Marketing

  • ...a great deal of our problem is caused because the people out there marketing our life insurance products are trying to market it against and like mutual funds.
    • Until we start to market it as life insurance and describe it and teach the consumers about life insurance, they're not in any position to make those kinds of judgment calls

--  Robert E. Wilcox, Utah Insurance Commissioner and Chairman of the Life Disclosure Working Group (NAIC)

1995 - SOA - Current Developments Surrounding Regulations and Standards of Life and Annuity Products, Society of Actuaries - 18p

  • Historians have, perhaps, been too preoccupied with mortality tables and the founding dates of companies to consider the astonishing influence that selling method, or the lack of it, has had upon the development of life insurance in every age.

1942 - Book - Marketing Life Insurance: Its History in America, by J. Owen Stalson

  • 1961 - SOA - Marketing Trends, Society of Actuaries - 10p
  • 1976 - LR - Marketing Mutual Funds and Individual Life Insurance - 125p
  • 1979 - SOA - Marketing Systems, Society of Actuaries - 18p
  • 1982 - AP - Using Information-Processing Principles in Public Policymaking - Marketing - 21p
  • Marketing
    • A. By urging agents to upgrade their prospecting, is the life insurance industry forsaking a market and inviting government sponsored life insurance programs?
    • B. Would it be in the consumers' best interest if the life insurance industry sold a greater portion of permanent insurance? What is being done, or should be done, to emphasize permanent insurance more in such areas as advertising, sales promotion, plan design, field compensation, and production credits?
    • C. Is it possible to make new plans available to present policyholders by change or by rider addition without too expensive a process?

1962 - SOA - Discussion of Subjects of Special Interest: Marketing, Society of Actuaries - 8p

  • We have all heard some talk about twisting, and it has strong negative connotations.
    • Universal Life, mainly because of its premium flexibility, has changed that.
  • I recently heard one of our marketing people refer to replacement of old traditional permanent policies with Universal Life.
    • He called it "The Enlightened Liberation of Assets".

--  Stuart Grodanz, Travelers

1984 - SOA - Variable Universal Life, Society of Actuaries -  22p