ELECTRICAL CONTRACTORS - ELECTRICIANS NEED SPECIAL CARE Dear (Customer Name): As an electrical contractor, you have special insurance needs - requirements the average insurance agency just doe...

ELECTRONICS FIRMS - 'YOUR NEEDS ARE DIFFERENT' Dear (Customer Name): YOU CAN'T BE EVERYTHING TO EVERYONE . . . AND NEITHER CAN WE. That's why you're a specialist - because that's wh...

ENCOURAGE A POSITIVE VIEW OF THE INSURANCE INDUSTRY by Mary Beth Bolen What are two 'facts' most customers 'know' about insurance? One, it costs too much. Two, if they make a claim, their po...

Dear (Customer Name): Have you noticed this disturbing trend? The number of lawsuits filed is increasing and the amount of the awards being offered is...

HOW TO CREATE ADVOCATES FOR YOUR BUSINESS by Brandie Hinen A comprehensive, ongoing client advocacy program will keep your agency growing and growing. Brandie Hinen gives you a step-by...

'We don't want to be all things to all people,' says one agency manager, 'so we want to identify a niche for Life insurance agents to master. Do you have any suggestions?'

IS THIS WHAT YOU CALL SERVICE? by Pegi Flahault Insurance agents are always talking about service. Service to the customer-what does that mean? There's a huge gap between available technology...

The international insurance market offers a variety of benefits to independent agents and brokers. It provides a perfect tool for solidifying your Commercial Lines accounts and insulating them from inroads being made by alphabet house brokers. International insurance operations also offer an entree to new product lines and markets that will expand your facilities abroad. For example, U.S. agents can introduce their expertise in such lines as Auto, Medical, Surety, and Workers' Compensation to third-world countries that are privatizing these coverages. Canadian brokers can expand their expertise in out-of-country private Medical insurance and, potentially, Workers' Compensation.

LIFE INSURANCE FOR P/C CUSTOMERS One agent had this question: 'One of our P/C insureds is carrying a $1 million Life policy, and he is paying about $50,000 a year in premium. Unfortunately, we didn'...

LIFE SALES IN A P/C AGENCY QUESTIONNAIRE Enough agencies have had enough experience with Life to have created some guidelines in what will work, what won't work, and how much leeway there is in the ...