How Can an Income Annuity Protect Against the Risk of Living Too Long?

The purpose of an annuity is to protect against the financial risk of living too long…the risk of outliving retirement income…by providing an income guaranteed* for life.

In fact, an annuity is the ONLY financial vehicle that can systematically liquidate a sum of money in such a way that income can be guaranteed* for as long as you live!

Here’s How an Income Annuity Works:

  1. The annuitant pays a single premium to an insurance company.
  2. Beginning immediately or shortly after the single premium is paid, the insurance company pays the annuitant an income guaranteed* to continue for as long as the annuitant is alive, assuming the annuitant selects a life income option. There are other payout options also available.
  3. The insurance company pays survivor benefits, if any, to the annuitant s designated beneficiary after the annuitant s death.

* Guarantee is based on the continued claims-paying ability of the issuing insurance company.

Please contact my office if you re interested in discussing possible income annuity solutions to the risk of living too long.

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Email communication is still number 1

There’s good news for real estate email marketers – Americans are obsessed with email! A study by Adobe Systems, published in Forbes magazine, states that adults spend over six ours a day checking email. Study participants say they check email “around the clock.”

And if you thought email wasn’t hip enough for Generation Y, guess again! Millennials check email more frequently than Generation X or Boomer users.

Email obsession knows no boundaries. Ninety percent of study participants check personal email while at work – and check work email on personal time. Sneaking a peek at email is an irresistible urge, and is often done in the midst of some other activity.

For example, study participants admitted to reading email while watching TV, and while talking on the phone, or while using the washroom, and even while driving their car. About 30 percent of them said that checking email is the first thing they do each morning – before getting out of bed!

However, there are some common complaints about emails. According to the study, pet peeves include:

  • Long messages that cannot be read without scrolling
  • Messages that take too long to open due to images
  • Spam
  • Repetitive/pointless messages
  • Too many messages

Want to know more — email me – robertjrussellcompanies@gmail.com

 

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Photo: Getty Images

Former UnitedHealthcare CEO Bob Sheehy is rejoining the marketplace with his latest endeavor: Bright Health, a new health insurance startup. As co-founder and CEO, Sheehy has secured $80 million in funding from venture capitalists and is eyeing PPACA exchanges and Medicare Advantage.

Kyle Rolfing and Dr. Tom Valdivia, Sheehy’s co-founders, will act as president and chief medical officer, respectively. The two come from executive positions at Definity Health, a company that was bought out by UnitedHealth Group in 2004.

Bright Health will sell narrow-network plans on and off PPACA’s exchanges in 2017 in one state, although it hasn’t been revealed which state that is yet (with the startup making its home in Minneapolis, my bet is on Minnesota, but you know what people say about assuming things). The announcement is a few months away, but Sheehy says the goal is to have Bright Health available in three to five states over the next five years.

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The plans — exclusive organization plans (EPOs) — will be Bright Health’s only offering. Sheehy says there will be several EPO products patients can choose from, including options with coverage that is more inclusive, as well as high deductible and HSA pairings. Bright Health will also build partnerships with leading health care systems in each market to provide billing and claims processing, mobile technology, and simpler physician communication.

Oscar Health Insurance CEO Mario Schlosser has found the strategy he says will build his startup into a million-customer player…

Narrow alignments with providers may give some consumers pause, but Sheehy says it will actually provide better patient care.

“Having a health plan structure with a single delivery system is a great way to evaluate and improve and coordinate care,” he said to Minnesota’s StarTribune. “If you don’t have a group of people you’re accountable for, it’s hard to know if you’re making a difference.”

As for Medicare Advantage, Bright Health is inching toward a contract with the Center for Medicare and Medicaid Services (CMS), anticipating an Advantage plan by 2018.

The growing reliance on technology will also play a major role in Bright Health’s mission, as “consumer-centric” advances like scheduling and helpful drug information will be easily accessible by smartphones.  “We are really working to think how we can simplify the whole health care experience by using technology,” Sheehy said.

Bessemer Venture Partners and New Enterprise Associates led the $80 million investment round. The two VCs are no stranger to funding health care companies, as both have investments tied to Collective Health, GetInsured, and Liazon.

