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TO FEE OR NOT TO FEE? by Richard Weber For the deliverer of services and products, the issue isnt fees. Its about how theyre paid for the services they perform ...
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The Producer Compensation Manager, or PCM (TM), a software program for IBM PC and compatibles, takes much of the guesswork out of the job of...
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TRAINING: MODULE III-C INTRODUCTION The following section covers both producer and CSR training. By going through this section, you will be able to take an inexpe...
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TRANSITION FROM THE P/C TO THE LIFE SALE: MODULE IV-C In the P/C agency, you will often find yourself with the opportunity to approach both the P/C and the Life sale at the same time wit...
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TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...
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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...
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VARIABLE QUESTIONS-AND SOME ANSWERS by Michael Flynn Is Variable Life here to stay? Will Variable Life dominate permanent insurance growth? These are questions many agents-a...
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WEATHER THE ECONOMIC STORM: INCREASE LIFE/HEALTH SALES by Carol Hammes If you arent selling Life/Health products, you might be ignoring a source of untapped income. But how do yo...
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WHAT DO LIFE CUSTOMERS EXPECT? There might be some surprises in an article addressing this question which appeared in Resource, the magazine of the Life Office Management Association (LOMA). Based on...
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WHAT DOES IMSA MEAN TO YOU, THE AGENT? by Richard Weber The Insurance Marketplace Standards Association (IMSA) is one of the more important developments in the Life insurance industry d...