According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.

In the next few years, you'll probably be devoting more time and resources to Life and Health insurance products - that is, if you're at all like the estimated 2,000 independent agents who participated in the "Future One Agency Universe Study."

The study shows that independent agents are increasingly aware of the need to be full-service insurance providers. Agents who have traditionally focused on Property/Casualty insurance see the need to expand more aggressively into Life and other types of insurance products. In fact, slightly more than half the agencies surveyed said that over the next three years, they'll devote a higher proportion of agency resources to Life and Health products.

QUESTIONS ASKED BY P/C AGENTS CAN LEAD TO LIFE SALES Many large Life cases or benefits programs start with a few questions that any PC producer can incorporate into a fact-finding questionnaire. The ...

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...

WHAT DO LIFE CUSTOMERS EXPECT? There might be some surprises in an article addressing this question which appeared in Resource, the magazine of the Life Office Management Association (LOMA). Based on...

The book of Life/benefits business springing from your P/C business can be as valuable as, or even more valuable than, your P/C book. For this reason alone, identifying who owns that book under all conditions is important.
Two parties might challenge your ownership: Life producers and Life carriers.

WHO SHOULD SELL LIFE? Selecting the party that will sell your Life insurance is a crucial decision. There are pros and cons to every possibility. Life business can be sought by: P/C Pro...