The latest funding will help secure Bright Health’s employees, as it’s in process of bringing 25 people on right now, and plans to have 50 by the end of 2016.

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Sandy Beach Home in Ecuador

Try to imagine miles of beautiful, sandy beach on the Pacific Ocean. Colorful fishing boats at one end, and parasailers soaring along with the pelicans and frigate birds at the other. Offshore, you may even get a glimpse of a humpback whale breaching the surface. Along the beachfront, there are dozens of restaurants and bars with great food at low prices where you can sit and enjoy the view.

Now imagine you’re less than an hour from two major cities. Finally, imagine that you can buy a home there for less than $100,000.

It’s not your imagination…you are picturing Crucita, in the Manabi province of Ecuador.

This picturesque location is only about a 45-minute drive from the port city of Manta, the sixth-largest city in the country, and even closer to the seventh-largest, Portoviejo. It is the perfect balance between getting away from it all, and still having access to ”big city” shopping and services whenever you need them.

Crucita offers good value if you would like to rent for a while before committing to a home purchase. I found an oceanfront, furnished 2-bedroom condo offered for $850 per month, or rent a full house on the hills overlooking the beach for $750.

If you are on a really tight budget, there’s a villa with a studio-type arrangement a block off the beach for only $220—and that includes cable television and WiFi internet.

Crucita currently has available DSL (wired) internet service via the local phone company and several wireless access options, but plans are underway to bring fiber out from nearby Manta as well—making Crucita a picturesque location where you could earn a portable income.

Despite a population of only 4,000, there are some wonderful homes on the market if you’re looking to buy, with beachfront lots and land on the surrounding hills still available for new builds. A 1,000 square foot two-bedroom, two-bathroom condo right on the beach recently sold for $99,800. There’s a one-bedroom, one-and-a-half-bathroom condo currently on the market for $89,500. And if your taste runs more to a single family home, there is one just around the corner from that building (still with ocean views) for $75,000. It features two floors, two bedrooms, and two bathrooms. And also comes with a balcony.

Remember, all of these homes are on the Pacific Ocean. The Ecuador coast is one of the few remaining places in the world where it is possible to get warm, oceanfront property in a price range that is affordable for so many.

Like most of the Ecuador coast, Crucita is blessed with a climate that is perfect for beach lovers. It is rarely hotter than the low 90s F or cooler than the low 70s F. The sea breezes that make it so perfect for hang gliding and parasailing, also make for relaxed outdoor dining on your balcony or at one of the great restaurants.

Speaking of food, in addition to the fresh fruits and vegetables brought in from the hills behind Crucita, the fishing fleet provides plenty of some of the best fish you can find on the planet—nearby Manta is, after all, the Tuna Capital of the World! You can stroll down the beach and buy your fish right off the boat, and they are happy to filet it for you on the spot.

Crucita is a very friendly place as well. The locals are used to having visitors come in from the city on the weekends, and there is a small but active expat community that is happy to help newcomers settle into the relaxed lifestyle of coastal Ecuador.

So if you want an affordable and beautiful small-town home at the beach—all the while generating a completely flexible, portable income—and still close to city services…you should take a closer look at Crucita, Ecuador.

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Rise in Mortgage Applications!

Mortgage apps jump 10 per cent
Mortgage applications jumped in the week ending April 8 according to the Mortgage Bankers’ Association. Its Market Composite Index was up 10 per cent on both an un-adjusted and seasonally-adjusted basis compared to the week earlier.

“Helped by a persistently strong job market and low rates, applications for both conventional and government home purchase loans increased last week. The purchase index was at its second highest level since May 2010. Applications to refinance also increased as the 30-year contract rate decreased to its lowest level since January 2015,” said Mike Fratantoni, MBA’s Chief Economist.

The Refinance Index increased 11 per cent from the previous week to its highest level since February 2016. The seasonally adjusted Purchase Index increased 8 per cent – its highest level since October 2015. The un-adjusted Purchase Index increased 9 per cent compared with the previous week and was 24 per cent higher than the same week one year ago.

Zillow boss denies trying to get realtor.com secrets
Spencer Rascoff, the CEO of Zillow, testified Wednesday that he did not hire two executives from Move Inc, operator of realtor.com, to gain access to confidential trade secrets. He told lawyers that he denied the allegations and that he would have “hung up the phone” if anything like that had been suggested by the executives during employment negotiations.

Geekwire.com reports that Move Inc., which is part of Rupert Murdoch’s media empire, is seeking up to $2 billion in damages, more than half the market value of Zillow.

San Francisco rules living in a box illegal
A San Francisco man who has been protesting against the city’s soaring rents by living in a cardboard box is breaking the law. Peter Berkowitz is living in the 32-square foot box in a friend’s home and paying him $400 a month and was planning to create the ‘pod homes’ for others. His stand against sky-rocketing rental payments ($3,500 average for a one-bed apartment) became a viral sensation.

However, the city’s Department of Building Inspection says the pod breaches housing, building and fire safety codes and are illegal.

“We’re concerned that Mr. Berkowitz is going out and trying to increase the number of these, knowing that this is an at-risk type of thing to do,” DBI’s legislative and public affairs manager, William Strawn told Hoodline.com, “It’s not just a matter of high rents and a matter of how people are coping with rents in San Francisco; there are fire safety realities.”

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California makes a move to keep first time home buyers

This state has just announced a big boost for first-time buyers
First-time buyers in California have just been given a boost to their dreams with increased income limits for eligibility for CalHFA Conventional mortgages.

The announcement from the California Housing Finance Agency means that families who earn up to 140 per cent of their county’s median income could qualify for a loan; this is increased from the current 120 per cent limit.

The raised limit applies in 35 counties which have been identified as having the greatest gap between income and home prices.  CalHFA estimates that the change will enable thousands of new buyers to secure a mortgage.

“First-time homebuyers are essential to a strong housing market, and we know that many potential buyers are struggling to afford homes in California as prices continue to rise,” said Joel Singer, CEO of the California Association of Realtors.

As an example, a family of four in Los Angeles County, where more than half are renters, have been able to earn a combined $77,750 to be eligible for a CalHFA Conventional loan; now they could qualify even if they earn up to $90,700.

Illinois realtors celebrate 100 years with a new name
After 100 years the body representing 44,000 realtors in Illinois has decided to make a change and has announced a shorter name. The Illinois Association of Realtors will now be known by the snappier Illinois Realtors.

The change was announced at a celebratory reception Monday, when the association also named Luke Bell as its new executive vice president.

2016 President Mike Drews commented that the name may have changed but the aims and culture of the association remains: “Now we look to the future with a more modern and less formal name, but with the same goals and mission in mind, promoting advocacy, education and ethics in the profession.”

Even homeowners in low risk areas should consider flood insurance
It’s not just those homeowners who live in high risk areas that should consider taking out flood insurance. That’s the advice from the Insurance Information Institute which warns that less than 15 per cent of homeowners and renters in the Us have flood insurance despite floods being involved in 9 in 10 natural disasters nationwide.

“Too few residences are covered by flood insurance policies because many homeowners and renters underestimate their flood risk,” said Jeanne Salvatore, the I.I.I.’s senior vice president, Public Affairs, and chief communications officer, noting that 20 percent of all flood claims come from moderate-to-low flood risk areas.

With hurricane season for Gulf and Atlantic coast states just two months away the I.I.I says now is a good time to arrange cover as there is a 30-day wait between buying a policy and it taking effect.

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Thunderstorm Predictions

Do you know what to do if a dangerous thunderstorm rolls in? Photo: iStockThunderstorms can occur year-round, and we have started the first of the two seasons — spring and summer — that they are most likely to occur.

Amelia, Ohio-based specialty residential insurer American Modern Insurance Group, a subsidiary of Germany-based Munich Re, has some tips for homeowners to better protect their properties and families against these events.

