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PUBLISHED
IN THE 
In this much-requested article on insurance market-entry methods, Michael White explains why the process is not as simple as weighing pros and cons. He goes on to carefully describe how each bank can go about making a decision that will give it the best
chance of success.
Here is a thorough discussion of potential benefits and issues to consider, including:
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CAPITAL COSTS
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PROVIDER
AND UNDERWRITING QUALITY
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FEE INCOME EXPECTATIONS
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CONTROL AND MANAGEMENT ISSUES
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PRODUCT DECISIONS
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DISTRIBUTION PLANS
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COMMISSION CONTRACTS
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CUSTOMER-OWNERSHIP CONCERNS
Finally, White explains why any bank outsourcing the insurance sales function to an unaffiliated agency or vendor should, from both a regulatory and strategic standpoint, have its own licensed
agency.
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