MassMutual's field force hits milestone

MassMutual on Wednesday announced that its field force has grown to more than 5,000 representatives, a record level for the 158-year-old insurer. The carrier has been boosting its numbers by more than 9% each year for the past three years. This year, MassMutual also recruited more women and minorities: Nearly 25% of the new hires were women, while 15% came from multicultural backgrounds. MassMutual attributed its success in attracting new recruits to its training programs in specialized areas, including families with special needs. The insurer has a Special Care Planner certificate program that it offers through The American College, the institution that's known for Chartered Financial Consultant and Chartered Life Underwriter designations and courses. The insurer is also getting some good news in its sales of whole life insurance. Premiums are up 9% since the beginning of the year. “What's attracting people to whole life isn't just the guarantees but the dividends history and the performance [of the policy],” said Melissa Millan, senior vice president, U.S. Insurance Group, “There's new interest and new appreciation in that.”