“When it comes to thunderstorms, thoughtful planning and preparation are essential,” said American Modern’s Heather Bolyard, assistant vice president of claims support. “For example, one simple yet effective measure homeowners can take is to secure items found in the yard, like trampolines, which can become airborne and dangerous if not properly tied down or stored away.”

Severe thunderstorms accounted for 43% of insured property windstorm losses in the United States — in 2015 values — between 1980 and 2015, according to American Modern. The company reported that in 2011 alone, the United States suffered insured property losses of $27 billion because of tornado’s, hail, wind gusts and flash floods that accompanied severe thunderstorms.

Thunderstorms can be unpredictable, but American Modern says there are a number of ways homeowners can better prepare for them:

Disaster supply kit

You can’t predict when a storm hits, so keep your disaster supply kit handy. (Photo: iStock)

1. Prepare a supply kit

A basic disaster supply kit should include essential items such as water, nonperishable food, a flashlight and first-aid materials.

Because you can’t predict where you’ll be when a storm hits, it is important to have supplies where you are most often, such as at home or in your car.

Tree trimming

Trim damaged branches from trees. (Photo: iStock)

2. Trim trees

Remove or trim dead or damaged trees and branches that could fall and cause injury or damage during a severe thunderstorm.

You can check with your local city government about any guidelines or required consent applications and contact a qualified (and insured) arborist or tree surgeon for advice, if necessary.

Try to have a qualified arborist inspect trees every two to three years to identify any preventative action necessary. A major cause of tree failure is root damage, so be careful when digging or excavating around trees.

Don’t forget to park your car away from trees if strong winds and severe storms are predicted.

Items usually kept outside house

Secure loose siding, fences and objects that you normally keep outdoors. (Photo: iStock)

3. Store items inside

When alerted of a thunderstorm, bring in anything from the outside that could become windborne debris (lawn furniture, bicycles, trash bins and trampolines, for example).

Also secure any loose siding or fence panels.

Strong winds can pick up even large items such as outdoor furniture, trampolines and roofing iron that could potentially damage windows, roofs and cars.

Identify things which you may need to secure and include this information in your plan. If you are going away on a holiday during a stormy season, consider securing these items and following other relevant steps before leaving.

Refrigerator controls

Store food in refrigerator on the coldest setting. (Photo: iStock)

4. Keep food cold

Turn your refrigerator and freezer to the coldest setting and keep it closed as much as possible so food will last longer should you lose power.

Gutter cleaning

Rid gutters of anything that can cause blockage. (Photo: iStock)

5. Check gutters

Clean gutters and downspouts so rain water can flow freely.

A plugged gutter or damaged drain pipe can create a dam and subsequent roof leak.

Keeping the drains around your property clear will help surface water move away and prevent water from pooling and entering your property.

Pot plants in courtyards and around houses are often used to hide drainage grates. Always remember to move these if there is a thunderstorm warning. Also, park away from low lying areas and drains.

Portable generator

Keep a portable generator handy in case there’s a power outage. (Photo: iStock)

6. Purchase a portable generator

Although generators can be useful in the event of a power outage, remember to use them safely by keeping generators and other power/heat sources outside, at least 20 feet away from windows and doors and protected from moisture.

Never try to power the house by plugging a generator into a wall outlet.

Related: 18 tips for what to do before, during and after a power outage

Evacuation plan

Put together an evacuation plan and discuss it with family members. (Photo: iStock)

7. Prepare for an evacuation

Discuss an evacuation plan with members of your household to minimize confusion that may result from the need to leave quickly.

Especially during peak storm season, it’s important to keep your car filled with at least a half tank of gas in case you need to evacuate or in the event of a power outage, as many gas stations rely on electricity to power their pumps.

Plan where you’ll go and how you’ll get in contact with each other as well as any special circumstances or considerations for your household (including any member with chronic illnesses, disabilities, etc.).

Don’t forget that storms and other emergencies can happen at any time of the day, so think about where household members may be if and when the storm hits (school, work, commuting), how you’ll get in touch with them, and where you can meet up.

Try to identify how you will manage in these circumstances and who you may be able to get additional support from. Everyone should know what the plan is.

Check your insurance policy to make sure it’s current and that you have adequate coverage.

