TITLE

Marketing to Seniors

AUTHOR(S)
Klein, Larry
PUB. DATE
February 2003
SOURCE
Advisor Today;Feb2003, Vol. 98 Issue 2, p70
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Focuses on the effective marketing of insurance products to seniors by understanding their preferences and experiences in life. Influence of other people's opinion on their decision; Concern over asset protection and risk management; Trust in the knowledge and experience of an insurance consultant.
ACCESSION #
9020025

 

Related Articles

  • Intimidation Selling: How It Hurts Your Sale. Eichelbaum, Ellen // National Underwriter / Life & Health Financial Services;11/13/2000, Vol. 104 Issue 46, p32 

    Discusses some strategies in selling insurance policies to older clients. Distinct differences of older clients; Presentations for older clients; Tips to remember in dealing with older clients.

  • P-C agents target life/health sales. Pasher, Victoria Sonshi // National Underwriter / Property & Casualty Risk & Benefits Manag;9/02/96, Vol. 100 Issue 36, p9 

    Reports on cross-selling of group life and health insurance by property-casualty agents in the United States. Rationale behind cross-selling; Total agency revenue by source; Use of team approach to cross-sales; Comments of several agents on cross-selling.

  • Focus on client needs, not product, in cross-sale. Littell, Robert S. // National Underwriter / Property & Casualty Risk & Benefits Manag;9/02/96, Vol. 100 Issue 36, p9 

    Presents advice on the cross-selling of life, health and disability insurance by property-casualty agents. Includes the need to focus on the need and not on the product; Analysis of personal needs; Business needs; Recognition of life-change events; Advantages of need-based selling.

  • Study identifies the top five keys to sales success. Reagan, Bobby // National Underwriter / Property & Casualty Risk & Benefits Manag;9/09/96, Vol. 100 Issue 37, p15 

    Presents the results of a study on successful sales strategies of insurance agents conducted by Reagan and Associates. Importance of skills and abilities of sales people; Value and/or superiority of products and services sold; Training of sales staff.

  • Stick to your checklist: Success depends on it. Friedman, Sidney // National Underwriter / Life & Health Financial Services;8/19/96, Vol. 100 Issue 34, p27 

    Presents tips for insurance agents on doing right things right in order to ensure success. Analogy with airplane flying; Need for insurance agents to have checklists of their sales plans; Importance of overcoming barriers to success.

  • Profiting from the boom in affinity marketing. Chen, Jeffrey // Best's Review / Life-Health Insurance Edition;Jun97, Vol. 98 Issue 2, p58 

    Discusses profit opportunities available to insurance companies in the growing affinity markets in the United States. Projected compound annual growth of affinity marketing from 1996 to 2001; Advantages of affinity marketing; Maturity of the association insurance program marketplace; Work site...

  • Selling seminar. Metcalf, Tom // LAN: Life Association News;Sep97, Vol. 92 Issue 9, p16 

    Discusses ways for insurance agents in the United States to find new clients. Includes prospecting through corporate newsletters; Becoming a public speaker; Visitation during non-prime time hours; Writing letters; Targeting seldom-prospected groups; Using technology; Visualizing success.

  • Roll-on, stick or spray and boxer shorts. Gerdel, Stephen T. // LAN: Life Association News;Sep97, Vol. 92 Issue 9, p158 

    Discusses the important elements of sales success in the insurance business. Controlling pressure; Undergarments; Life underwriters.

  • Blood from a client. Money Jr., Jim // LAN: Life Association News;Sep97, Vol. 92 Issue 9, p162 

    Relates an incident illustrating how an insurance agent can motivate his client. Client with unpleasant memories of medical examination; Alternate policy for the maximum amount; Satisfying a client's needs.

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

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

Try another library?
Sign out of this library

Other Topics