ENHANCE BUSINESS IN DIFFICULT TIMES: MANAGE FINANCES by Brian Burke, ASA Successful agencies act in seven areas to enhance business during difficult economic times: marketing, prosp...

Dear Dave:

Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. She is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest?

OVERCOMING OBSTACLES TO AGENCY GROWTH by Carol Hammes Deal with agency growth problems before they reach a crisis point. Unfortunately, this agency scenario is all too common. Enough new bu...

THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...