat of a question mark as the law’s implementation occurs over the next four years. Many of the details of how coverage will be placed will be determined by regulations issued by the Department of Health and Human Services (HHS) and individual states in the years to come. More detailed analysis will be ongoing, but at this time, the Big “I” can provide some generalities about what the bill may mean for insurance agents that are selling health insurance policies. This article discusses the bill from the insurance salesman perspective and not that of a small business owner, which of course is another important vantage point of Big “I” members. Next week’s article will review the legislation from this small business perspective.

One of the most important provisions of the new law that will impact agents is the creation of state “Health Insurance Exchanges” for individuals and small groups. The law requires each state to create exchanges by 2014 that individuals and employers can go to for insurance that is provided by participating private insurers. The exchanges will include four tiers of private plans, co-op plans and at least two multi-state qualified health plans contracted out to private carriers by the Office of Personnel Management (OPM). The legislation leaves much of the details of the operation of these exchanges to each state. While agents will be able to place coverage for clients through the exchanges, the marketing or commission regulations are not yet clear. Additionally, consumers will be able to go directly to the exchanges without the assistance of an agent, and some consumers may end up choosing to do so.

Companies, meanwhile, will have to abide by new “medical loss ratios” (MLR) where the insurance plans must spend a certain percentage of premiums on health care delivery costs only. The MLR will be 80% for individual policies and small group plans while for large group plans (>100 individuals), it will be 85%. This means that, starting in 2011, companies will only be able to spend 20% of individual/small group plan premiums and 15% of large group premiums on things such as marketing, administrative costs and agent commissions. Companies would be required to provide rebates to consumers if they fail to comply with the MLRs.

Additionally, insurance companies will be required to abide by new federal requirements such as not discriminating against preexisting conditions, eliminating lifetime benefits caps, restrictions on annual caps and abiding by new individual and small group rating bands. Finally, the law also imposes a direct $2 billion annual tax on health insurance companies. The tax will increase each year until reaching $14.3 billion in 2018. For subsequent years, the fee will increase based on the previous year’s premium growth. These taxes are expected to strain insurance company profitability and their available capital for marketing-type activities.

The law is also estimated to bring approximately 32 million new Americans on to the health insurance rolls. About half of these would be the result of expanded government entitlement programs such as Medicaid and SCHIP. Nonetheless, that still means an estimated 16 million new consumers will be accessing the private insurance market. Although this means agents may potentially lose some customers because of direct competition from the Exchanges and insurance companies may face significant downward pressure on their bottom line that could translate to similar downward pressure on agent profitability, there is at least the opportunity for new customers.

Finally, the Big “I” anticipates that, for the next few years, many customers (especially small businesses) will find this new, complicated law and the resulting regulations very challenging. As a result, they will need an experienced agent to guide them through the process of obtaining health insurance more than ever. The Big “I” is committed to providing its members with the necessary tools to serve as that trusted health insurance advisor.

Margarita Tapia (margarita.tapia@iiaba.net) is Big “I” director of public affairs.