Insurance Domain Current Context_M1

Secondary Research Article By KVN Pavan kumar
digitalleverage.p@digitalelverage.net / 919849385640
Insurance market in
India is expected
reach $250 bn by 2025
1. IRDA
2. NBFCs
3. Intermediaries
4. Representatives
5. Agency/Brokerage
6. Banking
7. Internet
8. Partners
Currently, it is growing at the rate of more than 12%

• The insurance industry of India has 57 insurance companies 24 are in the
life insurance business, while 33 are non-life insurers.
• Among the life insurers, Life Insurance Corporation (LIC) is the sole public
sector company.
• There are six public sector insurers in the non-life insurance segment.
• In addition to these, there is a sole national re-insurer, namely G
• General Insurance Corporation of India (GIC Re).
• Other stakeholders in the Indian Insurance market include agents
(individual and corporate), brokers, surveyors and
• third-party administrators servicing health insurance claims.
Insurance market in India is expected reach $250 bn by 2025 … ;
Currently, it is growing at the rate of more than 12%

Indian Insurance
MARKET SIZE
Opportunity
‣By 2025, the
Insurance market in
India is expected to
grow to $250 bn;
currently, it is growing
at the rate of more than
12%
‣By 2022, the Indian
life insurance market is
forecast to have a value
of $92.1 bn, an increase
of 27.2% since 2017
‣By 2022, the Indian
non-life insurance
market is forecast to
have a value of $38.7
bn, an increase of 58%
• In India, the overall market size of the insurance sector is expected to US$
280 billion in 2020.
• Government's policy of insuring the uninsured has gradually
pushed insurance penetration in the country and proliferation
of insurance schemes.
• Gross premium collected by life insurance companies in India increased
from Rs. 2.56 trillion (US$ 39.7 billion) in FY12 to Rs. 7.31 trillion (US$ 94.7
billion) in FY20. During FY12-FY20, premium from new business of life
insurance companies in India increased at a CAGR of 15% to reach Rs. 2.13
trillion (US$ 37 billion) in FY20.
• Overall insurance penetration (premiums as% of GDP) in India reached 3.71%
in FY19 from 2.71% in FY02.
• Life insurers reported 14% YoY growth in individual annualized premium
equivalent (APE) in October 2020, compared with 4% YoY in September
2020.
• The market share of private sector companies in the non-life insurance
market rose from 15% in FY04 to 56% in FY21 (till April 2020). In life
insurance segment, private players had a market share of 31.3% in new
business in FY20.
• In October 2020, health insurance witnessed an increase in premiums at
Rs. 4,074.8 crore (US$ 553.93 million) compared with Rs. 3,840.6 crore
(US$ 554.29 million), recording 6% growth on y-o-y basis. Retail health
also witnessed a 30% increase in premiums to Rs. 1,982.6 crore (US$
269.69 million).

NEW OPPORTUNITIES
• Overall insurance
penetration (premiums as %
of GDP) in India was 3.69 per
cent in 2017, providing a
huge underserved market
• Opportunities in
• Crop insurance,
• Micro-insurance,
• Health insurance markets,
• Motor insurance markets,
• Low-income urban
• Pension markets

IRDA GOVERNS THE INDIAN INSURANCE SECTOR – Sector Ecosystem
Insurance Regulatory and Development Authority (IRDA)
• Established in 1999 under the IRDA Act
• Responsible for regulating, promoting and ensuring orderly growth of the insurance and re-insurance
business in India

There were 33 non-life insurers in India in FY18.
Motor
New
India
Marine -
General
Health
Others
ICICI
Lombard
Marine-
Total
NON LIFE
Personal
Accidents
Bajaj
Allianz
MAJOR SHAREHOLDERS
AS ON JUNE 2020
United
India
Fire
Crop
National
Oriental

