AccessMyLibrary provides FREE access to millions of articles from top publications available through your library.
SAN FRANCISCO Variable life insurance is a long-time underachiever at insurance companies, yet hope glimmers in the eyes of many executives that it will break through its lackluster label.
Divining the right marketing strategy and product features was the focus of the variable life conference here sponsored by the National Association for Variable Annuities (NAVA) of Reston, Va.
Norse Blazzard, principal at Blazzard, Grodd & Hasenauer in Ft. Lauderdale, Fla., predicted that variable life would ascend to a position of dominance in 10 years. However, he pointed out that he has been making such a prediction since the early 1960s, and "the 10-year horizon seems to keep going 10 years into the future."
To understand the practices of a successful life agent, Stephen Wechsler, president of the Wechsler Financial Group, a financial planning firm specializing in life insurance sales to small- and medium-sized …