Here's a letter I received recently:
Dear Dave:
I am the manager of a four-person Life/Benefits department of a P/C agency. The agency is set up with profit centers such as Personal Lines, Commercial Lines, Surety, and Life/Benefits. Each profit center shares in the common overhead of the agency office supplies, salaries, etc.
I have no problem having my department pay for what it uses.

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.

EIGHT WAYS TO GET SERIOUS ABOUT MAKING SALES IN TODAYS ECONOMY by John Graham These eight selling lessons can apply in any economy. Stunned. Confused. Shocked. These thr...

Despite concerns about life insurance company solvency and uncertainty over health-care reform, now is...

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?

Just as the Personal Lines lead form opens the door of opportunity for the Life producer, the Commercial Lines lead form generates potential business.

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 ...

QUESTIONS ASKED BY P/C AGENTS CAN LEAD TO LIFE SALES Many large Life cases or benefits programs start with a few questions that any PC producer can incorporate into a fact-finding questionnaire. The ...