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...

Once you've decided to sell Life insurance in your agency, using one option or another, you'll need to recruit and/or train the staff necessary to make your operation profitable. And, you'll need to know how to assign responsibilities within the department and how to compensate your people for carrying out those responsibilities. You'll want to know how to properly motivate and supervise those people so that your operation continues to be profitable. That's what this 'Life Personnel' module is all about.

LIFE SALES IN A P/C AGENCY QUESTIONNAIRE Enough agencies have had enough experience with Life to have created some guidelines in what will work, what won't work, and how much leeway there is in the ...

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

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...

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...

SELECTING THE RIGHT LIFE PRODUCER Dear Dave, As president and sole stock- holder of a $3 million P/C agency, I have decided to set up a Life/Benefits department, probably as a sep...

Here's a letter I received recently:
Dear Dave:
I work for a $3.5 million P/C agency with about 60% Commercial and 40% Personal in premium volume. One in-house Life producer handles Commercial and Personal lines, sometimes with outside help. But she doesn't write any Disability policies at all; she considers Disability insurance a specialty that she doesn't want to sell. Should I try to talk her into it, pressure her into it, or just let it go? I don't want to add another full-time Life agent unless he/she would become profitable early on; it took two years for my present Life agent to reach profitability. What are my alternatives?

Situation: Our agency has several thousand personal lines insureds, and we have written mortgage reduction life insurance-reducing term-on many. But we're not writing much of anything else in personal lines Life or Health, partly because our life producer is uncomfortable with that market.
I know there's more to life than reducing term, but what can I as agency president-not a Life expert at all-do about developing more business from that potential? (Our commercial accounts are handled well by other life producers.)

SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...