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.

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...

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 ...

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.

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...

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 ...

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?

LOVE THEM OR LOSE THEM: CUSTOMER RETENTION IN ACTION! by Lynn Thomas Here's the bottom line for retaining customers: You have just one choice -- Love your customers or lose them. Peri...

This is not the time to be passive about company relationships. If you want to stay in business, you must develop and maintain strong company contacts. As you continue to court new markets, also devote time to enhance relations with your current carriers. Remember, decisive interaction with company personnel is a powerful tool in agency-company relations.

MAKE A SMARTER DEAL: BASE AGENCY VALUE ON PROFITABILITY, NOT A MULTIPLE OF COMMISSIONS! by Roger E. Thomas What multiple does an agency sell for these days? 1.25 times commission? 1...