Kehrer-LIMRA Bank Life Insurance Sales Study

This annual study of life and health insurance sales by banks is based on proprietary information provided by bank insurance programs.

The participating banks are broadly representative of the banks that are actively marketing life and health insurance, both with respect to region and bank size, and account for over 40 percent of all bank life insurance sales.

The study examines sales force productivity and revenue penetration of the bank customer base by distribution method, program maturity, and bank size.

Distribution methods include:

• direct response (mail, telephone, and internet)
• full-time retail life agents working with middle income customers
• financial consultants/brokers selling primarily mutual funds and annuities
• licensed bankers who provide banking services but sell life insurance part time
• advanced life insurance agents focused on estate planning, business succession issues, private banking, or commercial customers
• referrals to outside agents or brokers

The study also examines sales force compensation by distribution method, and the profit contribution of bank life insurance sales.

Price: $750 (free for participants and LIMRA members, discounted for community banks)
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