FY 2020 Report
Opportunities in Indian Insurance Market

Strategies To be Adopted
Sector Optimization to Focus
Technology
Roadmap
Optimize
CTPs
Focus
Differentiate
Focus on providing one kind of
service help insurance companies
in differentiation.
For example, SBI is
concentrating on individual
regular premium products as
against single premium and
group products
• Players in industry are investing in Information Technology to automate
various processes and cut costs without affecting service delivery.
• It is estimated that digitization will reduce 15-20 per cent of total cost
for life insurance and 20-30 per cent for non-life insurance
• From October 2016, IRDAI has mandated having an E-insurance
(electronic insurance) account to purchase insurance policies
• Differentiation
• Companies are trying to differentiate themselves by providing wide
range of products with unique features.
▪
▪
▪
For example, New India Assurance launched Farmers’ Package
Insurance to covering farmer’s house, assets, cattle etc. United
India launched
Workmen Medicare Policy to cover hospitalization expenses
arising out of accidents during and in the course of employment
In March 2017, HDFC Life in collaboration with Haptik, has
announced the launch of the country’s first life insurance
chatbot which will help the customer as a financial guide to aid
them to choose the most suitable plans befitting their needs.
• Insurers are launching digital only products to speed up the quote to
issue process and bring in cost efficiencies in Customer Service.
• Life insurers are exploring block chain-based solutions for Proof of
identity Seamless Data sharing and Claims Processing.

Insurance Market
Overview
The types of insurance players are:
‣Life insurance,
‣General insurance,
‣Specialized insurers,
‣Standalone Health Insurance,
‣Re-insurance &
‣Foreign insurers branches.
• IRDAI governs the sector.
• The market share of private sector companies in the
non-life insurance market rose from 15% in FY04 to
almost 56% in FY21
• In life insurance segment, private players had a market
share of 31.3% in new businesses in FY20
• By 2020, life insurance is expected to account for 35% of
India’s total savings
• During FY12–FY20, premium from new business of life
insurance companies in India increased at a 15% CAGR
to reach Rs 2.13 trillion
• In FY20, motor insurance constituted 36.60% of the nonlife
insurance market in India
• Share of private sector in life insurance segment grew
from around 2% in FY03 to over 31.3% in FY20
• Gross direct premiums of non-life insurers in India
reached US$ 27.09 billion in FY20 from US$ 14.95 in
FY16
• Private insurance coverage is estimated to grow by
nearly 15% annually till 2020

Insurance Market
Growth Drivers
• The growing use of the internet has pushed the demand
• Higher personal disposable incomes would result in
higher household savings that will be channeled into
different financial savings instruments like insurance and
pension policies
• The increasing number of insurance providers with
various sophisticated products at competitive prices
• Regulations which are conducive for the growth of the
industry

Competitive
Advantage for India
• Government Policies
• As per Union Budget 2019-20, 100% foreign direct investment
(FDI) was permitted for insurance intermediaries
• Reduction in Net Owned Fund requirement from INR 5,000
crore to INR 1,000 crore proposed to facilitate on-shoring of
international transactions
• Clarity on rules for insurance IPOs would infuse liquidity in the
industry
• National Health Protection Scheme will be launched under
Ayushman Bharat, as per Union Budget 2018-19.
• Investments
• Insurance companies raised more than US$ 6 billion from public
issues in 2017
• Fund of Rs 6,400 crore (US$ 887 million) has been allocated for
2020-21

Strategies Updates
• India’s robust economy is expected to sustain the growth in
insurance premiums written
• The industry is witnessing a shift towards the traditional nonlinked
insurance plans with the share of non-linked insurance
increased from 59% in FY09 to 85% in FY18
• Traditional products are being customized to meet specific
needs of Indian consumers
• The market share of private sector companies in the non-life
insurance market rose from 15% in FY04 to almost 56% in FY21
• Players in the industry are investing in Information Technology
to automate various processes and cut costs without affecting
service delivery
• IRDAI has mandated having an E-insurance (electronic
insurance) account to purchase insurance policies
• Focus on providing one kind of service help insurance
companies in differentiation

Latest Insights on
Insurance Industry
• Overall, the Indian insurance market had total gross written
premiums of $ 96.9 bn in 2017, representing a CAGR of 12.3%
between 2013 and 2017. The CAGR of the market during 2017–22
is predicted to be 4.9%. India accounts for 6.1% of the Asia-Pacific
insurance market value.
• The Indian Life insurance market grew by 13.2% in 2017 to reach a
value of $ 92.1 bn, it is expected to account for 35% of India's total
savings by 2020. India accounts for 6.8% of the Asia-Pacific life
insurance market value.
• Whereas, the Indian non-life insurance market grew by 21.6% in
2017 to reach a value of $ 24.5 bn. Indian life insurance market can
be categorized into two sub-segments namely, Life insurance which
contributed to 69.3% and Pension annuity which contributed to
30.7% of the total market share by value.LIC is the leading player in
the Indian life insurance market, generating a 78% share of the
market's value.
• Whereas, Motor is the largest segment of the non-life insurance
market in India, accounting for 63% of the market's total value.
• The Indian life insurance market had total gross written premiums of
$ 72.4 bn in 2017, representing a CAGR of 10.4% between 2013
and 2017,
• while the Indian non-life insurance market had total gross written
premiums of $ 24.5bn in 2017, representing CAGR of 18.8%

