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Exporting growth strategies: to successfully recruit agents and customers in India and China, U.S. insurers must adapt their domestic strategies.(Life: New Markets)(Brief article)
An international gold rush is under way in several key developing nations, where literally millions of households are reaching threshold income levels that invite long-term financial planning, including life insurance,
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And U.S. insurers are in the thick of the action, with most of the major U.S. players active in India, for example.
But as U.S.-based insurers mount a fierce charge overseas, budding expansion issues are beginning to work against their long-term success. Instead of building a solid base of loyal customers, many providers are besieged with account turnover ranging from 30% to 40% annually--between three and four times the U.S. average.
Runaway customer attrition in these new foreign markets is part of a vicious cycle that also includes agents, whose turnover ...
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