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SOLVING CLIENT LIFE INSURANCE PROBLEMS 'A couple is adopting a child from abroad and they have a problem,' reports a P/C agent 'It seems that the adoption agency requires that the child carry Life...
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SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...
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If you offer a policy review, your agency must be prepared to handle responses. The first 10 seconds of a phone call may be crucial in forming the caller's impression of your professionalism. Depending on the agency's system for routing incoming calls, we advise that Life calls be handled by Life staff. In emergency situations, enough information should be obtained on the first call to enable the Life producer to reach the caller again, even if communications are difficult; don't lose the caller!
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TEN QUESTIONS SENIORS SHOULD ASK BEFORE BUYING AN ANNUITY by Jim Summers Senior Americans considering the purchase of an annuity to help save for or provide income during retirement shou...
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TERM INSURANCE: MODULE V-D THE COVERAGE Term Life insurance is the purest form of Life insurance-it provides only for death protection with no cash values or inte...
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THE BENEFITS OF HAVING A LIFE BOOK A CASE HISTORY This is a true story. A P/C agency owner sold his agency to a buyer who was not interested in, nor equipped to handle, the Life business. (Too b...
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Most P/C agencies that start a brand-new Life department are going to start by selling Personal Life policies-and well they should. Concepts in Personal Life insurance are for the most part easier to grasp.
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THE DOMINANT-NEEDS SALE: MODULE IV-B This 'Sales and Marketing' module has from the beginning stressed using the two-call sale (with a qualifying interview, a between-interview period,...
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THE PERFECT EMPLOYEE BENEFIT PLAN by Michael M. Flynn, CLU What is the perfect employee benefit plan? Is it one whose cost is so low, that if given as a salary increase the e...
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THE ROLE OF LIFE IN A MERGER Recently, we discussed the role and potential of Life/Health production in agency clusters. Related but different factors are involved in the buying, selling...