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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?