Description: This article discusses the use of product databases to increase response rates from direct mail campaigns. The concept includes renting name lists for a year, appending demographic information, and using a model to better target prospects.

Description: This article discusses the fact that consumers at large do not know that banks sell life insurance. Banks are encouraged to develop a more focused strategy to increase awareness and sales.

Description: This article summarizes a recent session at an SOA meeting that presented tips on improving and speeding the product filing process.

Description: This article summarizes a session at a recent SOA meeting that featured numerous short presentations on underwriting ideas. The focus was on areas such as, process improvement, improved underwriting information, middle market penetration, and organizational issues.

Description: This article discusses how the most successful insurance companies acquire profitable customers, who stay with you for a lifetime, through direct marketing via prospect data bases .

Description: This article states that the 40/40/20 rule, 40 percent to proper audience selection, 40 percent to the product or offer, and 20 percent to creative strategy and execution, still applies in an internet world. The article reviews the 7 deadly sins of direct marketing.

Description: This article notes the available pulications from Hank George, an underwriting expert, that will help keep you up to date on the subject.

Description: Now that small television screens are available on gas pumps, this article explores whether this is a good advertising medium for insurance.

Description: In the face of declining response rates from direct mail campaigns, the author suggests use of the internet to generate leads will be much more efficient and successful.

Description: Chairperson's column for the May 2023 issue of NewsDirect discussing the Section's strategic themes for the year.