Description: Presented at October 1985 Annual Meeting. This session discussion is about marketing opportunities, marketing techniques, product selection and design.

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: Reviews the book 'The Life Insurance Industry's Marketing Dilemma,' by Richard Johns about the transition of Variable Life Insurance 'VLI' from being a high-demand product to its current state of unpopularity. The book demonstrates that VLI can perform well over time, thus providing good consumer value.

Description: A convergence of forces has obsolesced virtually every element of the traditional paradigm of the U.S. life insurance business - the products sold, who sells them, and how they are sold. This article documents the decline in life insurance ownership and sales, and emerging trends - with the market being bifurcated into service intensive vs. commodity.

Description: Presented at October 1986 Annual Meeting. This session discussion is about recent trends in direct response marketing. This discussion will be led by two prominent direct response marketing professionals. Their initial remarks will provide a contrast of the growth strategies of a large established direct response company with those of a smaller, more recent entrant into this increasingly competitive market.

Description: Presented at May 2005 Spring Meeting. Panelists discuss the current status since the passage of the Gramm-Leach-Bliley bill, outlook for bank distribution of insurance products, and experiences with bank-insurer conglomerations.

Description: Response to Life Insurance 2020 Foresight – A Call for Essays. An essay stating the author’s vision for the future of the life insurance sector. Some smaller companies might focus on smaller niche markets rather than compete with larger companies in the broader markets.

Description: Gives an overview of the main product features of Indexed Universal Life, and describes marketing factors contributing to high growth in sales.

Description: This discussion seeks to answer the following: What new trends in marketing insurance are in prospect for the future? What are the prospects for life insurance to be marketed jointly with fire, casualty, and other lines of insurance? What new trends or innovations are showing up in the field of agency compensation? Is there a trend toward payment of premiums on a monthly basis?

Description: Presented at October 1985 Annual Meeting. Discusses the regulatory environment, investment crossover opportunities, types of distribution alternatives, corporate culture obstacles, agency only versus risk sharing opportunities.