What Advisors Say They Need In The Current Variable Life Marketplace

Gareis, Joseph A.
April 2004
National Underwriter / Life & Health Financial Services;4/19/2004, Vol. 108 Issue 15, p47
Discusses the narrowing of the targeted consumer market for variable life (VL) insurance in the United States. Decline in sales when the bull stock market run of the 1990s came to an end; Move of VL insurance upscale to markets having the kind of disposable income necessary to fund the contract conservatively; Adverse effects of improvements in fixed permanent life products; Sales approaches and uses that suggest the primary purpose of the VL contract may be something other than protection; Enhanced guarantee features in VL products.


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