Description: Discusses sources of traditional agent issues, trends in employer-sponsored sales, successes with financial institutions, and developments in direct-response marketing. From the 1987 Record of Society of Actuaries, Vol. 13, No. 2.

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.

Description: In session 71 PD of the Montreal Spring Meeting panelists discuss how banks have entered the insurance markets in Canada, the U.S., U.K. and continental Europe. From the Record of the Society of Actuaries, Vol. 23, No. 2.

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: 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: 1993 SOA Annual Meeting, New York. This session is about financial service business: Who's selling what? Topics included: 1. Growth of fixed annuities as sold through banks and thrifts, stockbrokers, and other nontraditional sources. 2. What is the current of variable life and annuity products in the financial services business? 3. What does the future hold for variable products in financial services?

Description: This session at the SOA 1990 San Francisco Spring Meeting discusses issues in designing a field compensation structure including practical considerations, optimizing effectiviness and dealing with New York expense limitations.

Description: This session from the 1983 SOA Spring Meeting discusses the adoption and implementation of a segmentation and market specialization strategy. Two examples of strategy for the Individual and Group lines of business are reviewed. From Record of Society of Actuaries Vol. 9, No. 1

Description: Discusses arrangements of insurers to manufacture and administer products for other insurers or distributors. Includes reasons for it, service and financial arrangements, and risks. From the 1988 Record of Society of Actuaries, Vol. 14, No. 1.

Description: Discusses applying modern marketing tools used in other industries to the design, pricing, sale, and promotion of life insurance products. From the 1987 Record of Society of Actuaries, Vol. 13, No. 2.