A NEW LOOK AT THE SALE OF LIFE INSURANCE TO CHILDREN More children die from injuries than from disease, reports a Wall Street Journal item which quotes specialists at the Johns Hopkins Children's Ce...

ACCIDENT/SICKNESS Dear (Customer Name): 'ME? I NEVER GET SICK!' How many times have you heard - or said - this? Probably more than you can count. However, you can get sick or have an a...

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...

HEALTH INSURANCE Dear (Customer Name), ISN'T IT TIME TO REVIEW YOUR HEALTH PROGRAM? We have a responsibility to keep our policyholders informed about the many ways in which we can serve ...

How you value your L/H book of will impact perpetuation, profits, and cross-selling opportunities.

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

LIFE INSURANCE PROSPECTING TRAVEL BUSINESS The love of travel shared by many people can bring lots of insurance business. Here is a simple, two-step process that can be used as an effective pros...

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?

SOLVING CLIENT LIFE INSURANCE PROBLEMS 'A couple is adopting a child from abroad and they have a problem,' reports a P/C agent 'It seems that the adoption agency requires that the child carry Life...

THE ROLE OF LIFE IN A MERGER Recently, we discussed the role and potential of Life/Health production in agency clusters. Related but different factors are involved in the buying, selling...