Life/Financial Services

REPLACING AN OLD POLICY WITH A NEW ONE PART 2 by Richard Weber The Board of Directors of the American Society of CLU & ChFC has just approved a new educational product, the Rep...

REPLACING AN OLD POLICY WITH A NEW ONE PART 3 by Richard Weber The previous article in this series reviewed the first two sections of the RQ. In this document, Richard Weber ...

SALES & MARKETING: MODULE IV INTRODUCTION The material in this module gives you suggested step-by-step approaches to selling Life insurance, explaining in depth e...

SALES CAMPAIGNS: MODULE V INTRODUCTION This module is designed to give you specific information about marketing selected Life insurance products. You'll find tha...

SELECTING THE RIGHT LIFE PRODUCER Dear Dave, As president and sole stock- holder of a $3 million P/C agency, I have decided to set up a Life/Benefits department, probably as a sep...

Here's a letter I received recently:
Dear Dave:
I work for a $3.5 million P/C agency with about 60% Commercial and 40% Personal in premium volume. One in-house Life producer handles Commercial and Personal lines, sometimes with outside help. But she doesn't write any Disability policies at all; she considers Disability insurance a specialty that she doesn't want to sell. Should I try to talk her into it, pressure her into it, or just let it go? I don't want to add another full-time Life agent unless he/she would become profitable early on; it took two years for my present Life agent to reach profitability. What are my alternatives?

Dear (Customer Name): Can your Auto or Homeowners coverage help you get a better deal on your Life insurance policy? The answer is YES - if your...

Situation: Our agency has several thousand personal lines insureds, and we have written mortgage reduction life insurance-reducing term-on many. But we're not writing much of anything else in personal lines Life or Health, partly because our life producer is uncomfortable with that market.
I know there's more to life than reducing term, but what can I as agency president-not a Life expert at all-do about developing more business from that potential? (Our commercial accounts are handled well by other life producers.)

SELLING THE CHARITABLE POLICY Want an easy, effective way to enable people to do what they want to do-help their favorite charities and the community? Agents also help themselves and the agency. Like...

SINGLE-PREMIUM WHOLE LIFE INSURANCE: MODULE V-C OVERVIEW Single-Premium Whole Life insurance came into its own following the 1986 tax reform law. A number of inve...