If there is going to be growth in the life insurance market, it will be in the mass affluent market, said executives at the 2011 Life Insurance Conference on Tuesday.
“Middle market will be the growth engine for the future,” said Thomas M. Marra, president and CEO,
The way to gain new clients in this market is through technology, said J. Eric Smith, president,
The clear challenge is distribution, since there are fewer producers selling life insurance to the middle market, which will impact the immediate and long-term growth of the industry. Pricing products will also be a challenge given the current low interest rate environment.
“We at Ohio National have expanded distribution consistently since 2005 and as a result have captured more market share,” said Gary “Doc” Huffman, president and CEO,
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