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... that the most valuable part of a book of P/C business lies not in its profitability but its cross-marketing potential. Just for openers, a commitment to selling Life insurance can double an agency's bottom line. Adding such related products as Annuities, Long-Term Care, Critical Illness, and charitable-contribution programs can grow revenues even further. You can also build on the two-legged base of P/C and Life by rounding out your portfolio of programs: Real estate, mortgages, travel, and loss prevention can all come together, each ... providing leads to the others in the family. This isn't theory. Plenty of agencies nationwide are using cross selling to fuel their growth. In a hub agency, although the P/C book produces a smaller percentage of the much larger revenue, its principals control the P/C and overall operations. Being a "spoke" agency, on the other hand, puts control in the hands of non-P/C people. For example, nearly 20 years ago three Life producers decided to buy a P/C agency simply ... independent agent, you enjoy a unique potential to cross-sell financial services to your clients. Here's how to take advantage of this opportunity. Today's Property/Casualty agency is no longer in just the P/C business: It's a segment of the financial services industry. Insurance is no longer a free-standing product or service, but part of a professional package. CPA's are selling insurance, as are stockbrokers, publishers, department stores, gas companies, and of course, banks. What's more, insurance buyers can use the Internet to ...

...ts as Annuities, Long-Term Care, Critical Illness, and charitable-contribution.... Some examples: Travel. “Insurance savings can pay for your trip to...

...e effective use of automation is critical to the operation of a profitable per... concerned (well, maybe not for the insurance companies but certainly for the ...

... physical injury and occupational illness claims not covered by Workers Comp. ... grows more popular every year, and insurance companies offer competitive prem...

...arily remain behind to shut down critical plant equipment. Means of alerting ...

... to all persons, and showing respect to everybody, but it might have little influence on what actually occurs in the business. If a worker misbehaves, the company will bear the consequences unless it has EPL coverage. This protects the company against damages arising from inappropriate criticism, demotion, evaluation, reassignment, discipline, defamation, harassment, humiliation, discrimination, or termination of any employee or any personnel practices, policies, acts, or omissions. EPL coverage grows more popular every year, and insurance companies offer competitive premiums to ... the official name of Workers Compensation and Employers Liability policy. With employers eager to assure their injured workers of recovery benefits, it's easy to overlook the Employers Liability' aspect of this policy. It's there to protect the insured employer against liability arising from physical injury and occupational illness claims not covered by Workers Comp. Once one learns of Employers Liability coverage's limitations, the value of adding Employment Practices Liability coverage to the program becomes obvious. Employers Liability vs. Workers Compensation The Employers Liability section resembles a Commercial General Liability (CGL) policy ... not been rated yet. Workers Comp policies go by the official name of Workers Compensation and Employers Liability policy. With employers eager to assure their injured workers of recovery benefits, it's easy to overlook the Employers Liability' aspect of this policy. It's there to protect the insured employer against liability arising from physical injury and occupational illness claims not covered by Workers Comp. Once one learns of Employers Liability coverage's limitations, the value of adding Employment Practices Liability coverage to the program becomes obvious. Employers Liability vs. Workers Compensation The Employers Liability ...

... Disability Income Critical Illness (a relatively new product) ... Charitable contribution programs Referrals ...

...anges in the methodology.” Two critical changes undertaken by Brown & Br...

... large geographical area and the multiple offices. Their closing ratio of 2% wasn't much to brag about. But as John told me, "We didn't give up on telemarketing, but we realized that there had to be some changes in the methodology." Two critical changes undertaken by Brown & Brown were to use telemarketing for leads, rather than appointments, and to implement The Wedge. Today the leads are fed to producers in the appropriate office and it's up to them to make the appointments. Using the techniques learned from ... , sometimes even hitting as high as 50% ." The moral to this story is that telemarketing (or any type of marketing, for that matter) is only as successful as you want it to be. It isn't a magic bullet to cure all your ills. First you must make a commitment to work through the process until you find the combination that works best for your agency. Then make sure to give the leads to producers who have been trained to use them effectively. The formula for success is simple: ... that he had been earning a six-figure income as a producer for a good many years — of course he could sell. "No I can't!" he replied. "Every week the owner comes in and gives me a list of names to go write their insurance. All I've been doing is the paperwork on clients that he generates through his activities." In retrospect, I don't think he was an anomaly. After talking with sales trainers nationwide, I found that many agencies have a lot of producers who don't really ...

... benefit Coronary Care Unit (CCU, a.k.a. Coronary Care and Monitoring Unit or CCMU) Dental surgery Dental tumors Family planning benefit Foot care Hemodialysis (limited benefit) Hospital miscellaneous charges Hospital room and board Impacted wisdom teeth Inhalation therapy Intensive Care Unit (ICU, aka Critical Care Unit or CCU) Laboratory tests Mental and nervous disorders Normal maternity benefits (1 ) (1 ) May be optional or not available in individual plans and some small Group plans. If included, the benefit may be limited as to how long a covered ... contract or certificate that will not only make certain guarantees for the prevention and cure of disease, the maintenance of health, and the provision of care for accidents and emergencies, but will also provide protection from financial ruin that could most certainly follow a costly accident or illness. In fact, Health insurance is so important to the consumer that in many arenas it has become a political issue-there's talk of revising the entire U.S. health care system. But regardless of what happens in the future, the fact is that people need Health ... have thousands of articles, checklists, tip sheets, sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All Back Health Insurance: Module V-H 4/30/2013 10:40:32 PM by CompleteMarkets Editor This content has not been rated yet. &# 160 HEALTH INSURANCE: MODULE V-H &# 160 OVERVIEW Health insurance has grown into a vast and complicated field involving many ...