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 ...

LIVE THE CARE IN CUSTOMER CARE! by Grace Bauer You probably have a clear idea of what you expect from your producers. What about your support staff? Do you have procedures for your rece...

MANAGE-ABILITY: MANAGE YOUR ACTIVITIES AND MAXIMIZE YOUR TIME EFFECTIVENESS by Mitchell Axelrod 'People who would never think of committing suicide think nothing of dribbling life awa...

MARKETING: AGE MATTERS by Steve Anderson The better you understand the thoughts, fears, motivations, and expectations of each generation, the better you will be able to market to, as well...

MAXIMIZE THE CROSS-LINE SELLING OPPORTUNITY IN YOUR AGENCY by Harlan Warthen Maximizing the cross-line selling opportunity in your agency can generate thousands of dollars in new busine...

MORTGAGE REDEMPTION Dear (Customer Name): We have been reviewing your records to be sure that you are adequately protected in all areas. We see that you have a mortgage on your home that will run ( ...

In the next few years, you'll probably be devoting more time and resources to Life and Health insurance products - that is, if you're at all like the estimated 2,000 independent agents who participated in the "Future One Agency Universe Study."

The study shows that independent agents are increasingly aware of the need to be full-service insurance providers. Agents who have traditionally focused on Property/Casualty insurance see the need to expand more aggressively into Life and other types of insurance products. In fact, slightly more than half the agencies surveyed said that over the next three years, they'll devote a higher proportion of agency resources to Life and Health products.

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.

Producer Success Lesson 1

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy...