Agents told: Don't commoditize life insurance

Brostoff, Steven
November 1998
National Underwriter / Life & Health Financial Services;11/23/98, Vol. 102 Issue 47, p3
Reports on Thomas Wheeler's advice for insurance agents at the 1998 annual meeting of the American Council of Life Insurance. Need of agents to bring value to the table; Discussion of insurance distribution; Finding of an American Express research.


Related Articles

  • Recruiting To Our Strengths. Bobo, Jack // National Underwriter / Life & Health Financial Services;4/14/2003, Vol. 107 Issue 15, p23 

    Focuses on the recruitment of insurance agents. Relationship of life insurance agents with their clients and policyholders; Benefits from selling life insurance.

  • LICONY proposal deserves support.  // National Underwriter / Life & Health Financial Services;9/26/94, Vol. 98 Issue 39, p22 

    Editorial. Urges life insurance professionals to support the proposal of Life Insurance Council of New York. Provision of limited immunity from lawsuits to companies and employees who tell truth when they fire an agent for a cause; Change in apparent willingness of companies to tolerate and...

  • Giving advice? Stay inside your own lines. Friedman, Douglas I. // National Underwriter / Life & Health Financial Services;9/14/98, Vol. 102 Issue 37, p14 

    Recommends that agents stay within their own life insurance product lines when giving advice to clients in the United States. Lure of venturing into unfamiliar territory; Division between legal and tax advice; Referral of client to an attorney or accountant; Cross-examination.

  • The value of a client. Scholp, Alexander J. // LAN: Life Association News;Jul98, Vol. 93 Issue 7, p142 

    Discusses the true value of a client for a life insurance agent. Author's recollection of an executive client that has helped him; Impact of a client's success to a life insurance agent; Life insurance as a deferred-income business.

  • Talking Back to Life-Insurance Agents. Quinn, Jane Bryant // Good Housekeeping;Sep99, Vol. 229 Issue 3, p90 

    Offers tips in dealing with life-insurance agents. How to talk back to agents; Types of policies available.

  • Is there life after death? Righthand, Penny // LAN: Life Association News;Jul97, Vol. 92 Issue 7, p146 

    Offers advice to life insurance agents on how to maintain customer relationship and ensure the continuation of business relationship with them. How to handle people who are ready to give up on their policy; Getting a living trust; Advice to client on estate planning.

  • After the sale is made. Scholp, Alexander J. // LAN: Life Association News;Jul97, Vol. 92 Issue 7, p150 

    Shares the experience of a life insurance agent on how he helped his client in applying for an increase in term insurance. Client's positive testing for nicotine resulting to the doubling of his premium; Agent's follow-up on the laboratory results insisting that the client was never a tobacco...

  • N.Y. Agents, Cos. Seek Reg. 60 Clarification. King, Carole Ann // National Underwriter / Life & Health Financial Services;5/10/99, Vol. 103 Issue 19, p29 

    Provides information on the proposal of life insurance agents and insurers to make changes on Regulation 60, New York State's replacement regulation. Complaints of agents regarding Regulation 60; Detrimental effects Regulation 60 to brokerage companies; Factor that could affect the...

  • Be Sure To Give Clients The Life Settlement Option. Berlin Jr., A. Mark // National Underwriter / Life & Health Financial Services;3/17/2003, Vol. 107 Issue 11, p31 

    Elaborates on the importance for life insurance agents to give their clients the life settlement option. Examples of when a life insurance policy may have outlived its usefulness; Types of life settlement options. INSET: Life Settlement Example.

  • Life insurance companies. Keelan, Colleen // Crain's Detroit Business;1999 Book of Lists, Vol. 14 Issue 52, p160 

    Lists life insurance firms in and around Detroit, Michigan ranked by 1997 assets. Includes 1996 capital and surplus; Net income; Contact information.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics