The Challenge in Life Sales.

The article focuses on the challenges in life insurance sales for banks. The two main challenges are: mismatched distribution models and misunderstood products have led to disappointing insurance sales at banks. First, financial institutions have approached the overall distribution of life insurance incorrectly. They have been trying to distribute life insurance by using their simple transaction-based, customer-driven model that works well for annuities, mutual funds and brokerage services. Second, life insurance is not like an investment product, nor should it be sold as one.