How is an unorganized pool of data in your files transformed into a systematic stream of active leads for Life production?
You want to avoid the pitfalls that many P/C agents have encountered -- pitfalls that have killed Life-sales operations. To build a successful, positive lead program, it's prudent to identify potential negatives.

CHECK FRAUD AND COUNTERFEITING by L. Burke Files As computer and duplicating technologies have advanced and become cheaper and more widely available, check fraud and counterfeiting have grown. T...

THE HIGH COST OF EMPLOYEE TURNOVER by Don Phin Money has little to do with turnover. Most surveys have found that satisfied employees wont leave a job unless theyre offered a r...

EXCESS-INTEREST WHOLE LIFE: MODULE V-A THE COVERAGE Excess-Interest Whole Life insurance is one of those products that few people know about-or know well. It's k...

10 TIPS TO GARNER QUALITY REFERRALS by Bill Cates In this document, Bill Cates offers 10 tips you can act on quickly that will start to increase your flow of quality...

lsquo;SO LONG, FAREWELL by Richard Weber For 12 years and 150 articles, Richard Weber wrote a monthly series on 'Due Care' for Life Insurance Selling magazine. Because o...

10 STEPS TO OVERCOME COMPETITION by Jack Burke Remember the first time you experienced a Chinese box set? As each box opened to reveal a smaller box, you wondered with childlike curiosi...

Selling insurance isn't easy. Agency principals, producers, and staff can still reap rewards, but their ranks are thinning under pressure from lower premiums, reduced commissions, and greater demands from carriers and clients. Add to this the ever-increasing expense of technology.
The formula for a great insurance career used to be simple: 'Work hard for 20 years building the book of business, and the book will take care of you for the 20 years after that.' Not anymore.

ESTABLISH AN ORGANIZATIONAL STRUCTURE by Gary Holgate When analyzing the organizational structure of an independent insurance agency, you will find that there are four different general functions pe...

So what are 'incurred but not reported losses,' and what do they mean to your agency? The key to a credible analysis of IBNR is to gather as much data as possible that’s unique to the insurance program. Al Rhodes shows you how to analyze your IBNR in this document.