Consider things such as the type of coverage — building insurance for homeowners and mortgagees, contents insurance, etc.

Consider also your level of coverage and ensure that your insurance policy provides coverage for the types of events specific to your location. These may include: flash flood, storm water runoff, associated landslip (or landslide) and damage to properties by trees.  Discuss this with your insurance agent.

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Real Estate Investment

With stock, bond and financial markets plagued by volatility, real estate investing provides a refreshing alternative. Real estate brokers, agents and investors alike understand that real estate can offer safe and lucrative investment returns.

Real estate professionals utilize special tax advantages that are permitted through ownership in real estate. Savvy real estate investors will place an emphasis on income-producing real estate because of the excellent passive income opportunities that they present.

In order to fully protect their real estate wealth, it is imperative that real estate professionals, as well as their high net worth clients, understand the ways to enhance investment portfolios through sources of tax-free, liquid income.

The Asset Rich And Cash Poor Trap

Real estate investing has made many a millionaire, but for the IRS, it is also a major source of revenue as well. Federal and state governments routinely impose inheritance taxes on the estates of wealthy individuals. This tax, known as an estate tax and commonly referred to as a death tax, can place a heavy drain on the estates of deceased individuals. The United States Federal Government imposed the current national death tax by means of the Revenue Act of 1916. Aside from a one-year reprieve in 2010, during every year since 1916, the IRS has been taxing the value of deceased estates.

How much is the IRS taxing? For the unaware or unprepared in their estate and retirement planning, the consequences of a resulting liquidity shortfall can be devastating. From 1935 to 1981, the top death tax rate was at least 70% and has never fallen below 35% since. This rate is applied to the valuation of ANY real estate holding (partnership or otherwise) deemed inside of the estate of the deceased.

Compounding this potential tax nightmare even further, the estates of the deceased are also responsible for the filing and payment of the final annual income taxes, gift taxes, generation skipping taxes and any capital gains taxes that are owed to the IRS as well.

The list of influential people who have had their estates victimized by the death tax reads like a who’s who of American culture. Banking and finance giant J.P. Morgan paid a nearly 70% death tax rate on his gross estate as did John D. Rockefeller, Sr.

Elvis Presley had a staggering 73% of his estate go towards his death tax liability. Elvis may be the king of rock and roll, but he was no match for the king of all taxes.

Secure Returns And Tax-Free, Liquid Income

The death tax is not going away, so what can real estate professionals do about it to help themselves and their high-net-worth clients avoid a fire sale of assets in order to fund these tax liabilities?

Teachers Pension Advisory Services is a nationwide team of estate planning specialists. Our investment and retirement planning services proudly serve the needs of the real estate professional. We are a fully independent agency, and this independence allows us to partner with some of the most respected and successful life insurance, long-term care and annuity carriers in the world.

illiquid assets such as real estate need to be protected from estate taxes. The best way to do just that has always been through life insurance. No other type of estate planning vehicle allows for as many tax savings and living benefits as what life insurance provides.

Even if you or your clients already have a life insurance plan in effect, we can be just as valuable of an asset. We provide free assessments of your current life insurance program and can seamlessly transfer you into a new one that we GUARANTEE will both save you money on your cost of insurance while significantly increasing your permanent, tax-free benefits.

Just because you or your clients decide to exit your current plan and switch into a new life insurance program does not mean that the prior policy’s cash value earnings have to be left behind with it. The life insurance industry is constantly changing. United States tax code allows for any permanent, cash value benefits earned inside of a current life insurance policy that qualifies to be transferred completely tax-free into a better, more up-to-date product.

Earn Passive Income Growing Tax Deferred

Real estate professionals and investors are always looking for the passive income opportunities offered through income-producing properties to enhance their retirement portfolios. At Teachers Pension Advisory Services, we believe strongly in passive income too and offer a couple of other methods for you and your clients to diversify your holdings.

Our selection of annuity products that we endorse provides passive income through the highest guaranteed income for life crediting rates available in the industry. These are secure returns offered by some of the largest life insurance companies in the world. Unlike the stock market, our annual rates of return in these annuity products are guaranteed, and the benefits paid out will never be reduced.

