FRAUDBUSTERS: THE PHANTOM ROLLS ROYCE by Barry Zalma In California and several other states, before a car can be insured, the agent must photograph the car and its vehicle identification number. T...

FRAUDBUSTERS: THE SWEET LITTLE OLD LADY by Barry Zalma The insured was 82 years old and bored. She had been born shortly after the turn of the century to a wealthy family of Connecticut merchant...

THREE DEADLY MISTAKES IN OUR ADVERTISING by Andrew J. Byrne We make three deadly mistakes in insurance direct mailings: the failure to be si...

TIME OFF: THE GUILT TRIP by Grace Bauer What happens in your agency when an employee calls in sick? As with any other event, if you have a plan in place youll be able to ...

TOTAL ACCOUNT SOLICITATION Dear (Customer Name): If you're like most of our clients, you welcome the idea of having all your insurance needs handled by one agency. Not only is it more convenient, b...

TRANSPORTATION Dear (Customer Name): ARE YOU RESPONSIBLE FOR AN ACT OF GOD? When your merchandise is shipped, the transporter's contract probably stipulates that you are. An 'Act of God...

The National Association of Insurance Commissioners (NAIC) spent almost five years developing the Model Illustration Regulations currently in use - in one form or another - in most states. The regulations were developed to help the consumer have a better understanding of how Life insurance policies worked, as well as to better differentiate between guaranteed and non-guaranteed elements of a Life insurance policy.

UNIVERSAL LIFE INSURANCE: MODULE V-E OVERVIEW Universal Life was created in the early 1980s at a time when high interest rates prevailed. Although the high intere...

USING A SMALL, HANDY GIFT Have you ever gotten a little promotional gadget in the mail that turned out to be so handy, you wondered how you ever functioned without it? Bottle openers, ov...

VALUING YOUR CUSTOMERS: PART I by Jack Burke As a person who deals in audio and video, as well as the printed word, Ive always been a bit backward and out-of-sync with my personal ...