In this document, Val Jordan explains why insurance agencies and carriers looking to increase...

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?

INTERDEPENDENCE AMONG ASSOCIATIONS, UNDERWRITERS, AND AGENTS by Robert Larsen Symbiosis: any interdependent or mutually beneficial relationship between two or mor...

KEEPING ACCOUNTS You work for maximum efficiency. You spend a lot of effort on improving service and getting leads, and you streamline your time by discarding dead-end business, such as cancell...

MAXIMIZE PERSONAL LINES PROFIT WITH BEST PRACTICES TIPS by Shirley Lukens Many agencies are looking at Personal Lines as an important source of revenue. In the current Best Pr...

MENTORING FOR AGENCY GROWTH by Mona Carpenter According to Webster's, a mentor is 'a loyal advisor entrusted with the care and education of a student ... a wise and trusted counselor.' I...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

OVERCOMING OBJECTIONS: MODULE IV-A Life insurance must be sold-it is seldom simply purchased because it's needed or mandatory, like Auto insurance often is. And any time you sell, you'...

PEOS: DO THEY HAVE YOU COMING, OR GOING? by Eric Moberg Is your agency equipped to handle the additional responsibilities of administering PEOs to your Commercial clients? This doc...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.