MORE LESSONS FROM THE ROAD by Emily Huling The wait staff in a restaurant treats you so poorly that you fume. You vow never to return. Then you wonder if any of your clients have ever f...

MORTGAGE REDEMPTION Dear (Customer Name): We have been reviewing your records to be sure that you are adequately protected in all areas. We see that you have a mortgage on your home that will run ( ...

MORTGAGE REDEMPTION DISABILITY Dear (Customer Name): You have shown good judgment by purchasing a policy to ensure that your mortgage will be paid if you should happen to die prematurely. In reviewi...

MORTGAGE-FREE HOME PROTECTION PROGRAM A 'MORTGAGE-FREE' HOME Dear (Customer Name): We talk to many clients who are concerned about the mortgage of their homes should they suddenl...

Motivating support staff to help generate sales expands the network of potential customers. Here are some tips for putting together and operating an effective lead-generation campaign.

Reward them for leads as quickly as possible. If the payoff is quick, non-sales employees will be more motivated to provide leads.

Motivation is tied closely to compensation, but the two are very different. Compensation is simply one form of motivation. There are many forms, all of which should accomplish one thing: encourage producers to sell and make them feel good about what they're doing and where they're doing it. A good motivational environment will help both Life and P/C producers. You should have a motivational atmosphere for your CSRs, as well. You should maintain a high recognition level in which all agency members can participate.

MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevit...

MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevitable. Your agency will ...

f you were managing a start-up band, would you depend solely on Lady Luck? Would you rely on Fortune dumping a great songwriter/arranger in your lap, great musicians who can actually get along, and a strong, powerful record company backing you? Would you just wait without searching for talent, obtaining signed contracts, securing studio time, or acquiring any backing? Of course not. Chris Burand wonders why so many agency principals take this approach to getting good producers.

MUTUAL FUNDS: MODULE V-I OVERVIEW By now you've probably heard a great deal about mutual funds. So have many investment-minded members of the public. But, while ...