Latest Trends
2018 Market Report
1. LIC Market Share : 73%
2. Private Life Insurers : 27%
3. Up to 49% of the FDI is
allowed under the automatic
route.
4. Smartphone Damage
Insurance sales were $140
million in 2020.
• The property segment contributed gross written
premiums of $ 3.7 bn in 2017, equating to 15.3% of the
market's aggregate value.
• Motor insurance has been compulsory in India since
1988.
• According to the reports, the number of new cars sold
annually increased with a CAGR of 6% between 2013
and 2017, to reach a total of 3.2 mn in 2017.
• Cars are one of the major transportation methods in
India, making it one of the largest segments.
• The market share of private sector companies in the
non-life insurance market rose from 13.12% in FY03 to
54.72% in FY19 (up to Feb 2019).
• LIC contributed to 71% while Private life insurers
contributed to 29% of the total market share up to 31
October 2018.
• Furthermore, LIC contributed to 73% (1,387,893 policies)
while Private life insurers contributed to 27% (516,129
policies) of the total market share of the number of
policies issued during October 2018.

TOP 15 - key industry Organizations
1. Life Insurance Corporation of India
2. Max Life Insurance Company
3. HDFC Life Insurance Company
4. ICICI Prudential Life Insurance Company
5. Tata AIA Life Insurance
6. Bajaj Allianz Life Insurance Company
7. SBI Life Insurance Company
8. Reliance Nippon Life Insurance Company
9. Kotak Life Insurance Company
10. Agriculture Insurance Co. of India Ltd.
11. Shriram General Insurance Co. Ltd.
12. Cholamandalam MS General Insurance Co. Ltd.
13. HDFC ERGO General Insurance Co. Ltd.
14. Edelweiss General Insurance Co.Ltd.
15. United India Insurance Co. Ltd.

Following is the list of best insurance companies in India
With reference to Claim Settlement Perspective –
For the Year 2018-19
2018-19
1. Life Insurance Corporation of India 97.79%
2. Max Life Insurance Company 98.74%
3. HDFC Life Insurance Company 99.04%
4. ICICI Prudential Life Insurance 98.58%
5. Tata AIA Life Insurance Company 99.07%
6. Bharti AXA Life Insurance Company 97.28%
7. Bajaj Allianz Life Insurance Company 95.01%
8. SBI Life Insurance Company 95.03%
9. Reliance Nippon Life Insurance Company 97.71%
10. AEGON Life Insurance Company 96.45%
11. Aviva Life Insurance Company 96.06%
12. Aditya Birla Sun Life Insurance Company 97.15%
13. Kotak Life Insurance Company 97.40%
14. PNB MetLife Insurance Company 96.21%
15. Canara HSBC OBC Life Insurance Company 94.04%
(Please note: Sample premium for the term plans of the insurance company are calculated for
INR 1 Cr sum assured taken for 30 years tenure by 30-year-old healthy man)

‣Insurance provides you with financial security and safety net
‣Insurance safeguards you and your family’s future goals
‣Insurance encourages savings
‣Insurance is an effective risk management tool
‣Insurance provides peace of mind
Holistic Approach on
Customer Risk Management
Insurer Perspective
Capgemini Financial Analysis - 2019

List of Non Life Insurers Providers in India -- 35
List of Life Insurers Providers in India -- 24
https://igms.irda.gov.in/WebPages/ListofCompanies.aspx

Holistic Approach on
Customer Risk Management
Insurer Perspective
Capgemini Financial Analysis - 2019

Conclusion
Insurance Product Innovation
Concepts
Expanded Inclusions
Travel Insurance
Cyber Insurance
Ecommerce Insurance
Disease Specific Insurance
Comprehensive Insurance
• The future looks promising for the life insurance industry
with several changes in regulatory framework which will
lead to further change in the way the industry conducts its
business and engages with its customers.
• The overall insurance industry is expected to reach US$ 280
billion by the end of 2020.
• Life insurance industry in the country is expected to
increase by 14-15% annually for the next three to five years.
• The scope of IoT in Indian insurance market continues to go
beyond telematics and customer risk assessment.
• Currently, there are 110+ InsurTech start-ups operating in
India.
• Demographic factors such as growing middle class, young
insurable population and growing awareness of the need for
protection and retirement planning will support the growth
of Indian life insurance.

