Distribution is a key to success in any business. And in few more so than life and morbidity risk insurance, where, classically, products “are sold, not bought”. Historically life companies have been supported by brokers with varying degrees of independence and/or armies of agents, either directly tethered to the carrier or working for tied distributor firms. While other distribution channels have been available, face-to-face dealing has mostly remained the source of mainstream life and morbidity product sales. In some ways, the classic model has proved remarkably durable. But change is in the air. And even in markets where the direct…
Read More
