Description: This 1979 session is about Individual and Group aspects of agent compensation. Questions addressed: 1. What have been the effects on agent compensation of: a. inflation. b. change in product mix. c. development of new products. d. servicing requirements for certain products. e. consumerism. f. changes in statute or regulation. 2. What are the future trends in agent compensation? 3. What studies have been made about agent compensation? 4. What statistics are available about agent compensation?

Description: This is a panel discussion session on aspects of multi-line insurance company operations focusing on the organization structure, the role and relationship with agents, and the role of actuaries in these organizations. These organizations offer products ranging from life to health to property and casualty.

Description: Panelists, which include the chief counsel of the Office of the Comptroller of Currency [OCC], discuss the regulatory issues and market opportunities relating to insurance companies as providers and banks as the vendors of insurance products. From the 1997 Record of Society of Actuaries, Vol. 23, No. 3.

Description: This 1978 session focused on persistency and agent retention. Questions addressed: 1. What are the current industry practices and experience with regard to the recruiting, training and retention of agents? 2. Are there ways of building the marketing system that can ease the cost impact of loss because of terminated agents? 3. To what extent are agents directed to markets that will allow them to survive ? 4. Are policy persistency studies valuable in helping general agents and managers identify poor markets? 5. Are persistency studies made that relate to the profile of the insured, in addition to relating to policy characteristics? 6. What uses are made of persistency data by agency to improve results? 7. How effective are persistency incentives in compensation plans for agents and home office field management?

Description: This 1981 session concerned Individual Life Insurance Cost Disclosure Issues including i. Current Status of Cost Disclosure Requirements 2. Responses to Cost Disclosure Pressures 3. Future Needs and Problems 4. Vehicles Available to Effect Changes There is also a discussion of replacements and the need for better communication of the comparisons of the replaced policy to the new policy to prospective buyers.

Description: Discussion of the attitudes of consumers and consumerists regarding the life insurance industry and its products and a discussion of opportunities for improvement Topics include: 1. Disclosure to existing policyholders 2. Policy loan problems, including the policy replacement problem 3. dividend determination practices and 4. deceptive sales practices in the llfe insurance business.

Description: Panelists discuss the purposes of life insurance sales illustrations – for participating and non-participating products – and what use they really are to potential customers. From the 1988 Record of Society of Actuaries, Vol. 14, No. 2.

Description: CEO of National Liberty Corp. discusses relationship marketing, his company's new approach to direct-response insurance marketing. From the 1988 Record of Society of Actuaries, Vol. 14, No. 2.

Description: Panelists discuss various aspects of lead generation, including database development and management, market segmentation, and marketing techniques. From the Record of the Society of Actuaries, Vol. 23, No. 3.

Description: This presentation, session number 86PD, took place at the 1999 Spring Meeting of the Society of Actuaries, held May 24-25 in Atlanta. “Banks are buying life insurers, life insurers are marketing through banks, mutual fund companies are taking over the retirement product area, and insurers are acquiring thrifts. Diverse sectors of the financial services industry are melding together at increasingly rapid rates.” The panel discusses the major issues and trends surrounding the growing consolidation and convergence. Discussion from participants is included. From the Record of the Society of Actuaries, Vol. 25, No. 1.