Complaints Management
https://igms.irda.gov.in/loginph.aspx

Prime Reference
https://www.policyholder.gov.in/default.aspx

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• https://www.pwc.in/assets/pdfs/research-insights/2020/insurance-impact-assessment.pdf
• https://www.investindia.gov.in/sector/bfsi-insurance
• https://www2.deloitte.com/xe/en/insights/industry/financial-services/financial-services-industryoutlooks/insurance-industry-outlook.html
• https://www.ibef.org/industry/insurance-sector-india.aspx
• https://dare2compete.com/i/insurance-5960
• https://www.turtlemint.com/life-insurance/articles/top-insurance-companies-in-india/
• https://www.policyholder.gov.in/Registered_Insurers_Non_Life.aspx
• https://www.policyholder.gov.in/Registered_Insurers_Life.aspx
• https://www.policyholder.gov.in/IRDA_Journal.aspx
• https://www.policyholder.gov.in/default.aspx
• https://dare2compete.com/i/insurance-5960
• https://www.ibef.org/industry/insurance-sector-india.aspx
• https://www.bluecorona.com/blog/insurance-marketing-ideas-strategies/
• https://classcodes.com/insurance-email-marketing/
• https://www.joshmeah.com/blog/insurance-marketing-strategies-for-the-new-age
• https://www.investopedia.com/terms/i/insurtech.asp
• https://smallbusiness.chron.com/marketing-strategies-insurance-companies-1414.html
• https://www.agencynation.com/10-insurance-marketing-strategies-working-right-now/
• agencynation.com/replace-your-boring-pdf-proposals-with-this/
• https://www.agencynation.com/all-training/

Insurance Domain
Broking Company to Insurance Aggregators
Digital technologies accelerate acquisition, engagement, and relationship-building with
underserved segments of property/casualty and life insurance markets—audiences with high
expectations for digital interactions

Digital Engagement
Focus Points
Context
•But insurers can still prosper in this new
environment without abandoning their
traditional strengths and service models.
•Proposed Solution
•The Proposed Solution should be designed
to help both property/casualty and life
insurers re-engineer their customer journeys
to address customers’ expectations for
engaging digital experiences at every
interaction
•Inside Points
‣Cloud-based digital technologies and the
business models they support can release
incumbents from many of their legacy
constraints, transform others into
competitive advantages, and accelerate a
return to market leadership.
‣Stronger digital engagement can help these
firms acquire both new market entrants and
competitors’ customers, strengthen their
customer relationships, improve retention,
and cultivate loyalty into advocacy.
‣Beyond these may lie additional
opportunities to create and market new,
innovative insurance products, to improve
customer lifetime value and loyalty.
‣ Delivering engaging brand experiences across multiple digital
channels
‣ Creating online-only brands to compete with established
offerings
‣ Using direct models to neutralize the value of incumbents’
Agent networks
‣ Using connected devices to streamline processes and improve
the experience.
‣ Deploying real-time “name your own” price and coverage
comparators
‣ Offering paperless transactions throughout the entire
relationship
‣ Encouraging side-by-side comparisons that focus consumers on
price
‣ Reducing barriers and raising incentives to switch to their
products
‣ Digitizing service interactions for mid-market audiences and
products
‣ Building partner ecosystems to offer valued but nontraditional
services
‣ Expanding loyalty programs to offer value, not just discounts

PRIME
Customer Preferences
As per Accenture Survey
Sales Personalization
•Vital Pulse of Insurance
•Enrollment Experience
• Contextual Personalization
• Coverage Expansion Enabler
Customer Centric Service
Sales & Service
•Interactive Agent
• Agent Marketing Portal
• Agent Productivity Portal
• Vital Pulse of Insurance
• Contextual Personalization
• Only 29% are highly satisfied with their providers
• Among property/casualty customers, only 22% feel any
loyalty to their provider
• 30% of property/casualty customers would consider
shopping for a better deal
• 38% of life insurance customers evaluate new providers
based on price
• 34% of life insurance customers switched providers in the
last year
Updating Distribution Models
Digital Marketing ROI Dashboard
Distributed Marketing Campaign Platform

