In this day of big business chicanery and consumer suspicion (not to mention big business suspicion of consumer chicanery), it might do a CSR good to brush up on ethical...

BAD TIMES CAN LEAD TO GOOD SALES Life insurance products are necessities, of course, in good times or bad. In addition to selling annuities, there are two easy steps that Life producers can take in ...

As an independent agent, you enjoy a unique potential to cross-sell financial services to your clients. Here’s how to take advantage of this opportunity.

My E&O classes include discussion on claims frequency by line of business. When I bring up the issue of Life insurance, many folks have trouble identifying...

EXCESS-INTEREST WHOLE LIFE: MODULE V-A THE COVERAGE Excess-Interest Whole Life insurance is one of those products that few people know about-or know well. It's k...

Through the years I have seen Life policy applications and agents' reports with erroneous information. You probably have, too. I don't mean judgment calls with room for honest disagreement; I mean downright wrong information. One of the most common untruths may be the statement that a new policy will not replace an existing policy, when in fact it will. The agent may save the trouble of bothering with replacement forms, but he or she also may be buying a big problem.

GENERAL SOLICITATION - NEW LIFE COVERAGES AVAILABLE Dear (Customer Name): Eighty percent of all assets people leave at death consist of Life insurance proceeds. Have you checked lately to ensure tha...

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...

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 IS NOT IMMUNE FROM E&O by Curtis Pearsall Over the years, E&O carriers have communicated a ton of information on how frequently E&O claims arise from the sale and service of Life insu...