ASJ_Microguide

8/3/2019 ASJ_Microguide

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AGENTS SALES JOURNAL

ASJonlne.om

MEDIA KIT2010


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As Sas Ja| ASJonline.com | 800-933-94492

Agents sAles JournAlnAtionAl editionCirCulAtion 50,000*Independent insurance advisors rely on theAgents Sales Journal

as their primary sales resource. Our readers have been in the

business or an average o 10 to 15 years, are just hitting their

proessional stride, and are looking to grow their practice througha combination o new products, new opportunities, and ASJs

hard-hitting editorial content.

Our unique blend o sales-oriented how-to inormation, based

o the needs o producers as identifed through Agent Medias

ongoing market research platorm, is perect or helping advisors

everywhere build their lie, health, and annuity practices.

ASJs content and editorial mission help the top producers o

today become the super producers o tomorrow efcient,

high-profle, and connected independent agents poised to take

the industry by storm.

* June 2009 BPA Circulaiton Statement


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Adapting to Our Reader NeedAccording to the 2008 Independent Brokerage Study, jointly conducted by Agent Media and NAILBA, trade

magazines are the No. 1 source o inormation or agents. And in todays uncer tain business climate, ASJs

role is more important than ever. With the October 2009 issue, ASJ has redesigned its magazine to better

help readers navigate the unique challenges acing todays up-and-coming independent insurance advisors.

Our logo will have a morecontemporary look and feel to

match the personality of our

young, energetic readers.

ASJs format is changing from a

tabloid, news-style journal to a

contemporary glossy magazine. ASJ

will maintain its larger dimensions,

allowing us to put more information

into the hands of readers.

before

after


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13NATIONAL EDITION

10%

44%

26%

17%

3%

Inthepast year,didyournew healthinsurancesales

CHART1

Increasesubstantially

Increasesomewhat

Staythesame

Decreasesomewhat

Decreasesubstantially

Pellett, page14

Producers Face Tough Times in Health Insurance Marketplace2008 Agent Media study shows stagnating sales, shifting challenges

BY CHRISTINA PELLETT

Todays health market appears to be

ailing.

Inearly2007,64 percentofagents

indicated that theyd seen a rise innewhealthinsurancesales,withonly 8

percentindicatingadecrease.Thisyear,however, AgentMedias*third-annual

HealthInsurance Studyshowed that

only54percentsaw anincreaseover

lastyearssales,with20percentsuffering

adecreaseinnew policiessince2007.

(SeeChart1)

Sowhythedrop?Manyexpertssay

that,whiletheindividualmarketplacehasstayedsteady oreven increasedin

volume,sharplyrisingpremiumshave

forcedmanysmall-businessownersto

cutdownor eliminatethehealth benefits

theyoffertoemployers,leavinga gap

inmanyagents businesses.

Theyfeelitsbecomejusttooexpen-

sive,saidCarolynGoodwin,president

oftheTexasAssociationofHealthUnder-writers.Ithinkthatsavalidobjection

ifyoulook onlyatnumbersasopposed

tothevalueofwhatyouhave.ButIve

usedcarinsuranceas anexampleand

Iveusedhomeownersinsuranceas an

examplewe insureourhomesandwe

insureour carsbecause theyreassets.

Thelargestasset,though,isour health,

sowhynotinsurethat,aswell?

Oneavenueforagentstohelptheirsmall-businessclientsa groupdefined

asworkplaceswith

fewerthan100em-

ployeesand which

comprises 99 per-

cent of U.S. busi-

nessesis ahigh-

deductiblehealthplanpairedwitha

healthsavings account(HSA), which

canhelpshifttheburdenof costtoemployeeswhileencouragingthemto

pursuepreventive treatmentagainst

catastrophicillness.On page28,we

revealtheresultsof theHSAportionof

AgentMedias2008 HealthInsurance

Study,conductedin partnershipwith

theAssociationofHealthInsurance

Advisors(AHIA),the CouncilforDis-

abilityAwareness(CDA),andtheNa-

tionalAssociationofHealthUnderwrit-ers(NAHU).

Butfirst,letstakea lookatthechal-

lenges faced by and experiences of

thoseproducersinthehealthinsurance

marketplace.

