IMPLEMENT THE RIGHT PROCEDURES TO RAISE REVENUE by Grace Bauer Is your agency using step-by-step procedures to train its employees? Has it reviewed its procedures to make sure they save tim...

The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?

IX. OTHER LIABILITIES
'Producer' will have no authority to place 'Agency' under any financial liability other than the binding of insurance coverage where 'Agency' authority exists. Any liabilities incurred by 'Producer' on behalf of the 'Agency' will be strictly prohibited and become the sole responsibility of 'Producer.'

INDIVIDUAL PLANNING AND GOAL-SETTING MAKE CREDIBILITY, PERSONALITY ASSESSMENT PAY by Allen Karlin Planning to succeed is a continuous process. It's not something done once for the next six m...

INDIVIDUAL PLANNING AND GOAL-SETTING MAKE CREDIBILITY, PERSONALITY ASSESSMENT PAY by Allen Karlin, Ph.D. Planning to succeed is a continuous process. It's not something done once for the n...

INDIVIDUALIZED INSURANCE Dear (Customer Name): NO TWO BUSINESSES ARE ALIKE. So why should your insurance program be the same as another company's? (Your Agency Name), we know that no two...

INDUSTRY IMAGE IMPROVEMENT PLAN by Mary Beth Bolen How to improve the industry? One day at a time, says the National Association of Insurance Women (NAIW), Tulsa, OK. To mark NAIW Week (...

Many people tend to credit the origin of infomercials to the old, late-night slicer/dicer and Pocket Fisherman commercials. Granted, some tacky infomercials have taken the slicer/dicer format, but the original infomercials began on a higher ground: religion.

Before you haul me off to a padded room, let's define "infomercial."An infomercial is an advertisement for a product or service that has been expanded with information, entertainment, or both to retain the attention of the audience.

INFORMATION NETWORKS: BUSINESS AS (UN)USUAL by Jack Fries The spread of information networks has already driven some fundamental changes in the way large companies do business. As those n...

INSURANCE COMPANIES AND AGENCIES: THE PARTNERSHIP DREAM by Carol Hammes A proven way to develop a mutually beneficial relationship with your carriers. Most insurance companies have ...