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OVERCOMING OBJECTIONS: MODULE IV-A Life insurance must be sold-it is seldom simply purchased because it's needed or mandatory, like Auto insurance often is. And any time you sell, you'...
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PAYROLL DEDUCTION EMPLOYEE BENEFITS: MODULEV-B THE COVERAGE Payroll deduction employee benefits can involve a number of coverage products ranging from Term, Whole...
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PAYROLL DEDUCTION-THE BENEFIT by Charles Robinson The marketing of insurance in the workplace, allowing employees to pay for the policies by automatic paycheck deductions, is not new. I...
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Situation: I am a P/C agency principal and I have been pursuing Life and group business for the past few years. The results have been good so far, but I'm getting nervous about liability exposure. First I read about Kentucky agents who are being held liable for unpaid claims written in an insolvent multiple employer welfare arrangement (MEWA).
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PRIMER ON INSURER/AGENCY RELATIONSHIPS The following illustrates some of the common practices that many Life/Health carriers follow, why such practices are troublesome to P/C agencies, and the simple...
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Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy...
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Take a plain telephone-message note, check the 'please call' box, write a brief message, and send it to 100 P/C insureds for whom you don't yet write any...
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QUESTIONS ASKED BY P/C AGENTS CAN LEAD TO LIFE SALES Many large Life cases or benefits programs start with a few questions that any PC producer can incorporate into a fact-finding questionnaire. The ...
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Proper records management is one of the most crucial elements of disaster planning. The ability of an organization...
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REPLACING AN OLD POLICY WITH A NEW ONE PART 1 by Richard Weber The Society of Financial Service Professionals Life Insurance Illustration Questionnaire has made a big diffe...