With incentive conferences at the heart of its marketing plan, London Pacific Life burst on the scene 11 years ago and has raced up the annuities sales charts. As life insurers go, London Pacific is on the youthful side. Formed in 1989 by a seven-person team, the Sacramento, Calif.-based company remains "lean and mean," with barely 100 employees today, says Charlotte Stott, chief marketing officer and one of the original seven. Despite its relative youth and modest size, she notes, London ...

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