Description: This paper is an attempt to review some of the phases of agency management in which the actuary can help the sales executive. From Transactions of Society of Actuaries 1949, Vol. 1, No.1.

Description: This report summarizes the results of a Delphi study to identify and debate possible new approaches or Blue Ocean Strategies to acquiring business by life insurers.

Description: The NAIC's 'Life Insurance Illustrations Model Regulation,' which goes into effect on January 1, 1997, is largely a response to the perceived misrepresentations in life insurance illustrations, of which vanishing premiums is a notorious example. From an actuarial perspective, this state of affairs presents an interesting challenge. Rather than disallowing illustrations of risky contracts, why not develop an illustration for potential policyholders which adequately conveys the essence of these contracts and their probabilistic nature. The purpose of this paper is to discuss some preliminary observations related to the development of such illustrations.

Description: This is a digest of of informal discussions recorded in the Transactions of Society of Actuaries 1958, Vol. 10, No. 27. Topics addressed: 1. Need for a new life valuation table. 2. Special policies such as Family Plans and Bank Loan and Split Dollar Plans. 3. Trends in agent compensation.

Description: This discussion seeks to determine if: 1. Is there justification for paying higher rates of commissions to experienced agents? 2. Is grading of commission rates by size of policy appropriate for Ordinary insurance? 3. In what ways have normal commission scales been modified in connection with the sale of permanent insurance on the minimum deposit plan? 4. What practical methods are available to maintain consistency between the levels of commission payments for pension plans funded by means of individual policies and group annuities?

Description: This paper looks at the following cases: Metropolitan Life Insurance Company v. Fugate, Rodriguez v. Pan American Life Insurance Company, Cain v. John Hancock Mutual Life Insurance Company, Steven v. Fidelity and Casualty Company, and Old Republic Life Insurance Company v. Thacher.

Description: This research report sponsored by the SOA's Marketing and Distribution Section gives valuable insights from leaders in the middle income life insurance market.

Description: Discusses agency management compensation, agent financing, cost of developing new agencies, successful business development methods.

Description: Topics cover: 1. Leased life insurance, wherein a policyholder assigns his insurance to a service company and then leases his coverage for a specified term by paying a level fee. The pros and cons, underwriting issues and volume of sales related to this practice is discussed. 2. Agent training and methods of agency support.

Description: This discussion looks at the extent smaller companies have adopted the practice of financing new agents and general agents as well as to what extent smaller companies make studies by individual agencies withing policy types, persistency rates, average size of policy, expense rates, and mortality rates. From Transactions of Society of Actuaries 1959, Vol. 11, No. 29 AB.