OVERVIEW: In the never-ending quest for additional fee income, bankers are taking a new look at a very old financial product - life insurance. But can banks be successful in this business? 6A BIG COMMITMENT: Comerica's Andrea Martin is building a comprehensive life insurance program using experienced reps culled from traditional insurance agencies. Photo: Reduced Environmental of Andrea Martin to run below this item 8A SIMPLE SOLUTION: J. Daniel Keppel of Dime Savings Bank puts a lot of faith in platform workers to sell whole and term policies. 10A LEVERAGING BROKERS: First Bank System's Joe Tessmer relies on investment product reps to sell life insurance. 11A UNDERWRITER PARTNER: ITT Hartford Life Insurance Co. is one of several large underwriters interested in broadening its distribution of life insurance through banks. 12A HELPING HAND: No single company dominates the pack of firms that help banks marketing life insurance. But Bankmark may have established the most impressive program to date. 13A: ROUNTABLE: A panel of industry experts discusses some of the critical issues confronting banks as they move into marketing life insurance. 15A LEGAL ENVIRONMENT: Bankers have a lot more legal leeway then they realize in the marketing of life insurance.
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