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.)

SELLING YOUR AGENCY: ASSET vs STOCK SALE by Gary Jacobson, JD, and Larry Morrison, CMA, CLU, ChFC Which type of sale is right for your agency? INTRODUCTION: Most ag...

SIX WAYS TO CREATE A GREAT WORKING ENVIRONMENT by Diane Herbert and Pamela Millard How do companies create the environment necessary to attract and retain the best employees? Here are six w...

SOCIAL SECURITY PLANNING DO YOU KNOW HOW MUCH YOU'RE OWED? Dear (Customer Name), Like most Americans, you have access to a valuable insurance fund that provides coverage for Disab...

STEP-BY-STEP PROCEDURES MANUALS INCREASE REVENUE by Grace Bauer Does your agency follow specific steps for training employees to execute its procedures? Has your agency reviewed its procedur...

THE TEN COMMANDMENTS OF CUSTOMER SERVICE by Al Diamond I. Do things right-every time.Of course everyone tries to process items correctly. Why do we need to be so absolute in this command...

USING AUTOMATION SYSTEMS TO MEASURE CSR PERFORMANCE by Karen Flaherty Your agency management system offers a number of tools for evaluating CSRs. Many agencies are using their aut...

WORK FLOW PROCEDURES IN AN AUTOMATED AGENCY FOREWORD PURPOSE This manual is the culmination of many years of work and study with agencies operating within the American Agency S...

PERSONAL INSURANCE ENDORSEMENT PROCEDURE The ultimate goal for an automated agency would be to have endorsements processed as follows: customer calls with a change the CS...

WORK IN PEACE, INCREASE EFFICIENCY by Grace Bauer Are you getting tons of interruptions every day? Are you questioning why employees are coming to you when you know that the...