DIVIDE SALES DUTIES INTO MARKETING AND SELLING Some CSRs have trouble marketing because they confuse it with selling. The whole concept of persuading a customer to sign an application for a policy ca...

Writing EPL insurance on an occurrence basis has its advantages. For example, under claims-made policies, the limit of Liability may be more prone to exhaustion. Because a claims-made policy may cover prior acts, the limit of Liability might be spread over many years. It may be necessary to increase the limit beyond what might be considered sufficient under an occurrence policy. Another drawback of claims-made coverage is that as soon as the policy is canceled or expires, coverage ceases.

The conference report for H.R. 3103, the Health Insurance Portability and Accountability Act of 1996, provides for changes in the private heath insurance market. The bill guarantees the availability of private heath insurance coverage for certain groups and restricts the use of preexisting condition restrictions. Renewal of coverage will be guaranteed with limited exceptions. Although H.R. 3103 creates federal standards for insurers, health maintenance organizations (HMOs), and employers who self-insure, the bill permits substantial state flexibility for compliance. This report examines the major features of H.R. 3103 regarding heath insurance.

ONLINE COMMUNICATION: ACCENTUATE THE POSITIVE! by Jack Fries The catastrophe of September 11 has shaken our nation. What can you do to assuage some of the feelings of fear and anxiety ...

PROMOTES SPECIAL PROGRAM Dear (Customer Name): Congratulations on your new home! In the course of our rounds, we noticed your home under construction at ( ). You will obviously need superior coverag...

Dear (Customer Name): You've always trusted my advice because I've worked with you.

WHY WORRY ABOUT RETIREMENT? by Chris Burand My experience in working with insurance agency owners is that most have a difficult time planning their retir...