Description: This article is a summary of a session at the SOA 1997 Annual Meeting that focused on opportunities for selling insurance and annuities through banks.

Description: Discusses attributes of online selling.

Description: This article describes the four keys to successful worksite marketing: 1. Onsite selling either with group meetings or one-on one using professional enrollers. 2. Use a process that has been proven successful. 3. Gain employer sponsorship/commitment/endorsement. 4. Ensure your insurance company is committed as evidenced by high quality service from issue on through the life cycle of the policy.

Description: The purpose of the article is to discuss the benefits of small policy purchases by seniors, describe the market and distribution for these small face amounts of life insurance, and demonstrate the dimensions of the market.

Description: Author conducts her own informal survey to see how quickly the services could deliver rate quotes and how much the quoted rates would vary.

Description: The article is Part 1 of two articles that provide a case study for the development of a profitability and risk dashboard. The sample dashboard provides distilled information regarding actual to expected (A/E) ratios for key risks, agent quality scores and customer value scores. The dashboard would also provide the value of new business written, surplus strain, debit balances, and expected losses on debit balances at different levels, down to the agent level. A product mix index is provided, together with visual comparisons of key metrics to the company's business plan. The Part 2 article will add information to the dashboard regarding risk margins, target capital, and company value.