Complimentary Web Seminar

Understanding Gen Y - The Future of Life Insurance Sales

Date: November 15, 2011
Time: 3pm ET | 12pm PT
Cost: FREE

The Millennial Generation (aka Gen Y) is moving into the sweet spot for life insurance purchases. Finally coming of age, they're showing signs of buying homes, settling down at work, and exhibiting behaviors suggesting that they realize they're no longer bullet proof. All generations go through this and it's now the Millennials' turn. And it's time to get in front of them and pitch your products in a way they'll want to listen.

The web seminar will explain Millennials, their outlook on the world, their life stages, and what this means to you as you approach this generation for sales. While many financial professionals like to discuss their products the way they would want it told about them, the way Millennials want to learn about products is often very different from older generations. Learn how you can best approach Millennials with your products, see examples of companies that sell to Millennials well, and get some tips you can use as soon as the webinar is over.

Topics to be discussed:

  • A Demographic Peek into the Millennials: Millennials are growing up later, with many experiencing "adultolescence"—an extended adolescence that delays the responsibilities often associated with adulthood. This has implications on how to treat this generation (80 million strong) and how they will purchase life insurance.
  • The Importance (or Lack Thereof) Of Being an "Expert": Awards, designations, degrees, tenure, and titles don’t seem to resonate with a generation who was raised in an environment of "Participation" ribbons and ceremonies for graduating from pre-school to kindergarten. Learn how to use your expertise to your advantage with a generation who may not seem to care.
  • Working the Herd: There's safety in numbers. Learn how to best interact with younger clients who prefer social group interactions over one-on-one contact.

Featured Speakers:

    • Cam Marston

    • Cam Marston is a leading expert on the impact of generational characteristics and differences in the workplace and the marketplace. As an author, columnist, blogger, and lecturer, he imparts a clear understanding of how generational demographics are changing the landscape of business. Marston and his firm, Generational Insights, have provided research and consultation on generational issues to hundreds of companies and professional groups for over 15 years. Marston is the author of three books, Motivating The "What's In It For Me?" Workforce (2005), Generational Insights (2010), and Generational Selling Tactics That Work (2011). Marston’s expertise has been featured in the Wall Street Journal, The Economist, the Chicago Tribune, BusinessWeek, Fortune, Money, and Forbes, as well as on Good Morning America and the BBC. He writes a monthly column for Business Alabama and InvestmentNews and has been a featured columnist in Agent’s Sales Journal, PROFIT Magazine, and Multi-Housing News, among others. His blog at generationalinsights.com tracks the latest changes and developments in generational issues and demographics. As a consultant, Marston has provided generational insight and advice to leadership at the nation’s most prominent corporations, including American Express, Fidelity, Merrill Lynch, Kellogg, Coca-Cola, Macy’s, Warner Brothers, ESPN, Qualcomm, RE/MAX and Eli Lilly. He has also offered presentations and consultations for the U.S. Department of Agriculture, the Internal Revenue Service, and the U.S. Army, as well as major professional associations such as the American Bankers Association and the Million Dollar Roundtable. He is an ongoing instructor at Belmont University. Marston’s insights and expertise are the product of 15 years of research and consultation across a wide range of industries as well as his own early-career background in corporate sales and research. He holds a Bachelor of Arts from Tulane University. He is a native and resident of Mobile, Alabama and a proud member of Generation X.

    • Mark A. Hug

    • Mark A. Hug is the Executive Vice President, Marketing and Distribution, for the Individual Life Insurance business at The Prudential Insurance Company of America, Newark, NJ. In this capacity, he has sales and marketing responsibility for all domestic individual life insurance sales through the company’s career agency sales force and third party distribution channels. Mark is a member of Prudential's Marketing Council and serves as executive sponsor of the Multicultural Committee. Prior to joining Prudential in 2004, Hug was the President of Allmerica Financial Services. His primary responsibilities included all aspects of marketing, product management and distribution of all life and annuity products. Previous positions include Senior Vice President of Life and Annuity Products for The Equitable Life Assurance Society, where he was responsible for the design and management of Equitable’s insurance products and Head of Sales at The Aetna, where he was responsible for all distribution systems (brokerage, career agents, broker/dealers, banks and direct sales) for life, annuity and pension products. Over the course of five years at The Aetna, he held a variety of positions involving life insurance products, marketing and sales. Hug also previously served as Chief Marketing Officer for Connecticut Mutual’s Corporate Owned Life Insurance product line, and prior to that, he spent 11 years in the actuarial field at Transamerica Life Companies in Los Angeles. Hug earned a B.A. degree in mathematics from the University of Notre Dame in 1979. He is a Fellow of the Society of Actuaries, a member of the American Academy of Actuaries and registered principal of Pruco Securities, LLC. Hug is also an active participant in industry events, including the American College, AALU, LIMRA and the ACLI.

For Financial Professional Use Only
0211921-00001-00
Prudential is not affiliated with LifeHealthPro or Cam Marston.

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