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Charts the social and cultural life of private insurance in postwar America, showing how insurance institutions and actuarial practices played crucial roles in bringing social, political, and economic neoliberalism into everyday life. Actuarial thinking is everywhere in contemporary America, an often unnoticed byproduct of the postwar insurance industry’s political and economic influence. Calculations of risk permeate our institutions, influencing how we understand and manage crime, education, medicine, finance, and other social issues. Caley Horan’s remarkable book charts the social and economic power of private insurers since 1945, arguing that these institutions’ actuarial practices played a crucial and unexplored role in insinuating the social, political, and economic frameworks of neoliberalism into everyday life. Analyzing insurance marketing, consumption, investment, and regulation, Horan asserts that postwar America’s obsession with safety and security fueled the exponential expansion of the insurance industry and the growing importance of risk management in other fields. Horan shows that the rise and dissemination of neoliberal values did not happen on its own: they were the result of a project to unsocialize risk, shrinking the state’s commitment to providing support, and heaping burdens upon the people often least capable of bearing them. Insurance Era is a sharply researched and fiercely written account of how and why private insurance and its actuarial market logic came to be so deeply lodged in American visions of social welfare.
The insurance industry has changed, consumers have changed, the competition has changed, communication has changed...BUT MOST INSURANCE AGENTS HAVE NOT! With mass marketing and over $1 BILLION dollars spent on advertising last year alone by a few of the biggest players in the insurance industry, there's not a day that goes by that your clients and prospects aren't bombarded with messages from your competitors. Unfortunately, most of those messages focus on "cheap insurance," "saving money" or depict the agent as "outdated and useless." Consumers are being taught that the only difference between insurance providers is PRICE and the entire industry is being commoditized by direct writers trying to push the retail agency force into extinction! Retail agents want to know how they can compete with the giants of advertising and mass marketing to keep their clients and grow their agencies. The unfortunate answer is that you simply can NOT compete in the price wars and mass marketing being done by the big industry advertisers. IF YOU TRY, YOU WILL LOSE! However, you CAN beat them by communicating with your clients and prospects in ways that the big companies cannot. You CAN use the new rules of communication and new methods to reach your clients and prospects that will set you apart as THE go-to insurance advisor in your area. Agents need to break away from the price wars and commoditization and start creating experiences and relationships with their clients that are impossible to replace. You're in a fight for your agency's life. Whether you realize it or not, change in the insurance industry is going to continue at a rapid pace over the coming years. The big discounters will continue to increase their advertising and banks and other large corporations will join in to try and make the retail agent as irrelevant as possible. Consumers will rely more on the internet and social media for their research and communication with insurance companies and agents. Only the strongest agents who find new ways to communicate their value and set themselves apart will survive. You can do more than just survive, you can thrive in the coming years by becoming a 21st Century agent and using 21st Century Communication tools with your clients and prospects. You can be known in your community as an insurance expert and a trusted advisor that people seek out and want to do business with. You can learn: 1. The 3 jobs of a 21st Century agent that are vital to your success 2. Strategic ways to bring new sales to your door without having to chase them 3. How to keep clients married to your agency for life 4. How to create top of mind awareness with clients and prospects 5. The seven questions that every prospect wants to know before choosing an agent 6. How to overcome price as an objection to doing business with you 7. The 6 new rules of communication and how to use them with clients and prospects 8. 7 tools of 21st Century Communication 9. The best way to use social media with clients and prospects 10. How to set up online and social media tools and manage them in a few minutes 11. How to make old-school communication techniques new and relevant again 12. The secret to getting clients to consistently refer prospects to your agency 13. How to attract client cross-sales instead of constantly having to chase them 14. The importance of touching your clients 24 times per year and how to do it 15. The importance of a communication calendar and the formula that makes it easy 16. How to create "social influence" 17. Two easy formulas for writing communication pieces that clients want to read 18. The two most important things to concentrate your time, effort and energy on No one is going to make you grow, make you improve or make you keep up with the consumers and the insurance industry. But if you don't, it's just a matter of time before you get left behind.
This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.