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 discussion at an SOA 1968 Regional Meeting looks at research on agency operations and actuarial involvement.