Channels, Agents Mix It Up In The UL Sales Wars
August 22, 2017 by Cyril Tuohy
With universal life (UL) and indexed universal life (IUL) insurance consistently capturing close to 40 percent of all life insurance sales, it’s no surprise that distribution channels battle incessantly over market share.
The latest field report comes from actuaries Carl Friedrich and Susan Saip at Milliman, who compare the changes in share distribution from calendar year 2015 with the first three quarters of 2016 for different UL lines.
Brokerage, career agent and personal producing general agent (PPGA) channels remain the top channels through which UL products are sold, but agents within those channels don’t relinquish anything without a fight.
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