How is an unorganized pool of data in your files transformed into a systematic stream of active leads for Life production?
You want to avoid the pitfalls that many P/C agents have encountered -- pitfalls that have killed Life-sales operations. To build a successful, positive lead program, it's prudent to identify potential negatives.

GETTING A HANDLE ON YOUR AGENCY'S LIFE POTENTIAL One reason agencies shrug off their Life potentials is they have no idea how big that potential may be. In each agency, of course, the precise figure...

HOMEOWNERS PROSPECTING Dear (Customer Name), Congratulations on the purchase of your NEW HOME! Please be assured, that at (Company Name) Insurance we will be here to serve not only your home...

Annuities are presently the source of nearly half of Life companies' premium income. A couple of decades or so ago, the figure was just 11%, according to a recent Life Insurance Management Research Association (LIMRA) study.

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?

LIFE INSURANCE PROSPECTING TRAVEL BUSINESS The love of travel shared by many people can bring lots of insurance business. Here is a simple, two-step process that can be used as an effective pros...

'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.

Dear (Customer Name), CUSTOMER SALUTATION GOES HERE THANK YOU! We appreciate your placing your HOMEOWNERS INSURANCE with (Company Name). We find that for convenience and service,...

Take a plain telephone-message note, check the 'please call' box, write a brief message, and send it to 100 P/C insureds for whom you don't yet write any...

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...