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: Discussion of what bank holding companies earned in insurance brokerage fee income in 2008.

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

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: Proposes alternatives for estimating the long term interest returns in Indexed Universal Life products. Defends expected return of 20%-45% on hedge budgets.

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.