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.

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.

Open the way to sales success with these three keys to interacting with prospects.

E&O: A CASE STUDY by Jack Burke Jack Burke shares responses to a Flood and Business Interruption question from a reader. In regard to an article about an agency being sued ov...

EVALUATING BANK OPPORTUNITIES by Carol Hammes Faced with shrinking profit margins from their traditional products and services, financial institutions have been searching for ways...

EVALUATING PRODUCERS by Catherine Oak The more effectively your agency evaluates and manages producers, the better for them and you. Whos responsible for sales managem...

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

HARDENING P/C MARKET SHOULDNT STOP GROWTH IN LIFE/HEALTH SALES by Emily Huling A lot of agents are breathing a sigh of relief over the hardening of the Property/Casualty market, but ...

The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?

'Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits?' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it.