Once you've decided to sell Life insurance in your agency, using one option or another, you'll need to recruit and/or train the staff necessary to make your operation profitable. And, you'll need to know how to assign responsibilities within the department and how to compensate your people for carrying out those responsibilities. You'll want to know how to properly motivate and supervise those people so that your operation continues to be profitable. That's what this 'Life Personnel' module is all about.

LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...

LIVE THE CARE IN CUSTOMER CARE! by Grace Bauer You probably have a clear idea of what you expect from your producers. What about your support staff? Do you have procedures for your rece...

LTC COVERAGE COMES OF AGE Generations ago, aging parents who could no longer take care of themselves went to live on a dutiful son or daughter's farm. Today, adults live a lot longer afte...

Public relations is all about credibility, without which you have little chance of getting your message across. In this document, Michael Maynard asks you to ask yourself, 'Would I buy it?'

MAKE YOUR CLIENTS FEEL APPRECIATED! by Catherine Oak At your next general staff meeting, ask your people what they can do to get each client they see to feel appreciated. Have a leader ga...

MAKING THE MOST OUT OF AN AGENCYBUSINESS COMBINATION by Carol Hammes Its what comes after the handshakes that counts. INTRODUCTION Youve done the groundwork for a ...

A few months ago, a client came to us with a last-minute project that required the services of...

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:

MANAGING RISK: A GUIDE FOR YOUR BUSINESS CLIENT Part 1 of 4 WHY RISK MANAGEMENT? Every governmental or corporate entity that owns property or conducts any business or government ac...