ACCIDENT/SICKNESS Dear (Customer Name): 'ME? I NEVER GET SICK!' How many times have you heard - or said - this? Probably more than you can count. However, you can get sick or have an a...

DISABILITY INCOME Dear (Customer Name), WHAT IF YOUR INCOME STOPPED TOMORROW? How long could you get by without any income? If you're like most of us, the answer would be: Not for very ...

HEALTH INSURANCE Dear (Customer Name), ISN'T IT TIME TO REVIEW YOUR HEALTH PROGRAM? We have a responsibility to keep our policyholders informed about the many ways in which we can serve ...

PAYROLL DEDUCTION EMPLOYEE BENEFITS: MODULEV-B THE COVERAGE Payroll deduction employee benefits can involve a number of coverage products ranging from Term, Whole...

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...

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?

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.)

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...

TOTAL SERVICE Dear (Customer Name), BUYING A CAR PIECE BY PIECE? How would you like to buy your next car in pieces, and buy each piece from a different supplier? It wouldn't make much s...

USE BUSINESS ENVELOPES FOR DIRECT MAIL The next time your agency orders its business envelopes, why not use the backside of the envelope for direct-mail appeals? Here's one sugg...