Description: This article describes the benefits of Interactive Voice Messaging IVM as part of a marketing program and how it can create a measurable impact on sales results.

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

Description: This article examines the issues, trends and opportunities associated with life insurance distribution.

Description: This presentation is an open forum, session 59OF, from the 2004 Spring Meeting of the Society of Actuaries, held June 14-15 in San Antonio, TX. The life insurance and annuity marketplace has become increasingly competitive. At the same time, distributors are exerting more clout. The panelists discuss their perspectives, from the view of the product development actuary, the marketing and distribution executive, and the actuary in a marketing role, on how product development actuaries are experiencing difficulty in designing profitable products that are saleable. Discussion from participants is included. From the Record of Society of Actuaries, Volume 30, No. 2.

Description: Enhanced or impaired annuities are life annuities underwritten to reflect annuitants' actual mortality. They are not currently prevalent in the U.S. or Canada, where life annuities assume low mortality and are thus unfair for impaired lives. This paper looks at the present annuity marketplace in the United States and Canada. It also reviews the underwriting and marketing of life annuities in the United Kingdom where “enhanced” life annuities are available for a broader cross section of the marketplace. It also reviews the use of P&C risk classification techniques and how they might apply to the annuity marketplace as well as potential legal constraints on broader risk classification for life annuities.

Description: A review of product and sales trends for variable, indexed and fixed annuities against the current backdrop of low interest rates and record equity market valuations

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

Description: This article discusses Promotional Cards, how they have become an integral part of so many direct mail marketing programs, and how new technology offers new options for these cards.

Description: Discussion of the selling of life insurance to the middle income market through banks and with the support of new technologies and underwriting processes.

Description: This keynote address at the SOA 1990 San Francisco Spring Meeting looks at trends in sales, products, services and distribution for the life insurance industry.