HAVE YOU TRAINED YOUR EMPLOYEES TO DO THEIR JOB? by Curtis Pearsall If you're the owner or manager of an agency, take a few minutes and reflect on the structure of your staff. Do you have staff...

Please check yes or no to these questions: YES NO

How you value your L/H book of will impact perpetuation, profits, and cross-selling opportunities.

IF I WERE A MARKETING MANAGER FOR A DAY by Delbert Hawkins Once upon a time, a marketing representative was an ex-underwriter who went into the field because he or she was too youn...

Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?

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?

The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?

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...

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...

Are you considering getting an insurance policy? An insurance policy is a term which is common to adults, and most of them don't even know that they already own one. Whether it is life, home, car, renters, or any other type of insurance, people generally go for them. The insurance companies also launch different schemes to attract the masses.

With so many options, it becomes difficult to choose the right policy. In the process of choosing, people make various mistakes. Here, we'll focus is on the different mistakes people make while buying a home insurance and life insurance policy. If these mistakes are considered and prevented, then policy buyers can save a big chunk of money and can get what they actually pay for.