Agents who’ve experienced a hard market know that claims are often scrutinized much more closely than they are in a soft market. Unfortunately, circumstances sometimes lead to the denial of claims that are covered regardless of market conditions. This document by the Virtual University faculty provides an example of what you might see more of in the months to come.

CLAIMS QUESTIONNAIRE NAME:______________________________ PHONE #:_____________________ TYPE LOSS:__________________ DATE:___________ COMPANY:___________ The purpose of thi...

CLIENT COMMUNICATIONS CREATE GOODWILL A study commissioned by Good Housekeeping magazine concluded that the 'Decade of Glitz and Greed' has given way to the 'Decade of Decency.' Key points ...

CLIENT RELATIONSHIP-BUILDING Dear (Customer Name), You are VERY important to us and I wanted to let you know that we appreciate having you as a customer of our agency. I am writing you today to ...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

CLUSTER TIPS by Chris Burand Cluster contracts among individual agencies or groups of agencies (not necessarily the major cluster-type agency organizations) are almost alw...

COMBINING INSURANCE AND FINANCIAL SERVICES: REALITY CHECK by Carol Hammes After the Barnett decision in Florida and the subsequent passage of the Gramm-Leach-Bliley Financ...

COMMERCIAL AND PERSONAL LINES PROSPECTING LETTER Dear (Customer Name), I'm dropping you a simple note today to say one simple thing: WE WANT YOUR BUSINESS!! And that we're more than willing to g...

COMMERCIAL LINES DEREGULATION: E&O FRIENDLY? by Curtis Pearsall It's evident that many state legislatures are taking up the issue of Commercial Lines deregulation. There are many benefits to d...

Dear (Customer Name): You've purchased Life insurance for key employees because you know it could mean financial disaster for your company if you were to lose someone...