REVIEW AND RENEW: CLIENT SERVICE AS A RETENTION TOOL Today's busy consumer prefers one-stop shopping to running around town in search of...

SAMPLE BROKER-OF-RECORD LETTER DATE: RE: Insurance Policies Listed by Policy #, Insurance Company, Effective Dates, and Type of Insurance To whom it might concern: As of th...

SATISFYING THE CUSTOMER by JoAnna Brandi There is much change afoot in American business and much needed change. Nowhere is that more evident than in the quality movement. Even though consumers ...

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 2 by Bruce Shaffer In 'Successful Telephone Communication Techniques: Part I,' we talked about initiating a phone conversation ...

TELEPHONE PROSPECTING TECHNIQUES THAT GET RESULTS One of the best articles IMMS has seen about getting through to prospective clients was written by a pro, Ed Drake of SAFECO. SAFECO is,...

TERM INSURANCE: MODULE V-D THE COVERAGE Term Life insurance is the purest form of Life insurance-it provides only for death protection with no cash values or inte...

THANK YOU FOR X-DATE Dear (Customer Name): THANK YOU. . . for giving the information we requested in our call. As promised, I've enclosed for you a free ( ), which I'm sure you'...

We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.

THE ART OF LISTENING by Jack Burke Picture yourself at your desk shuffling through some new paperwork you've just received from one of your companies. Propped to your ear is the telephon...

Most P/C agencies that start a brand-new Life department are going to start by selling Personal Life policies-and well they should. Concepts in Personal Life insurance are for the most part easier to grasp.