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For 30 years, LIMRA MarketFacts has been the premier publication for financial services executives worldwide. Our mission is to bring the latest, most pertinent industry information to our readership — whether it is derived from industry research, company best practices, or insightful thought leadership. LIMRA MarketFacts offers unmatched content by inviting authorship from representatives of companies in LIMRA’s vast member roster, as well as from LIMRA’s internal subject matter experts and global thought leaders impacting the financial services arena.

Why is LIMRA MarketFacts different from other industry trade publications? Because we concentrate on developing in-depth, insightful articles devoted to the critical issues of the day impacting financial services industry decision-makers. By blending exclusive perspectives from LIMRA’s renowned research team and marketing experts with the industry’s top thought leadership, LIMRA MarketFacts provides the latest information on how companies can maximize their marketing and distribution effectiveness in an ever-evolving environment.

In these turbulent times, it is imperative that you have access to the best thinking on the forces driving change in the financial services industry. LIMRA MarketFacts is the vehicle that industry executives turn to most for LIMRA’s longstanding brand in research excellence.

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Summer 2010

LIMRA MarketFacts

Summer, 2010

Table of Contents
by Kathleen E. Krozel, LLIF, FLMI, ARP, LIMRA; Laura A. Murach, ACS, ALMI, LIMRA

Affiliated distribution has changed so much in the past 20 years and, in many respects, has been able to adapt. However, the same cannot be said for the restructuring of field management. Field leadership has lagged far behind the other pieces of distribution and it can no longer be neglected.

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by Claudia Edward Moura, ASA, MAAA, LIMRA

Designing insurance products with high risk attachment defies the conventional wisdom of insurers developing new products intended to serve a target market. Yet, for many insurance companies, such a product — microinsurance — is becoming a popular option to offer globally.

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by Nilufer R. Ahmed, Ph.D., LIMRA

Beyond Social Responsibility — Microinsurance: Reaching the Poorest of the Poor (MarketFacts, Summer 2010)

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by Elizabeth H. Schwarz, ACS, LLIF, LIMRA

The U.S. African-American population is expected to grow faster than the general population — representing 15 percent of the country’s population by 2050. This article examines the purchasing preferences of U.S. African Americans and suggests specific strategies of how companies and advisors/producers can reach out to meet this market’s financial needs.

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by Scott R. Kallenbach, FLMI, LIMRA; James O. Mitchel, Ph.D., CEBS, LIMRA

Companies in the insurance and financial services industry have a growing interest in social media — especially when it involves brand awareness. A number of companies have focused on the social networking site Facebook as they strive to reach their objectives in online social media environments.

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With The Dodd-Frank Wall Street Reform and Consumer Protection Act signed into law, the financial services industry finds itself preparing for the most sweeping financial reform since the 1930s. Seven major initiatives spawned from the bill may have a significant impact on companies with insurance-related operations.

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by Woo Seung Na, Korean Insurance Development Institute

An exclusive interview with Frank Keating, President and CEO of the American Council of Life Insurers (ACLI), and Robert Kerzner, President and CEO of LIMRA, LOMA, and LL Global Inc., about how these two industry leaders foresee the future of the life insurance industry.

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by Glenn Forde, TPG Direct

Channel conflict is a natural phenomenon in business because it emerges as the market evolves and business strategies change. A company with no channel conflict usually is a company with a coverage gap in its market strategy.

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by Matthew Drinkwater, Ph.D., FSRI, FLMI, AFSI, PCS, LIMRA Secure Retirement Institute; Joseph E. Montminy, ASA, MAAA, LIMRA Secure Retirement Institute

Insurance marketers see a lot of online data. Yet, how much data is actually read and does the data really help make better decisions? When does too much information become paralyzing, rather than productive and actionable?

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by Timothy E. Hill, Milliman Inc.; Elaine F. Tumicki, CLU, ChFC, LLIF, LIMRA

From the annuity industry’s perspective, it is critically important to understand the characteristics of those who buy immediate annuities or annuitize their deferred annuities. Examining the profiles of annuitants — and the contract features they choose — can help companies to calibrate their product offerings to their target markets, as well as to capture more of the “unrealized” annuitization market — estimated at $250 billion.

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by Jennifer L. Douglas, LIMRA

Now more than ever companies must be vigilant in identifying and managing emerging risks. This article identifies 11 risk factors currently impacting financial services companies and presents core strategies for addressing — and mitigating — them.

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by Mary M. Art, LIMRA

The industry has varied reactions to the federally supported CLASS Act. On a positive note, providers view the offering as an opportunity to raise awareness about the importance of long-term care planning. Still, many industry experts have concerns about the program’s viability and effectiveness.

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by Peter M. Goldstein, Univita Health; Eileen J. Tell, Univita Health

Within the financial services industry, carriers need to be all things to all producers. In addition to good products and competitive pricing, they must be ready with cutting-edge technology tools for the producers who want them, while simultaneously addressing the needs of producers who less often use technology.

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Mary-Beth Selby


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