Market Audit,& Account Predictive Road
Map, Prime Resource Allocation
Contextual Digital Marketing
Journey
Account Management
based on
B2B/B2C/Hybrid/Partner
Engagement
Quote
Landing Page / Email/
WhatsApp /Virtual
Meeting
Virtual Exhibits/Webinars/
Sponsorships, Retain &
Engage
Account Predictive
Analytics for a Specific
Term Audiences
Inform
Share
Hold & Engage in other
Ways
Accounts Allocation &
Monitor
Switch
Compare
Welcome
Connect
Engage
Decide
Confirm

Sales Enabler
Technology Enabler

Insurance Service Break up
•Life Insurance – 24 Players
•Term Life Insurance
•Permanent Life Insurance
•General Insurance -35 Players
•Fire
•Marine
•Medclaim
•Accidental
•Motor Vehicle
Intermediaries
Contextual Hypothesis
The Marketing Mix
•Smart Landing Pages
•Wallet Cards
•Mobile Marketing
•Affiliate Marketing
•Omni channels
•Contextual Content
•Interactive Marketing
•Partners Engagement
•Integrated Comm. Model
•Networking & Influencer
Management
•PPC
•Podcasting
•Client Appreciations
•Mobile App
1. The main hypothesis: Electronic marketing affects life and
investment insurance sales
2. The first sub-hypothesis: using internet in marketing activities
related to clients affects life and investment insurance sales.
3. The second sub-hypothesis: using internet in marketing
activities related to distribution channels affects life and
investment insurance sales.
4. The third sub-hypothesis: using internet in marketing activities
related to marketing research affects life and investment
insurance sales.

18 INSURANCE MARKETING IDEAS YOU’LL EVER
NEED IN 2021-22
The emerging social and
technological trends are
disrupting the insurance
market, inviting new players,
and forcing incumbent
agencies to look for and adopt
new strategies.
Smart marketing strategies are
necessary so that an insurance
agency can stand out from the
national and local competition.
These are but a few examples
of marketing strategies an
insurance agency can employ,
but every agency should
consider the market and
exactly what the target market
is looking for before
implementing any new
program.
• Insurance Marketing Ideas to Attract New Policyholders
1. SCALING UP YOUR LANDING MICRO SITE
2. INVEST ON DIGITAL MARKETING FRAMEWORK FROM AUDIT TO EXECUTION
3. INTEGRATE THOUGHT LEADERSHIP BLOG
4. IMPLEMENT “SMART RESOURCE SECTION”
5. IMPLEMENT PPC
6. BRAND COMMUNICATION THROUGH CONTEXTUAL DIGITAL MARKETING PLAN
7. GENERATE THE CONTEXTUAL REVIEWS
8. HIGHLIGHT YOUR DIFFERENCES IN YOUR CONTENT
1. TOWARDS NEW
2. TOWARDS EXISTING
9. IMPLEMENT SMART EMAIL NEWSLETTER MARKETING MANAGEMENT
10. BE ACTIVE IN SOCIAL MEDIA CHANNELS & OPTIMIZED MODE
11. IMPLEMENT COMMUNITY & NETWORKING MANAGEMENT
12. IMPLEMENT INFLUENCER MARKETING
13. ENSURE TRANSPARENCY AND TRUST
14. PERSONALIZE MARKETING EFFORTS
15. USE TECHNOLOGY TO DIGITIZE SERVICES
16. USE REMARKETING ADS TO CONTROL CPC
17. BUILD A REFERRAL NETWORK
18. BUILD THE VIDEO PROPOSALS
19. VIRTUAL DOOR 2 DOOR CAMPAIGN MANAGEMENT

Digital Marketing
Domain Context
1. The marketing activities related to clients
2. The marketing activities related to distributed channels
3. The activities related to marketing research
A referral network is one of
the best ways insurance
agencies grow the business
Strategic partners for
insurance agencies include
real estate agents,
mortgage lenders, estate
planning attorneys and
even other insurance
agents. If your agency
specializes in a specific type
of insurance – for example,
worker's compensation –
many other agencies are
instead focused on auto
and home insurance, and
they can refer business
clients to you.

