$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...

Jenny Brower, marketing manager, Harbor/Brenn Agencies, Petosky, Michigan, wrote to us recently: 'I like everything I'm doing, but it's overwhelming-HELP!' With Jenny's permission...

COMPENSATION: MODULE III-B INTRODUCTION Producers and CSRs must be compensated for Life production, but how? It seems there are as many ways to structure a compen...

DEFENSIVE AGENCY MANAGEMENT by Carol Hammes Even in the best of times, managing an insurance agency isn't easy. The past decade has brought about rapid changes in technology, created more sales...

Use these seven principles to stay ahead of the pack in any market.
Most businesses fail to achieve their potential because of faulty thinking — which happens when business executives, owners, and managers don’t like news that runs contrary to the pictures inside their heads.

INTERVIEWING: MODULE III-A INTRODUCTION Now that you know where to look and for whom you're looking, it's time to work on the interviewing process. This section...

LIFE GUIDE FOR P/C AGENCIES: MODULE I LIFE OPERATION OPTIONS INTRODUCTION When you decide to establish a Life operation in your P/C agency, you have different fi...

MARKETING PLAN: MODULE II INTRODUCTION You have five basic options regarding the structure of your Life operation. Each offers distinct advantages and drawbacks-d...

SALES & MARKETING: MODULE IV INTRODUCTION The material in this module gives you suggested step-by-step approaches to selling Life insurance, explaining in depth e...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.