Human Behavior and Life Insurance

by G. Hugh Russell, Kenneth Black Jr.

The key question for the life insurance underwriter what makes the prospect buy? Guilt, fear, ego, social status?
Human Behavior and Life Insurance, Revised Edition, is an authoritative guide to these elusive answers. It was published originally by the American College of Life Underwriters for use in the national CLU program and was written by a team whose combined experience in the academic and business worlds embraces psychology, management, and insurance.
The authors provide a clear-cut examination of the principles, processes, and pitfalls of face-to-face communication and describe specific techniques for interviewing and persuading prospects.
Their treatment goes well beyond that of the traditional sales manual. It is based on the premise that the underwriter who understands human motivation is the successful underwriter. And it incorporates important concepts from psychology, sociology, anthropology, semantics, and cybernetics. The style, however, is conversational, the writing nontechnical, and the presentation succinct.

262 pages, Hardcover

First published January 1, 1993