Description: This article explains the benefits of cross-selling, especially in the middle market, and how it can improve customer retention.

Description: Editor’s Corner A Look Ahead... by Brian L. Louth from NewsDirect Newsletter, September 2003, Issue No. 44.

Description: As the outgoing chair of the Marketing and Distribution Section, I want to thank you for the opportunity to be a part of this section’s leadership. It has been an exciting year to be closely involved with all of our section activities. I especially want to thank the other council members for their help with all we accomplished this year: Van Beach, Ian Duncan, Chris Hause, Nancy Manning, Brian Louth, Jeanne Daharsh, Juliet Sandrowicz and Leonard Mangini. These are the people who have helped make decisions, and they continue to volunteer their time to lead our efforts. From News Direct, January 2006, Issue No. 52.

Description: This is an article adapted from LIMRA's 'Is There Magic in the Middle Market'? - a survey exploring the financial security needs of the middle market and the need and role of life insurance in meeting those needs.

Description: Editor’s column addressing the contents of the September 2009 issue of the Marketing and Distribution Section Newsletter, NewsDirect.

Description: Article discussing a research project to determine the risk selection efficacy of e-underwriting in conjunction with the use of e-data such as MIB, MVR and prescription med history.

Description: Feature article discussing how the insurance industry can better serve the middle income sector. The author cites LIMRA's latest study on personal ownership of life insurance which reveals an under-served and poorly served market. Improvements in marketing, distribution, and the issue process are the keys, in the author's opinion to improvement.

Description: Applying behavioral-science and shared-value principles to insurance is a win-win proposition for both insurers and clients.

Description: Feature article clarifying terms used in life insurance distribution

Description: Imagine that the insurance purchase process is a bridge. The customer is coming from one direction and crossing the bridge and the insurer is coming from the other side. The point at which they meet is the transaction point. At one time, customers were willing to completely cross the bridge to get to the insurer. They knew that they needed insurance, and like any retail purchase, they would “travel” to make it happen. Today, the insurers are normally the ones “journeying” across the bridge. This is the future of insurance — useful, convenient, intelligent protection that does its best analytic and protective work on the client-side of the bridge.