Sharing health data keeps client relations in shape

Article Abstract:

Medical information obtained from life insurance underwriters' examinations can be shared with clients. The interpretation of data about blood chemistry and heart function, for instance, can help the customer make informed decisions concerning health and exercise programs as well as estate management. Also, the communication may bring clients and company together in a closer relationship.

Information services, Health counseling

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New distribution methods entail some drawbacks; selling annuities through nontraditional distribution systems has boosted sales, but at the price of forgoing customer relationships

Article Abstract:

Drawbacks of the alternative distribution of life insurance products include not establishing a relationship with the end customer because someone else's distribution channel is used. The insurance company also will not achieve maintain competitive differentiation over a long period. Finally, the insurance company will not have a major effect on asset retention.

Marketing, Column

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