Optimismand opportunity

Whilesaleshavewanedoverthepast

year,producersremain optimistic:Seven-

ty-fivepercentofagentssaidtheyexpecttheirsalesto increaseoverthecomingyear,whileonly20percentbelievethey

willstaythesame and4percentexpect

adecrease.

Ithinkthemessageisgettingouttherethatitsas criticaltotakecareof

ourhealthcareas itis totakecareof

ourassets,said Goodwin.WhileMikeNorderhaug,vicepresident

ofsalesstrategyforAssurantHealth,

agrees thatthegroupmarketplaceissuffering,thistrend createsanoppor-

tunityforagentsto moveforwardin

theindividual healthmarketplaceas

employeeswithreducedor nonexis-

tenthealthbenefitsatwork seekotheravenuesforcoverage. Already,infact,

mostagentssell individualmajor medicalmorethananyotherpolicy(42percent),

withgrouphealthtrailingbehindat22

percent.(See Chart2)

With a great deal of pressure on

small employers to reducecoverage,

more people are

shiftingtotheindi-vidual market to

buy health insur-

anceontheirown,

Norderhaug said.

Thisis newtolotsofpeople.Theyrefacing this on their own, and they

will need agents. They will really

needadvicetohelpthemsort outtheir

options.

Challengesfaced

andshifting priorities

Thetopfivechallengesfacedbyagentsin

todayshealth marketplacespeak largely

totwoofthestrongestpainpointsfor

healthconsumers:costandaccessibility.Forty-fivepercentofagentssaytheirbig-

gestchallengeisthatclientsbelievethey

cantaffordcoverage,while42 percent

Individualmajormedical

Grouphealth

Medigap/Medicaresupplement

Longtermcare

Disability

Consumer-directedhealthplans(HSAs,HRAs,etc.)

Voluntarybenefits

Hospital/surgical

Short-termmajormedical

Mini-med

Criticalillness

Internationalplans

Substandardhealth

Discountplans

22%

11%

7%

Whattypeofhealthinsurancedoyousellthemost?

CHART2

0%

1%

4%

0%

0%

1%

1%

2%

4%

5%

42%

53%

21%

15%

Whendeciding whichpresidentialcandidate tosupport, whichof thefollowingissuesis mostimportant?

CHART3

TheU.S.economy

Nationalsecurity

Healthinsurance

Thewarin Iraq

Immigration

6%

5%

I i ll

I

i ll

I I LL

-

-

-

-

-

-

--

-

-a

-writ-

e chal-

nces ofnsurance

--

-

with reduced or nonexis-ealth benefits at work seek other

avenues for coverage. Already, in fact,most agents sell individual major medicalmore than any other policy (42 percent),

with group health trailing behind at 22percent. (See Chart 2)

h

Forty-

gest chal

cant affor

In

dividual major medical

Group health

Medigap/Medicaresupplement

Long term care

Disability

Consumer-directed health

plans (HSAs,HRAs, etc.)

l ntary benefits

i l i l

- i l

i i-

i i l ill

I i l l

l

i l

22%

11%

7%

What type of health insurance do you sell the most?

CHART 2

4%

4%

5%

. .

i l i

l i

i I

I i i

Exclusive & Comprehensive Selling Guides

1 2Unprecedented Market Research

Each issue o theAgents Sales Journalincludes exclusive and comprehensiveselling guides designed to help agents master the basics o their eld,

develop strong selling strategies or marketing and prospecting, and nd the

right products or their clients needs.

Unprecedented market research reveals agents experiences and outlooks oneach product eld, serving as benchmarks or agents and promoting ideas

that carriers and insurance marketing organizations can use to better meet

those producers needs.

Asj Unique Editoria Miion


4

*Source: Agent Medias 2008 Health InsuranceMarket Study. Conducted by Agent Mediain partnership with the Association of HealthInsurance Advisors, the Council for DisabilityAwareness, and the National Association ofHealth Underwriters. Survey sent to AgentMedias agent database.


