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On the Required Reading List for the SOA ILA 101
Learn everything an actuary or another industry professional needs to know about life insurance distribution.
Offering a complete discussion of life insurance distribution, this book begins by putting life insurance distribution within the much broader context of distribution and marketing in general, pointing out the unique aspects of life insurance distribution.
With all of this as background, the book continues with more detail and discusses the various functions performed by distribution, and how distribution systems are managed today. It also goes into more specifics regarding the compensation and the economics of distribution and how this fits into an actuarial pricing model. The text concludes with a discussion of managing distribution channel conflict, and how distribution of life insurance is expected to evolve in the near future.
About the Authors
Walter H. Zultowski, PhD.
Walter H. Zultowski, PhD, is Principal of WZ Research + Consulting, LLC, a boutique market research and consulting firm serving the life insurance and financial services industries. Prior to starting his firm in 2010, Walter spent over thirty years in the industry with both Phoenix Life and LIMRA International in various senior marketing and market research positions. His specialties include market development and planning, and innovation management systems for the development of new products and marketing ideas. He is the author of over 100 articles on the marketing of life insurance and financial services, and has spoken to over 1,000 audiences around the world during the course of his career. He is also the author of the book, Don't Get Fooled Again - A Decision Maker's Guide to Market.
Douglas J. Bennet, FSA
Douglas J. Bennet, FSA, is an independent consultant providing advice in the area of life insurance distribution and product design to insurance companies, marketing organizations, and individual agents. Doug has 30+ years in the life insurance industry, first at LIMRA and for over 20 years as a Milliman consultant, eventually managing the Hartford life practice. He worked at CAST Management Consultants and eventually helped start a marketing organization that sold life insurance through an outbound call center. While at Milliman, Doug helped develop and deliver an innovative executive development program designed to help marketing, distribution, and field management executives understand the financial dynamics of the life insurance business. Ultimately, this program was used worldwide.