In spite of flat-to-declining sales, there is a tremendous need for life insurance if carriers take the right approach, according to Robert Henrikson, chairman, president and CEO of MetLife Inc., Long Island City.
Henrikson made his remarks during the Seventeenth Annual Executive Conference for the Life Insurance Industry, organized by The Conference Group, a sister company of National Underwriter.
One reason for flat-to-down sales is poor marketing, according to Henrikson. Salespeople have not been given the support they need, he said.
This support is needed because the producer remains an important part of selling life insurance products, he added.
“People like to face people when they are buying,” he said. “People will not part with money without talking to someone.”