AFTER AN EARTHQUAKE: A CHECKLIST FROM THE AMERICAN RED CROSS When preparing your family plan, fill in the blank lines on this page. Following an earthquake, check the boxes as you compl...

CATASTROPHE PLANNING: IS YOUR AGENCY REALLY PREPARED? by Grace Bauer After talking to a number of agents, I've learned that only 10% of agencies are truly prepared for a catastrophe! Sur...

CLIENT RELATIONSHIP-BUILDING Dear (Customer Name), You are VERY important to us and I wanted to let you know that we appreciate having you as a customer of our agency. I am writing you today to ...

Workers Comp policies go by the official name of 'Workers Compensation and Employers Liability policy.' With employers eager to assure their injured workers of...

FOCUSING ON CLIENT OR PROSPECT NEEDS by Mary Beth Bolen There's a lot of talk about niche marketing or target marketing today. Many speakers feel that it's imperative to find a certain niche i...

GOODWILL VALUE IN AN INSURANCE AGENCY by Al Diamond If you think 'Goodwill Value' has something to do with the amount you contribute to the March of Dimes every year, you better t...

HOMEOWNERS PROSPECTING Dear (Customer Name), Congratulations on the purchase of your NEW HOME! Please be assured, that at (Company Name) Insurance we will be here to serve not only your home...

The Long-term Care (LTC) family of products includes coverages for nursing homes, adult day care, home health care, assisted living facilities, and other related benefits. LTC has unique qualities, and there are many variations among the carriers.
LTC isn't a new concept. The coverage has been around for decades, but only recently has it been widely discussed. With the new wave of interest in LTC, sales took off slowly, built up, and then leveled off. All of this activity adds up to this picture: A large number of LTC prospects have heard about the product but haven't yet bought it. Why not?

PUNISHMENT BY COMPLAINT by Don Phin Many employers are easily frustrated by the amount of effort it takes to respond to even the most frivolous of employee claims. For example, if a disgr...

QUESTIONS TO AVOID DURING AN INTERVIEW by Don Phin The United States Equal Employment Opportunity Commission and other federal and state agencies have issued guidelines for employers regard...