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SEPTEMBER2008 | AGENTS SALES JOURNAL24

2008LTCISELLINGGUIDE LTCIREPORTCARD

Asa companiontoourannualLong TermCareInsur-

ance survey, we polled agents nationwide on whichcarriers best meet their needs in a variety of catego-ries ranging from who is best at keeping premiums

stable to which company has the most reasonablypriced products. The categories reflect all aspects ofan agents relationship with their carrier.

The list of companies represented in the surveywas derived from a ranking of the top LTCI carri-

THE 2008 LTCI CARRIER REPORT CARD

With which of the following companies are you appointed to sell LTCI?

Allianz Life 43%

Genworth 63%

John Hancock 70%

Massachusetts Mutual 11%

MedAmerica 22%

MetLife 44%

Mutual of Omaha 33%

Penn Treaty Network America 21%

Prudential Long Term Care 30%

ers active in the independent distribution channel.

Weve presented the top five companies as ranked byagents in each category, as well as a list of insurersthat respondents are contracted with and t hose they

reportwritingthemajority oftheirbusinessthrough.Respondentsrankedonlythose companiestheywereappointed with.

Results reflect responses from producers who iden-tified themselves as independent agents and who

have sold at least one LTCI policy in the past 12

months. Four hundred ten agents took part in thereport card rankings.

See how your appointed companies ranked in the

study, as well as how their competitors fared.

Forquestions on this and otherstudies, call 800-933-9449 ext.226

oremail [email protected].

The Producers Guide To

START

END

-

-

ship with their carrf companies represented in the

ved from a ranking of the top LTCI ca -

With which of the following

Allianz Life

Genworth

cock

-

- - .

. .

3Special Carrier Report Cards

4Special Features

5Unique How-To ContentSpecial carrier report cards indicate which

companies best meet agents needs, showing

agents the areas carriers excel in and those

they can strengthen.

Notable special-ocus sections cover

products and new marketing strategies,

helping to round out readers product

portolios and expertise.

Unique how-to content and selling guides

from top industry experts provide practical

tips and essential information that help

agents improve their businesses.


5

Asj Unique Editoria Miion [contd]

*Source: Agent Medias 2008 LTCI Carrier Report Card.Conducted by Agent Media in partnership with theAmerican Association for Long-Term Care Insurance.Survey sent to Agent Medias agent database.


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seing Guide ASJs Comprehensive Selling Guides give readers in-depthknowledge on a specic topic each month. Whether a producer has specialized in the

eatured topic or years or theyre just beginning to explore that particular market, our

Selling Guides will be indispensable , oering:

Results on the latest market studies, which debut only in the pages o ASJ

Expert insight

Firsthand advice rom successul readers

Inormation on additional online and multimedia coverage

FeatureTheAgents Sales Journal will include hard-hitting eature stories based onindustry developments and issues our reader s tell us they need to know more about. This

section will continue to answer the readers question o Whats in it or me? by telling

them exactly what they need to know to grow their business. Our Feature packages will

also integrate online and print content to bring readers all the inormation they want to

know on any given topic, whether in print or on the Web.


CONTENT PROFIlE:

Feature & seing GuideWe know ASJ readers are just hitting their proessional strides, which means theyre movers and shakers who cant be bogged down with

fu. When they read theAgents Sales Journal , theyre looking or the hard-hitting, easy-to-digest content theyve come to expect and

our new ormat will deliver just that, with shorter, more impactul stories, additional sidebars packed with need-to-know inormation,tie-ins with interactive online multimedia content, and proles o successul agents ready to share their exclusive secrets with readers.


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CONTENT PROFIlE:

Front o the Book

Editor letterFormerly the Perspectives column, the Editors Letter is a communication be-

tween ASJs editor and the magazines readers. Its goal is to open a dialogue

by conversationally expanding upon a specic issue presented in that months

magazine or adding to existing coverage in order to guide readers toward suc-

cess in their business. Periodically, it will cover whats new and interesting on

ASJonline.com that month.

On The Web

Many agents tell us they turn to both our print magazine and our Web site

at www.ASJonline.com or the latest cutting-edge inormation in the insur-

ance world. To bridge the gap between our print and online presence, we

created On the Web a ull-page department designed to drive readers to

www.ASJonline.com to nd additional coverage and eatures they cant get in

the print edition.


