Description: This article describes the four keys to successful worksite marketing: 1. Onsite selling either with group meetings or one-on one using professional enrollers. 2. Use a process that has been proven successful. 3. Gain employer sponsorship/commitment/endorsement. 4. Ensure your insurance company is committed as evidenced by high quality service from issue on through the life cycle of the policy.

Description: Authors demonstrate the use of the claim reserve run-out test for the long-term A&H products. They present the method of this test and show a numerical illustration to depict interpretations of testing results.