Description: This article looks at the question, Should the direct mail marketer sell products until the point at which the cost of the NEXT sale exceeds the marketing allowance for the product or until the point at which the AVERAGE cost of all sales exceeds the marketing allowance for the product?

Description: Discussion of work site mortality— including risk classification and underwriting methodology decisions which affect the appropriate mortality assumptions

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

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: Discusses bancassurance in the United States, after providing a brief background about it in Europe.

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: Chairman’s corner addressing the many recent external events which have impacted the level of trust in the insurance industry and how this affects product and marketing success for the industry.