LIMRA's MarketFacts Quarterly

Without question, the issue of health care reform has become one of paramount importance in the United States. As decisions are made in Washington and the new health care landscape begins to unfold, it is important for the industry to understand how typical American consumers believe they will be affected. This research study examines consumers’ knowledge of and attitudes toward health care reform issues – and gauges how well industry employee benefits executives understand the consumer perspective.

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While the basic job functions expected of a regional vice president (RVP) have not changed significantly, how they perform them and how much support they receive to do the job have changed. It is crucial that the industry take a look at how the traditional roles of RVPs have evolved.

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LIMRA research shows that the percentage of consumers who would consider their bank for a life insurance purchase increased 10 percentage points over the past five years. While purchase consideration is still modest, more people today are willing to buy life insurance from their bank than in the past. It is important for banks to understand how they can capitalize on this and create a model for future success.

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Given their increasing prominence in the retirement savings market, it is important to assess how target-date funds (TDFs) are viewed and utilized. If investors do not know what TDFs actually do, they may be using them in unintended ways – or be less willing to consider them at all.

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Small firms are prevalent in all industry sectors and employ approximately 40 million people, or 35 percent of the U.S. workforce. Furthermore, the annual business turnover rate of 10 percent means that new small firms are entering the market all the time. The financial services industry must keep a close eye on the challenges and developments in the small-business market if it hopes to meet the needs of this dynamic segment.

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Many organizations today realize that social media is changing the way the industry operates. Financial services companies understand that it is essential to figure out how to embrace and integrate such emerging technologies and platforms into their marketing and media ecosystems, but are often halted by compliance and regulatory concerns, the real-time nature of social interactions, and the resources required to keep content and conversations fresh and relevant.

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Companies that market insurance and financial products need to understand the role of the Internet in consumers’ process, which starts with need identification and information seeking and (if the process goes well) leads to the purchasing and servicing process. Understanding these roles will help companies identify more effective strategies to reach out to greater numbers of consumers.

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LIMRA reached out to our members worldwide to understand which technologies are on the horizon and what their impact might be on the financial services industry within five years. Since many of these trends are within mobile technologies, this article expands upon the expected role of mobile technologies in financial services.

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This article provides valuable insight on what has historically driven U.S. individual life insurance sales and explores how the industry might replicate successful practices to increase sales today and in the future.

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