Personal contact counts: alternative selling systems cannot replace the human touch that agents bring to a sale

Article Abstract:

The growth of the insurance industry historically can be traced to the implementation of agent-based marketing channels based on personal contacts. Person-to-person selling by individual agents remains the best means for selling insurance. An individual agent, by sitting down with a customer, is better able to accurately determine the customer's needs. The insurance agent is better able to explain the complexities of life insurance with a personal interview with a customer.

Cover Story

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Golden opportunities in charitable giving

Article Abstract:

Planned giving policies allow donors to continue their charitable contributions in perpetuity. Clients pay a premium only slightly greater than their regular donation for a policy that will present the charity of their choice with a lump-sum payment upon their death. The lump sum, if invested, would indefinitely provide the charity with the same amount as the annual contribution. Charitable remainder trusts are often used for planned giving due to their tax-exempt status.

Educational, religious, etc. trusts, Management, Charitable remainder trusts, Planned giving

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Risky business: one size does not fit all

Article Abstract:

Many life insurance policyholders are unhappy because their premiums have risen to unexpectedly high levels. The root of that problem is in the failure of insurance agents to match policy illustrations, which include forecasts of premiums, with their clients' tolerance for risk. Appropriate products for clients having various levels of risk-tolerance are identified.

Health Care, Health Care and Social Assistance, Life Insurance, Direct Life Insurance Carriers, HEALTH SERVICES, Insurance Agencies and Brokerages, Insurance Agents & Brokers, Medical care

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