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CONTENT PROFIlE:

DepartmentYour PracticeThis expanded department delves into the nuts and bolts o running an insurancepractice by oering expert advice on the day-to-day business challenges aced by producers. Coverage may

include technology tips or streamlining business, stang considerations, and nances, as well as inormation on

continuing education, designations, legal issues, and more.

MarketingThe Marketing department will cover anything and everything readers can use to grow

their business. Most importantly, it will discuss the techniques, both new and tested, that other agents haveound successul in building their practice.

ProductIn this depar tment, ASJ doesnt just cover the basics o selling products like lie insurance,LTCI, and lie settlements. Instead, we take an in-depth look at the tips and secrets or selling both up-and-

coming products and tried-and-true oerings, and examine what recent product-related issues may mean

or readers.

Propecting CornerReaders continue to ask ASJ or more prospecting advice, and ASJ deliv-ers in this new-and-improved department. Here, eatured prospecting experts rom across the nation address

specic reader questions on prospecting, the No. 1 challenge aced by agents in the industry today.

NEW Fact FinderThe brand-new Fact Finder department was designed to help readers succeed byshowing them how other producers have overcome specic challenges. In Q&A ormat, ASJs editor speaks

with a successul, established producer, asking questions about their business and the market in which they

work. The Q&A will run alongside a proessionally shot photo o the agent, helping readers identiy with the

people theyre learning rom.

Source: Agent Medias2009 Health Market Study.

Survey sent to Agent Mediasagent database.


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Asj & www.Asjonline.com

ASJs readers are early adopters in the insurance industry, and they show thateagerness in the way they digest inormation about their industry. These produc-

ers subscribe to and read e-newsletters, listen to podcasts, attend webinars, and

have an active online presence. Thats why theAgents Sales Journal print edition

and its Web site, www.ASJonline.com, are working together to provide tech-savvy

producers with multiple ways to nd what they need to grow and ast.

Our regular podcast series will continue to deliver timely, hard-hitting

interviews with industry experts but well also be adding to our

print material with special exclusive podcasts and audio clips that

deliver even more o the story or busy readers.

ASJs interactive eatures, such as online video tutorials and market-

specic resource pages, will add yet another layer o useul inormation

to our relevant print coverage.

Well point readers to expanded online content relating to what

theyre reading in print, helping to bridge the gap and drive more

readers to ASJonline.

Regular e-newsletters oer a combination o print and Web-only

material or readers who preer to receive content straight to their

virtual mailbox.


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Value PropoitionWhat in it or Asj reader?

Editorial content is closely aligned with agents

specic inormational needs, giving them the tools

they need to grow their core practice and to ex-

pand into new revenue opportunities.

What in it or Asj advertier?

The opportunity to communicate a companys

message to a highly engaged, proessional readership

actively using ASJ to grow their sales in advertisers

key markets.

Its proven thatAgents Sales Journal readers have hit their proessional strides and are looking or new op-

portunities. And with ASJs specic research-driven editorial ocus and new look, you can be sure even more

agents will fock to the magazine and Web site or the best insurance industry inormation available.

Advertising in ASJ should be the primary ocus or any company wanting to stay resh in the minds o young, eager,

successul agents. Its the essential media buy, not the optional media buy.

More than 68% o ASJ readers polled in our 2008 Brokerage Study* said that they would contact one or more

brokerage agencies in the next year to inquire about products or services.

1 2

3

*Source: Agent Medias 2008 Independent Brokerage Study Survey sent to Agent Medias agent database..


11/15


AGENT sTATUs*Independent 79%

Captive 15%

Semi-captive 6%

YEARs IN lIFE/HEAlTH BUsINEss*

1-5 26%

6-20 44%

21+ 30%

ExPECTED ANNUAl COMMIssION/OVERRIDE INCOME*Less than $50K 23%

$50K-$100K 37%

$100K-$200K 26%

$200K-$300K 6%

Over $300K 8%

MARKETs AGENTs CURRENTlY TARGET OR PlAN TO TARGET*

Senior Market 66%

Boomer Market 48%

Business Market 47%

Financial Planning 38%

Afuent Market 27%

Mortgage Protection 24%

Associations 18%

PRODUCTs ACTIVElY sOlD*Term Lie Insurance 72%

Permanent Lie Insurance 67%

Fixed Annuities 58%

Long Term Care Insurance 53%

Disability Income Insurance 47%

Individual Health Insurance 46%

Medicare Supplement 44%

Indexed Annuities 43%

Final Expense Insurance 34%

Group Health Insurance 33%

Variable Products 32%

Supplemental Products 28%

Mutual Funds, Stocks or Bonds 25%

Dental Insurance 21%

*Source: Publishers Own Data.

Asj Reader Profle


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2010 Asj Caendar

CloSingDAte

PubliShingDAte

PrimAry toPiCS SPeCiAl FoCuSSPeCiAl SeCtionS /AD oPPortunitieS

SPeCiAlSuPPlementS

bonuS DiStribution

JAnuAry 18 Nov 28 DecPlanning or success in 2010

Compliance/regulation

Health market/dental

Annuities

Benets

Compliance Handbook NAILBA Executive Forum

FebruAry 23 Dec 27 JanVariable and indexed productsThe boomer market

Charitable giving

Lie settlements

LTCI

Lie insurance

Disability

Variable and Indexed Product Selling Guide NAVA Marketing Conerence

mArCh 25 Jan 24 FebLie settlements

The senior market

Health market/HSAs

Annuities

Benets

Lie Settlement Market Study

Guide to Lie Settlements

Producers Guide to the Senior Market

LISA spring conerence

Benets Selling Expo

NUCO LSS

APril 19 Feb 26 Mar

Annuities

Critical illness insurance

Selling to Generation Y

Lie settlements

LTCI

Lie insurance

Disability

Annuity Market Study

Annuity Sales Guide

Producers Guide toDisability InsuranceAwareness Month

NAFA

AALU

NAILBA Agency Management Institute

Critical Illness Sales Boot Camp

mAy 29 Mar 28 Apr

Retirement income planning

Impaired risk

Marketing

Disability Awareness Month

Health market/individual

Annuities

Benets

Producers Marketing Kit MDRT

June 26 Apr 26 MayHealth insurance

Health savings accounts

Lie settlements

LTCI

Lie insurance

Disability

Health Insurance Market Study

Health Insurance Selling GuideNAHU

July 24 May 25 June

Lie insurance

Premium nancing

Combo products (lie/LTCI, annuity/LTCI)

Health market/CI

Annuities

Benets

Lie Insurance Market Study

Lie Insurance Sales Guide

AuguSt 23 June 28 July

Benets market

Mentoring

Medicare Advantage

Lie settlements

LTCI

Lie insurance

Disability

Benets Market Study

Benets Market Selling Guide

Producers Guide toLong Term CareAwareness Month

Senior Market Advisor Expo

SePtember 21 July 25 Aug

Long term care insurance

Disability

Lie Insurance Awareness Month

Health market/worksite

Annuities

Benets

LTCI Market Study

LTCI Selling Guide

Disability Selling Guide

Producers Guide toLie InsuranceAwareness Month

NAIFA

FPA annual meeting

Society o Financial Service Proessionals orum

oCtober 20 Aug 24 Sept

Estate planning (using lie settlements,annuities, and lie insurance)

Diversity marketing

Product riders (annuities, LTCI, etc.)

Lie settlements

LTCI

Lie insurance

Disability

Producers Guide to Estate Planning

Producers Guideto Medicare

Medicare Market Study

LISA all conerence

Society o Actuarial annual meeting

LIMRA

november 27 Sept 27 Oct

Working with a marketing organization

New and untapped markets

LTCI Awareness Month

Health market/dental

Annuities

Benets

Brokerage Study

Guide to Partnering witha Marketing Organization

NAILBA

DeCember 20 Oct 19 NovTechnology

Prospecting

Lie settlements

LTCI

Lie insurance

Disability

6th Annual Technology Directory

Producers Guide to Prospecting

For editorial submissions, email [email protected]. Editorial calendar subject to change.


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2010 Pricing

Get more bang or your advertising buck with the largest ad spaces inthe industry! TheAgents Sales Journals oversized pages lend more room

or advertisements and more room or you to get your companys name

in ront o eager agents.

