Description: There are two key trends in the preneed and final expense insurance market, the first being small independently held preneed insurance companies presenting attractive acquisitional benefits and secondly, changing consumer attitudes may drive increased final expense activity in the future.

Description: This article discusses how a prospect passes from step to step through the sales process until becoming a customer, and how brand plays a significant role in that process.

Description: Discusses possibilities for meeting consumer needs for life insurance in the future, given the shrinkage in agents selling life insurance coupled with increasing demand for advice.

Description: This article discusses the growing interest in the Preneed market.

Description: Third in a series giving an overview of direct marketing.

Description: This article describes New York Life's philosophy and approach to the use of the internet in selling life insurance.

Description: This article discusses the use of product databases to increase response rates from direct mail campaigns. The concept includes renting name lists for a year, appending demographic information, and using a model to better target prospects.

Description: This article is a review of the book, Insurance Coverage for All...And How Insurers Can Afford To Provide It, by Maria Thomson. The book focuses on the lack of penetration by life insurance companies into the middle market noting the issues and providing suggested solutions.

Description: This article looks at the attitudes of insurance companies toward using technology for assisting in sales and marketing of insurance.

Description: This article gives an overview of the worksite marketing/volutary products market and addresses the pros and cons of this marketing approach.