Disintermediation is not your real problem

• Publisher: John Wiley and Sons
• Year: 1996
• Tongue: English
• Weight: 217 KB
• Volume: 12
• Category: Article
• ISSN: 8756-6079
• DOI: 10.1002/bir.3820120406

✦ Synopsis

DISINTERMEDIATION IS NOT YOUR REAL PROBLEM

oger Lovretich thinks bankers worry too much about disintermediation. And it's holding them .back from selling more insurance products. Lovretich, a Certified Financial Planner (CFP), is vice president for Financial Institution Sales at Security Benefit Life (Topeka, Kansas). They've been distributing products through banks for a decade.

"We're an old line mutual company," Lovretich told us, "a 104-year-old company. We were one of the first companies to come out with a variable annuity. In fact, we've been offering variable annuities for 25 years. Our primary distribution channel in the past has been the independent financial planners and broker dealers. But for the past ten years, we have been actively involved in bank distribution. And in the last three years, we have accelerated our efforts with banks, primarily because of what's happening in the bank marketplace.