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

Description: Presented at October 1996 Annual Meeting. Discusses the new regulatory requirements, including the invention of an illustration actuary and what the job entails, and the tasks to be accomplished in achieving compliance.

Description: This discussion looks at the trends in the use of salary and other financing plans for new agents, steps taken to effect change to a commission basis after an introduction period on salary, and what steps are taken in starting new agents under present cost of living conditions.

Description: This discussion is about the new procedures that are being used or are contemplated in the preparation of new rate books and policy forms with reserves and cash values computed under the 1958 CSO Table.

Description: This discussion focused on looking at the immediate uses of the 1951 Impairment Study for the smaller company, the use of new technology such as punch card machines in an effort to reduce cost, methods of budget procedure, use of interim financial reporting and attendant issues such as interim period reserve computations, and problems with underwriting, commission accounting, or conflict with interests of own agents when small companies accept business from agents or brokers of other companies.

Description: Presented at April 1985 Spring Meeting. This session discussed: Target Markets - true third party, fictitious trust, individuals, Media - mail, television, periodicals, Product choice and design.

Description: Presented at October 1986 Annual Meeting. This session discusses new forms of compensation that are being utilized, the impact on product design, and the impact on company profitability.