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

Description: Letter from the Editor

Description: This article examines the relationship, future and current, between insurance agents and technology and determines that technology can enhance/optimize agents.

Description: Actuary of the Future Section session recap covering market research.

Description: An introduction to ultimate life insurance, a product intended to be flexible enough to meet consumers' needs over their lifetimes. The paper gives some illustrations and discusses the Ultimate Life Financial Risk Analysis computer program.

Description: As we further explore how life insurance customers think and behave, we can address their needs more effectively. Using data and predictive analytics we can better identify groups to target. By embracing technology and approaching customers with the right distribution channels based on preference, we can make life insurance more accessible. We can speak the customers' language. We can understand that they are not all created equal, and tailor products to meet individual needs. In short, we can leverage data, research and technology to become very consumer centric. Getting closer to the customer, can we lower the perceived cost, and raise the perceived benefit of life insurance to a point where customers get excited? Will this not then be a product to buy, not sell?

Description: A review of the unique product needs of the senior market and how distribution can work to meet them.

Description: A new wave of life insurance buyers is finally here - but are we ready? In this article, Richard De Sousa shares proprietary research about the Millenial generation, its beliefs related to life insurance, and its preferences when it comes to learning about, purchasing, and engaging with life insurance products, advisors and companies. Also explored is the foundational role that technology and wellness play in driving the kind of experience that will attract millenial buyers. After reading this article, you will better understand the characteristics of this new generation as well as the innovative companies that are targeting them, and learn about different and novel ways to better engage with customers and enhance the value of your own products and services.

Description: This is a graph from an article in The Actuary Magazine entitlled A Strategic Analysis of the U.S. Life Insurance Industry Part II: Products.

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 .