Filed Under:Health Insurance, Ltci

S&P puts spotlight on middle-market sales

Glenn Williams says motivating consumers to buy still takes having a real human interaction.
Glenn Williams says motivating consumers to buy still takes having a real human interaction.

A major rating agency has concluded that selling to moderate-income consumers will improve insurers' finances.

The rating agency, Standard & Poor's, underscored that view this week by putting a panel discussion on reaching middle-market customers on the agenda for its latest annual insurance industry conference.

Wheeler, the MetLife executive, said he thinks "change is coming," because digital marketing is so powerful, and because consumers are more willing to buy through the Internet. But he said designing life products for Internet-based middle-market distribution systems can be tricky.

Few middle-market consumers wake up and decide they want to buy life insurance, Wheeler said. Those who do "are generally not great life risks (takers)."

Featured Video

Most Recent Videos

Prospects not listening to voice mail? Arrange a phone date

Provided by LIFEHEALTHPRO

Redesigning your phone life is more important than finding the “best words” for a voice mail in today’s culture.

Behind the scenes with Vicki Gunvalson [VIDEO]

Provided by LIFEHEALTHPRO

In this exclusive interview, Vicki Gunvalson shares how she built a $15 million a year annuity business by planning for...

Regulator: Market may need to reinvent LTCI

Provided by LIFEHEALTHPRO

Cioppa says Maine's governor wants to spur the creation of better products.

Dementia: It's more than Alzheimer's

Provided by LIFEHEALTHPRO

An association calls for policymakers to remember lesser-known neurodegenerative conditions.

Related resources

More Resources

Comments

Power your business with up-to-the-minute insurance news, analysis, and best practices from LifeHealthPro Daily eNewsletter – FREE.

Power your business with LifeHealthPro Daily eNewsletter – FREE.

Enter a valid email address.
Close
Nichole Morford

Nichole Morford
Managing Editor

Thank you for subscribing to LifeHealthPro Daily!

Check Out More eNewsletters Now! Close

Advertisement. Closing in 15 seconds.