Motivating The Middle Market

Panko, Ron
March 2008
Best's Review;Mar2008, Vol. 108 Issue 11, p75
Trade Publication
The article focuses on the move of large and small life insurers in the U.S. to begin reaching middle-income customers. It is stated that middle-income Americans need more life insurance, and the financial services industry is starting to figure out how to get it to them. It is further mentioned that reaching the middle-income market is not just for big carriers with scale to invest in technology, but for small companies to build entire businesses around the segment.


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