Description: This article evaluates findings from a new LIMRA focus group consumer study that examined the decision-making process that consumers follow when buying life insurance including their use of direct channels, including direct mail, the internet and call centers.

Description: A new wave of life insurance buyers is finally here - but are we ready? In this article, Richard De Sousa shares proprietary research about the Millenial generation, its beliefs related to life insurance, and its preferences when it comes to learning about, purchasing, and engaging with life insurance products, advisors and companies. Also explored is the foundational role that technology and wellness play in driving the kind of experience that will attract millenial buyers. After reading this article, you will better understand the characteristics of this new generation as well as the innovative companies that are targeting them, and learn about different and novel ways to better engage with customers and enhance the value of your own products and services.

Description: This article states that the 40/40/20 rule, 40 percent to proper audience selection, 40 percent to the product or offer, and 20 percent to creative strategy and execution, still applies in an internet world. The article reviews the 7 deadly sins of direct marketing.

Description: Part III of III Managing Non-Life-Insured Products Sold Through Auto Dealers covers Finance Reserve product

Description: Discussion of the selling of life insurance to the middle income market through banks and with the support of new technologies and underwriting processes.

Description: This article discusses the fact that consumers at large do not know that banks sell life insurance. Banks are encouraged to develop a more focused strategy to increase awareness and sales.

Description: This article takes a look at direct response marketing the associated costs, and the tools necessary to start building a company’s presence in this developing market.

Description: This article offers an overview of the preneed market, its products and pricing.

Description: Chairperson’s column discussing the Marketing and Distribution Section initiatives.

Description: Read the May 2017 issue of NewsDirect published by the Marketing & Distribution Section.