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.
Publication Name: Best's Review Life-Health Insurance Edition
Subject: Insurance
ISSN: 0275-0988
Year: 1992
User Contributions:
Comment about this article or add new information about this topic:
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.
Publication Name: Best's Review Life-Health Insurance Edition
Subject: Insurance
ISSN: 0275-0988
Year: 1992
User Contributions:
Comment about this article or add new information about this topic:
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.
Publication Name: Best's Review Life-Health Insurance Edition
Subject: Insurance
ISSN: 0275-0988
Year: 1996
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Developments in accounting, Medicare+choice plans and top-hat plan. Will that be on white or rye? - Phased retirement can vary according to each employer's palate
- Abstracts: Looking for Halon alternatives. Leasehold interest insurance: not just cancellation coverage. Defusing public opposition
- Abstracts: Economic outlook spurs moves to demutualize. Captive insurers gain added "appeal." Taxpayer prevails on captive issue
- Abstracts: Multiplying agency sales: tough times don't faze agents who beat the industry's odds by marketing both life/health and property/casualty products