Direct Sales Will Spur Agents To Hone Skills

Fisher, Danny
December 1998
National Underwriter / Life & Health Financial Services;12/14/98, Vol. 102 Issue 50, p13
Predicts that insurance companies will become the biggest competitors of agents due to the direct marketing tactics of firms. Marketing efforts done by firms during conservation of policies; Mailing of offers to exchange current policies with new ones; Impact of companies' direct marketing efforts on the sales of agents.


Related Articles

  • Indiana insurers keep their agents. Postman, Lore // Indianapolis Business Journal;1/15/96, Vol. 16 Issue 44, p15A 

    Reports on the continued use of Indiana-based insurance companies of agents in selling life insurance. Reasons why few Indiana life insurance companies have resorted to direct marketing; Estimated number of agents that could be hurt by direct-marketing plans; Advantages and disadvantages of...

  • YOU CALL US AND WE'LL CALL YOU BACK -- A WAY AROUND THE 'DO-NOT-CALL' DILEMMA. Zinkewicz, Phil // Insurance Advocate;9/22/2003, Vol. 114 Issue 35, p6 

    Discusses Hibernian Insurance Co.'s two-way interactive alerting technology as a direct marketing tool in light of the passage of the do-not-call legislation. Role of the technology in assisting direct marketers or insurance agents and brokers in satisfying the do-not-call law; Applications of...

  • Prudential debates selling life insurance by phone. Schneider, A.J. // Indianapolis Business Journal;11/21/94, Vol. 15 Issue 34, p16A 

    Focuses on the increasing interest of insurance companies in direct marketing. Benefits and drawbacks of direct marketing; Marketing strategies of Prudential Insurance Co., Acordia Personal Benefits and American United Life Insurance Company.

  • One on One. Jackson, Donald R. // Best's Review;Apr2000, Vol. 100 Issue 12, p49 

    Discusses how insurers can re-engineer the distribution process to benefit from the lower costs of direct marketing. Growth of direct marketing in each product category from 1997 through 2000; Advertising intensive; Barriers to selling insurance through the Internet; Efficiency of insurance...

  • Considerations For Choosing Between A Regional Or National Broker-Dealer. Schaeffer, John R. // National Underwriter / Life & Health Financial Services;4/2/2001, Vol. 105 Issue 14, p27 

    Part III. Gives advice on the factors which independent insurance agents should consider when planning to partner with a regional or national broker-dealer in the United States. Ratio of staff members per independent representative; Importance of business development support from a...

  • Ignore the 'Wisdom' of The Direct Sales Strategy. Cohen, Brian S. // Best's Review;May2015, Vol. 116 Issue 1, p25 

    The article offers the author's insights on the impact of digital evolution on the operation of insurance companies. Topics discussed include the implementation of direct-to-consumer sales strategy by various insurance companies, the adoption of incorporated online lead generation by some...

  • Channelling sales direct. Gautier, Adele // NZ Marketing Magazine;Aug97, Vol. 16 Issue 7, p32 

    Describes the direct marketing program launched by Sun Direct Insurance, which won the 1997 Carter Holt Harvey Business Forms Retail Award from `Marketing Magazine.' Opportunities and challenges presented by direct marketing; Creation of a new distribution channel that offered a full range of...

  • Contact Sport. Schwantz, Randy // Canadian Underwriter;Dec2005, Vol. 72 Issue 12, p59 

    The article gives advice on insurance sales using contact sport as a metaphor. The realization that selling is a contact sport begins with the knowledge that one's sales prospect has an incumbent broker. As an incumbent broker, research into competitors must be undertaken. Next, the prospect...

  • Insuring Against The Unthinkable. Musa, Bryan // National Underwriter / Life & Health Financial Services;3/6/2006, Vol. 110 Issue 9, p20 

    The article provides information about catastrophic disability benefit (CAT) rider. CAT rider can prepare clients to face severe disabilities that can exhaust basic disability benefits. It is suggested that catastrophic insurance agents should present and discuss disability plans with and...


Read the Article


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

Try another library?
Sign out of this library

Other Topics