Description: This article discusses various approaches currently being used to sell term insurance over or with the assistance of the internet.

Description: This is the third and final installment of an article about using microeconomics and the concepts of embedded value to better manage and understand the profitability of direct marketing programs. The article illustrates how traditional asset share calculations are not appropriate in this case.

Description: This article discusses customer lifetime value CLV programs for insurance companies and their benefits.

Description: This article discusses how insurers that focus on their core competencies and astutely outsource other functions will become more competitive and improve their performance.

Description: This article summarizes a presentation for the Professional Insurance Marketing Association PIMA discussing the need to better understand the direct marketing customer in order to be successful.

Description: This article discusses how a prospect passes from step to step through the sales process until becoming a customer, and how brand plays a significant role in that process.

Description: The author reviews trends in the advisor marketplace, a broader view than just traditional life insurance agents. He encourages life insurance companies to understand these trends to assure success in the future.

Description: This article discusses the issues of meeting the life insurance needs of the middle market.

Description: Chairperson’s column describing the benefits of being a member of the Marketing and Distribution Section and encouraging members to get involved.

Description: This article is a summary of interviews that were conducted with independent life insurance agents earlier this summer that describes their thoughts on the changes, challenges, and outlooks on selling life insurance during the COVID pandemic.