Rethinking Value in Life Insurance

Speakers: Bobby Samuelson

Year: 2015



The last 30 years has been marked by incredible innovation in the life insurance industry, but why hasn't that innovation translated into increased sales? What if we're missing something more fundamental about how our industry relates to its customers? This session takes a hard look at life insurance manufacturing, marketing and distribution and what questions that we need to answer in order to be relevant in a constantly changing world. Session Learning objectives :1. Focusing on price vs. value ultimately shrinks rather than expands the market2. Products positioned as identical actually aren't and can differ dramatically in a variety of not-so-obvious ways3. Life insurance as a part of a financial plan requires focus on flexibility and future options4. Pitching a specific product is far less effective than tailoring a custom solution of many products5. Embrace languages and mentalities of more familiar industries to explain our products — our jargon does not mean anything

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