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.

Description: As part of the SOA’s July 22, 2020, COVID-19 Virtual Symposium, Marketing and Distribution (MaD) Section Council members presented “Selling Insurance Six Feet Apart” with insight into emerging sales and marketing processes, challenges, and opportunities for the product spaces noted

Description: The first Baby Boomers turn 60 this year, which will begin a tidal wave of new retirees in the coming years. Unfortunately for these retirees, the long–term funding of Social Security is unclear, defined benefit plans cover fewer and fewer of today's workers, and defined contribution plan savings rates are generally not high enough to compensate for a lengthy retirement. This article describes how this wave of retirees presents a growing opportunity for the insurance industry.

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.