In addition, our equity-indexed annuity investments generate passive income returns with both compounding and tax-deferred growth. These are advantages that the stock and bond markets simply cannot compete with. These annuity products capture the gains of the stock market, but unlike stocks, they carry absolutely no downside market risks. At Teachers Pension Advisory Services we simply do not believe in variable investment products or in our clients taking on unnecessary risks in order to amass long-term wealth.

You and your clients will be impressed by the benefits contained in all of our estate planning and retirement products. Contact us today for more information on our current products and rates.

Click here for more information on how our products can be used for you or your clients both personally or for businesses as well.

Looking For Better Interest Rates On Investments?

The benefits of an association with Teachers Pension Advisory Services are not limited solely to retirement and estate planning. Are the interest rates that you and your clients are paying on your real estate or personal investments not nearly as desirable as you would like? Do you find yourself continually frustrated dealing with lenders who are clearly not looking out for your best interests?

We have established affiliations with some of the premier financial and lending institutions in the world because of our large client base. By forming a relationship with Teachers Pension Advisory Services, you and your clients will have the opportunity to pursue preferred, relationship terms that we can secure through these relationships for any of your real estate, personal or business needs based on financial suitability. 

Can you imagine the difference it could make if you were able to lock yourself or your clients into significantly lower interest rates with your investments? Your entire financial outlook would improve substantially because of the increased security in paying less in debt service every month. This would result in significantly more profit to you and your clients’ bottom lines.

There is just no reason why you or your clients should have to continue to spend far too much on interest for not nearly enough benefit in your investments.

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HealthCare.gov may be in trouble


Massive system problems plagued the launch of HealthCare.gov in October 2013.

During the two years before the disastrous opening of HealthCare.gov, federal officials in charge of creating the online insurance marketplace received 18 written warnings that the mammoth project was mismanaged and off course but never considered postponing its launch, according to government investigators.

The warnings included a series of 11 scathing reviews from an outside consultant — among them a top-10 list of risks drawn up in the spring of 2013 that cited inadequate planning for the website’s capacity and deviations from usual IT standards. A few months before, then-Health and Human Services Secretary Kathleen Se­belius had hired another consultant to review the project and recommend ways to improve its management, but its advice was never shared with the technical staff working on the website.

The long trail of unheeded warnings is among the findings from an exhaustive two-year inquiry by HHS’s Office of Inspector General into the failings of HealthCare.gov, which crashed within two hours of its launch on Oct. 1, 2013. The failings tarnished the start of a central aspect of the Affordable Care Act — new insurance marketplaces for Americans who cannot get affordable coverage through a job — and embarrassed the White House, which championed the law.

The findings are contained in a “case study” to be released Tuesday. It represents the most penetrating look ever into what went wrong with the building of the federal insurance exchange and what was done to fix it. It is based on interviews with 86 employees of HHS, its Centers for Medicare and Medic­aid Services (CMS) and companies that worked on the project, as well as on several thousand emails, memos, government contracts and other internal documents.

Rep. Marsha Blackburn (R-Tenn.) asked Secretary of Health and Human Services Kathleen Sebelius who was responsible for failures in the rollout of the Affordable Care Act’s Web site. (The Washington Post)

Many of the basic contours laid out in the 84-page report are, by now, familiar: Federal health officials failed to recognize the enormity of the undertaking, were disorganized and fragmented, were hampered by late and shifting ACA policies, had too little money, used poor contracting practices, and ignored problems until it was too late.

But the inquiry unearthed vivid details that have not been public. And it concludes that the central reason for the problems rested not with the shoddy work of vital IT contractors but with mismanagement by federal health officials carrying out this part of the law.

“CMS didn’t need a technical surge, they needed an organizational surge,” an agency employee told the investigators. A lack of leadership, the report says, “caused delays in decision-\making, lack of clarity in project tasks and the inability of CMS to recognize the magnitude of problems as the project deteriorated.”

The investigators also concluded that once the crisis erupted (only six people nationwide managed to select health plans through HealthCare.gov on its first day) the initial repair blitz was not primarily the result of the “tech surge” ballyhooed by the White House — the talent quickly imported from Silicon Valley and other leading IT firms. The turnaround was fostered mainly by an abrupt culture shift in which government workers, contractors and the tech imports worked hand in hand, initially at a command center in Herndon, Va, Va. Within two months, about 4 in 5 consumers could use the website.

Over the past two years, top federal health officials have apologized for HealthCare.gov’s troubled start, and President Obama has called it a “well-documented disaster.” CMS spokesman Aaron Albright said the problems cited in the report taught the agency lessons about “leadership, accountability and prioritization” that it has applied to its work since.

Among the report’s revelations:

●In the summer of 2013, CMS officials asked CGI Federal, the main contractor building HealthCare.gov, to demonstrate a simple feature called Account Lite, intended to let consumers create accounts before enrollment began. CGI was behind schedule and, when it finally did the demonstration, federal workers found 105 defects.

●On Sept. 26, five days before the launch, CMS officials discovered that the website had capacity for just a fraction of the planned number of consumers who could shop for health plans and fill out applications. That afternoon, CMS officials drove to the Laurel, Md., offices of a contractor, Terremark, and ordered its managers to double the capacity within 72 hours.

●Another contractor, QSSI, which was building the system for consumers to create accounts and verify their identities, underestimated the capacity required because its leaders did not know that consumers would not be able to browse health plans unless they first created an account. Just after midnight on Oct. 1, when HealthCare.gov began to run, QSSI’s staff members were in their office, watching as “everything was turning red on our screens,” indicating that people couldn’t get onto the site, the report says.

Before the site opened, CMS had not tested it end to end to see how the parts worked together. “You can’t test what is not built,” a contractor told the investigators.

Such last-minute chaos stemmed from decisions and dynamics that had begun much earlier, the investigators said. The ACA provided HHS with $1 billion for the administrative expenses of implementing the law, but the department “ceded over half these funds” to the Internal Revenue Service and other agencies carrying out parts of the law, aggravating its own financial strain.

And delays occurred, in part, because of close scrutiny of the CMS’s work by the White House staff, even on relatively minor issues. CMS employees were frustrated, the report says, “with the discussion around changing the term ‘nationwide health insurance’ to “health insurance’ in official documents.”

Work was hampered, too, by turnover of key staff at the CMS Center for Consumer Information and Insurance Oversight, which oversees the marketplace.

As the launch date neared, the report says, CMS officials and workers became “desensitized to bad news about progress,” doing little to respond to warnings and remaining too optimistic.

By the next spring, that had changed. On April 1, 2014, the day after the first enrollment season ended, the agency’s leaders met for three days of “ruthless prioritization” for the second sign-up period that fall. They listed the unfinished work on the website and, after considering what each item would require, cut the list in half.

Even today, after 9.6 million people nationwide signed up during the third enrollment for ACA coverage, HealthCare.gov “faces ongoing challenges,” the report says, including the completion of the website. One last part is an automated payment system with insurers. CMS began to use the system last month, starting with insurers whose own IT systems were ready for it.

Do you need health insurance?

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The perfect sales question

Something I’ve learned over the past 20 years is that there is no perfect sales question. However, there is a series of perfect questions.

These questions uncover your prospects’ current situation, where they want to be (their desired state), how problems are impacting their businesses (or themselves), what they expect from a solution, the way the decision-making process works in their organizations and the nature of potential roadblocks.

If you ask questions to uncover these pieces of information, you should be able to position your solution in a manner that resonates with your prospect. But here’s the catch: You must pay careful attention to your prospect’s responses and be prepared to ask on-the-spot questions to further drill down and get clarification.

For example, if your prospect says, “It’s costing us a lot of money,” it’s imperative to summon up the courage to ask: “Exactly, how much money is it costing you?” This may sound simplistic, yet in the sales conversations I have witnessed, it seldom happens.

So while there may not be a single perfect sales question, a series of high-value, thought-provoking questions can absolutely help you close more sales.

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