Description: Discussion of ways direct marketers have beaten recessions in the recent past and suggestions for beating this recession.

Description: Applying behavioral-science and shared-value principles to insurance is a win-win proposition for both insurers and clients.

Description: As we further explore how life insurance customers think and behave, we can address their needs more effectively. Using data and predictive analytics we can better identify groups to target. By embracing technology and approaching customers with the right distribution channels based on preference, we can make life insurance more accessible. We can speak the customers' language. We can understand that they are not all created equal, and tailor products to meet individual needs. In short, we can leverage data, research and technology to become very consumer centric. Getting closer to the customer, can we lower the perceived cost, and raise the perceived benefit of life insurance to a point where customers get excited? Will this not then be a product to buy, not sell?

Description: An introduction to ultimate life insurance, a product intended to be flexible enough to meet consumers' needs over their lifetimes. The paper gives some illustrations and discusses the Ultimate Life Financial Risk Analysis computer program.

Description: This article is based on a presentation made by Ron Kleiman at the Annual Conference of the Professional Insurance Marketing Association PIMA regarding the obstacles and a solution to worksite marketing sales.

Description: Life Insurers have fallen behind the customer service curve and service expectations of younger customers. This article suggests changes for correcting this.

Description: The Actuary Vol. 22, No. 11. This is a debate regarding two approaches to Life Insurance Illustrations: The Range approach vs. the Current Scale approach

Description: A discussion of how patents can be used to recover the cost of innovation in product development and operations

Description: Ways of closing the mortality protection gap, by leveraging some of the new technology, data and analytics to reduce the friction in the buying process.