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The major goal of any agency or brokerage can be expressed in just one word: survival.
The mounting failures involving seemingly strong, well-established businesses that have been around for 15 to 75 years are of great concern.
The time has come for agencies and brokerages to take immediate action in order to survive a protracted economic downturn that may extend for several more years in some sectors of business or regions of North America.
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KEEPING ACCOUNTS You work for maximum efficiency. You spend a lot of effort on improving service and getting leads, and you streamline your time by discarding dead-end business, such as cancell...
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Just as the Personal Lines lead form opens the door of opportunity for the Life producer, the Commercial Lines lead form generates potential business.
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Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.
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LEVERAGE SELLING FOR CSRs by Mary Beth Bolen CSRs can use their networking skills to garner qualified leads. 'Selling through service' is a good motto for CSRs in any agency. But how do...
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LIFE INSURANCE: AN AGENTS TUTORIAL by Richard Weber Compared with Homeowners or Auto, clients tend to have different expectations when it comes to their Life insurance. Will you ...
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Your clients rely on you as their trusted adviser for innovative insurance and financial planning options. Due to recently enacted laws, financial professionals have the opportunity to add a new product to their client services: Life Settlements. Jolene Fullerton explains how this powerful resource can allow you to help your clients maximize the full potential of their Life insurance policies.
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LIFE/HEALTH PROSPECTING & SALES TIPS Here's a sampling of several sterling selling tips from some of the country's greatest Life/Health salespeople: At the close of a session with a friend w...
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LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...
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The Long-term Care (LTC) family of products includes coverages for nursing homes, adult day care, home health care, assisted living facilities, and other related benefits. LTC has unique qualities, and there are many variations among the carriers.
LTC isn't a new concept. The coverage has been around for decades, but only recently has it been widely discussed. With the new wave of interest in LTC, sales took off slowly, built up, and then leveled off. All of this activity adds up to this picture: A large number of LTC prospects have heard about the product but haven't yet bought it. Why not?