(ciRcULATiON 50,000) Full Page 2/3 Page 1/2 Page 1/3 Page 1/4 Page

1 TIMe

4 color $7,035 $5,250 $4,305 $2,730 $2,100

2 color $5,985 $4,515 $3,675 $2,415 $1,785

3 TIMeS

4 color $6,300 $4,725 $3,885 $2,520 $1,890

2 color $5,670 $4,095 $3,360 $2,205 $1,680

6 TIMeS

4 color $5,985 $4,515 $3,675 $2,415 $1,785

2 color $5,040 $3,885 $3,045 $1,995 $1,470

12 TIMeS

4 color $5,775 $4,305 $3,465 $2,310 $1,690

2 color $4,620 $3,570 $2,730 $1,890 $1,331

All prices are net of agency commissions. For special placement, add 15%.

Corner Spread Bleed $8,442

1/2 Page Spread Bleed $8,442

2 Page Spread Bleed $13,367

UNIQUE SPREAD ADVERTISING OPPORTUNITIES

The redesign o the magazine also lends itsel to additional

advertising opportunities that werent available beore,

such as:

CLASSIFIED RATES 3 iSSueS 6 iSSueS 12 iSSueS

Business Card Listing $900 $1,710 $3,249

Full Listing $1,400 $2,660 $5,054

The Agents Sales Journaloffers

k including ourbrand-new feature, h mb k.

Ask about our bonus online circulation for all print advertisers!

+

special advertising opportunitiesCover Wraps post-it Notes stiCkers reader serviCe ads BusiNess

reply Cards iNserts Gatefold ad advertorials posters

All prices are net of agency commissions. For special placement, add 15%.


14/15


1/2 PAGEVERTICAL

1/2 PAGEHORIZONTAL

2/3 PAGEFULL PAGE

1/4 PAGE

1/3 PAGE 2 PAGE SPREAD

1/2 PAGE SPREAD

CORNER PAGE SPREAD

PUBLICATION TRIM SIZE

Magazine trims to 10.125 x 11.75; keep live matter 5/8 rom all sides that bleed.Perect alignment o type or design across gutter o two acing pages cannot be guaranteed. Allow a 3/16 saety at gutter o spreads.

2010 specifcationASJ AD SIZES

Full Page

Bleed** 10.625 WIDE x 12.25 HIGH

Non-Bleed 9.25 WIDE x 10.75 HIGH

2/3 Page*



1/2 Page Horizontal*



1/2 Page vertical*



1/3 Page*



1/4 Page


SPREAD ADVERTINING OPPORTUNINTIES

corner SPread Bleed** Custom Size

1/2 Page SPread*Bleed** 20.75 WIDE x 6.25 HIGH


2 Page SPread



* Partial bleed ads will not bleed on one side, dependent uponlocation in magazine.

** Leave .875 bottom margin to include reader service numberand design or live area only.


15/15

p psJohn DeCesare201-526-2335

[email protected]

p dJames Green800-933-9449 x 229

[email protected]

contactToll-Free: (800) 933-9449

Dial 0 and ask or a Sales Consultant

Local: (727) 446-1100

Fax: (727) 446-1166

Email: [email protected]

Agent Media Web site: www.AgentMedia.com

ASJ Web site: www.ASJonline.com

ps

Jamison H. Burris, ext. 239 [email protected]

ads sas

Lisa Benoit, ext. 268 [email protected]

Nanetta Culbert, ext. 217 [email protected]

Charles Glassey, ext. 216 [email protected]

Matthew Jones, ext. 237 [email protected]

John Marinelli, ext. 224 [email protected]

Rick Penn, ext 215 [email protected]

Jonathan Stone, ext. 206 [email protected]

s sasDaniel Anzanello, ext. 247 [email protected]

Tom Beilhart, ext. 218 [email protected]

Dana Mannion, ext. 209 [email protected]

Franz Reiter, ext. 211 [email protected]

daChristina Pellett, ext. 226 [email protected]

Heather Trese, ext. 225 [email protected]

a dpa Digital art: ext. 222 [email protected]

Fax: (727) 447-1499

1255 Cleveland St., Suite 200 Clearwater, FL 33755

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