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?

Instead of hiring telemarketers to work within your agency just for you, you could choose to pay an outside vendor to provide telemarketing services. These...

In this document, Jack Fries excerpts questions from the Sales Success Profile, a sales skill test developed by Lousig-Nont and Associates (Las Vegas). The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality.

TWENTY CUSTOMER CARE ACTIONS THAT BUILD SALES by John Graham Its easy for just about anyone in business - including companies, salespeople, and marketers - o fa...

VEHICLE SAFETY, PART 2 By Bill Grieb Guidelines All company vehicles and equipment are to be operated in a safe manner and drivers must adhere to all applicable laws. The driver is...