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 ...

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...

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...

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...

An agency valuation I completed recently came in considerably lower than the agency owners expected. The reason? Their balance sheet was very poor and they were materially out of trust: Meaning that their ratio of Accounts Receivable + Cash to Accounts Payable was less than 1. The agency principals were quite upset that I would decrease their value for this reason. They retorted, “We always pay our companies on time, our companies have never been hurt by this, our customers have never been hurt by this, and our CPA has never found fault with this practice. You're the only one who thinks it matters!”

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...

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...

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...

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...