Description: This article defines "elevator pitch" and why one is needed. A great elevator pitch is an indispensable competitive advantage that will accelerate your career progress. A poor one can leave you toiling in anonymity.

Description: This article is about how telemarketers can incorporate technology to assure compliance with Do Not Call lists.

Description: This article discusses ideas for a long-term Customer Value Program.

Description: This article discusses the results of a LIMRA survey about the use of the internet by life insurance and annuity consumers.

Description: This article discusses the benefits of strategic alliances between companies in the insurance and financial services industry to improve product offerings and distribution options.

Description: This article describes the benefits of Interactive Voice Messaging IVM as part of a marketing program and how it can create a measurable impact on sales results.

Description: Chairperson’s column discussing the Marketing and Distribution Section initiatives.

Description: These are the appendices to a report summarizing the results of a Delphi study to identify and debate possible new approaches or Blue Ocean Strategies to acquiring business by life insurers.

Description: This report summarizes the results of a Delphi study to identify and debate possible new approaches or Blue Ocean strategies to acquiring business by life insurers. Appendices are included.

Description: Enhanced or impaired annuities are life annuities underwritten to reflect annuitants' actual mortality. They are not currently prevalent in the U.S. or Canada, where life annuities assume low mortality and are thus unfair for impaired lives. This paper looks at the present annuity marketplace in the United States and Canada. It also reviews the underwriting and marketing of life annuities in the United Kingdom where “enhanced” life annuities are available for a broader cross section of the marketplace. It also reviews the use of P&C risk classification techniques and how they might apply to the annuity marketplace as well as potential legal constraints on broader risk classification for life annuities.