$50 MILLION LIFE INSURANCE SALES STARTS WITH P/C AGENTS Life agents can learn much from the following Life case written by a mother-daughter team. It all started, the agents said, when another agent...

CROSS-SELLING: WHAT WENT WRONG? by Jack Burke Why don't agencies invest more energy in cross marketing additional policies to existing customers? ...

Dear Dave:

Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. She is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest?

JOIN FORCES WITH A LIFE PROFESSIONAL by Harlan Warthen Harlan Warthen provides a simple, field proven, cost-effective program that you can use to produce a consistent flow of highly qualifi...

'Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits?' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it.

RECRUITING GOOD LIFE AGENTS To the city dweller, the question in the headline may sound silly; Life agents are underfoot everywhere. Even in rural areas, there often seem to be more than enough peopl...

REPLACING AN OLD POLICY WITH A NEW ONE PART 1 by Richard Weber The Society of Financial Service Professionals Life Insurance Illustration Questionnaire has made a big diffe...

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?

SOLVING CLIENT LIFE INSURANCE PROBLEMS 'A couple is adopting a child from abroad and they have a problem,' reports a P/C agent 'It seems that the adoption agency requires that the child carry Life...

THE BENEFITS OF HAVING A LIFE BOOK A CASE HISTORY This is a true story. A P/C agency owner sold his agency to a buyer who was not interested in, nor equipped to handle, the Life business. (Too b...