Turning agents into planners
Many insurers believe converting their insurance agents into financial planners will help generate new customers, aid cross-selling and improve bottom-line performance. This approach has real merit, but also presents serious challenges. In practice, insurers adopting this model must: 1. identify the...
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| Veröffentlicht in: | Best's review (Life-health insurance ed.) 1999-08, Vol.100 (4), p.82 |
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| container_title | Best's review (Life-health insurance ed.) |
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| creator | Altman, Larry Irwin, Gil Lee, Sung |
| description | Many insurers believe converting their insurance agents into financial planners will help generate new customers, aid cross-selling and improve bottom-line performance. This approach has real merit, but also presents serious challenges. In practice, insurers adopting this model must: 1. identify the appropriate customer audience, 2. determine how they can differentiate themselves, 3. figure out what capabilities are needed, and 4. make sure the financial-planning model can be made economically attractive. |
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| fulltext | fulltext |
| identifier | ISSN: 0005-9706 |
| ispartof | Best's review (Life-health insurance ed.), 1999-08, Vol.100 (4), p.82 |
| issn | 0005-9706 |
| language | eng |
| recordid | cdi_proquest_reports_201115672 |
| source | Business Source Complete |
| subjects | Compensation Competition Consumers Cost control Cost estimates Cross selling Customer services Demography Financial planners Financial planning Insurance agents & brokers Insurance industry Internet Market entry Salespeople |
| title | Turning agents into planners |
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