Description: Behavioral science reveals that consumers tend to assess risk emotionally, through perceptions rather than calculations. So, will COVID-19 change risk perceptions in the long term -- and similarly increase life insurance sales? Insurers should take nothing for granted

Description: Overview of call center and digital sales platforms for the development of distribution strategy in the individual insurance market.

Description: Presented at May 1986 Spring Meeting. This session discussion is about how the profitability of distribution systems are measured, differences in underwriting and mortality or lapse levels by distribution systems, the levels at which to measure profitability, should the profitability of individual producers be reviewed, the best ways to manage the financial aspects of different distribution, the effect of replacement or rollovers on distribution systems, and how the costs of distribution system development is handled.

Description: The Actuary Vol. 22, No. 3. This article discusses how the advantages of the General Agency system which existed prior to the 1970s have diminished materially. Therefore, European companies should be very cautious with any attempts to emulate the North American-type agency distribution system of the late 1980s.

Description: This is an appraisal of changes from a previous edition of the book, Actuarial Phases of Marketing Operations-Individual Life and Health, by the Society of Actuaries and LIMRA.

Description: This article describes how Transamerica built internet based technology to support term sales through a mutual fund company and demonstrates the sales support value of the internet for an insurance company.

Description: This literature guide focuses on the distribution costs, especially the field compensation costs, that are incurred through the traditional general agency, branch office or brokerage structures for individual life, annuity and disability products.

Description: This discussion reviewed: A. Measures used by smaller companies to deal with below average policy persistency rates, B. The extent to which smaller companies issue policies with little to no retention for their own accounts, C. The extent to which new lines of insurance, such as accident and sickness, and changing distribution of business by line, plan, or age, have caused reconsideration of qualification bases for agency convention and honor awards.