Modern marketing (converging
traditional and digital
marketing) can deliver a range
of benefits to carriers, from
increased brand perception and
loyalty, to improved customer
NPS and market share.
While return on investment
(ROI) has traditionally been the
most actively tracked metric,
this may be too narrow of a
measurement criterion in
today’s digital age.
New metrics, such as return on
engagement and return on
experience, may be more
relevant as carriers look to
track the effectiveness of
marketing campaigns and their
impact on customer
relationships.

Point of Focus
Sales Enablement Touch Points
1. Build a brand that resonates with customers, invokes positive associations and turns
customers into strong brand advocates.
1. Leverage insights derived from new and varied data sources (including non-traditional
external data, such as social, demographic and behavioral)
2. Design and deliver holistic and integrated experiences, across channels and
platforms, proving brand allegiance to customers (rather than asking for the reverse).
3. Be a curator rather than a content creator, increasingly relying on brand advocates/
customers to create content (e.g., through social media)
2. Enter new markets, and capture new customer segments.
3. Design integrated experiences across the entire customer journey and across channels
(intermediaries and direct).
4. Identify content that resonates with prospects and target customer segments, and
contextualize interactions across customers’ preferred channels with appropriate
cadence. For example Interactive Content elements like Videos, Interactive / Explainer
Videos Playlists & Channels etc.
5. Improve lead conversion, drive cross-sell/ up sell (and increase market share).
6. Consumers increasingly demand personalization when purchasing products, while also
seeking the convenience of managing multiple policies under one roof.
7. Build customer engagement/drive customer satisfaction.
1. To realize superior customer engagement, marketers must be able to integrate
multiple, often siloed groups (across intermediaries and internal teams).
2. This requires marketers to manage multiple moving parts and bring them together.
3. New digital channels, driven by customer preferences and usage patterns, need to
be leveraged to drive customer engagement.
4. This includes channels such as interactive video, as well as technologies such as
virtual reality and Internet of Things (IoT).

Insurance companies offering e-services can be
classified into the following categories:
‣Landing Micro-Site
‣Power Shift Touch Points
‣Transparency
‣Partners & Resources
‣Aggregators
• Landing Micro Site
• The insurance companies have a separate web page for promoting their online
insurance services.
• The webpage will provide almost all the details about the products and the features,
reason to buy, duration of the policies, sum assured and assumed bonus, etc., this
online facility will maximize the strength of the company to move further in the minds
of the customers.
• LIC is a public sector company provides all the details about the products to the
customers.
• Power shifts from seller to buyer
• Unlike traditional marketing, the power has been transferred to the buyer, will help
them to know, analyze, and make decisions based on the alternatives of policies.
• Greater transparency
• Companies are maintaining greater transparency can be maintained in disseminating
product details through the websites.
• Customers will know about the new arrivals of products and the changes in the policies
time to time
• Middlemen
• Middlemen are intermediaries who do not sell the insurance policies directly but they
help the potential customers of the insurance companies for choosing the products.
• Aggregators
• Aggregators have own sites that will help the clients to know the variations between
the policies will be given.
• Moreover they will give some additional information about the products

Insurance Domain &
Need Hypothesis
In the model, the
independent variables are the
dimensions of electronic
marketing including “the use
of internet for marketing
activities related to clients”,
“the use of internet for
marketing activities related to
distribution channels”, and
“the use of internet for
activities related to marketing
research”.
The model also shows the
components of each
dimension as well as the
dependent variable of the
study “life and investment
insurance sales”.
• The main hypothesis: Electronic marketing affects life
and investment insurance sales
• The first sub-hypothesis: using internet in marketing
activities related to clients affects life and investment
insurance sales.
• The second sub-hypothesis: using internet in marketing
activities related to distribution channels affects life and
investment insurance sales.
• The third sub-hypothesis: using internet in marketing
activities related to marketing research affects life and
investment insurance sales

NEED
MARKET MIX

Life Insurance
Marketing Triangle Mix

Life Insurance
Service Touch Points
Life Cycle
Information Consultation Order taking
Hospitality
Exception
Safe
Keeping
Billing
Payment
Retain &
Grow

4 I’s of Life Insurance
Intangibility
Inconsistency
S
Inventory
Inseparability