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... , or opt for another choice in setting up your Life Department (these choices and their implications are outlined in the Life Operation Options' section of this Agent's Guide) . In other words, the language and techniques we present are universal to the general Life/Health/Disability sale. However, if you have P/C producers and/or CSRs who are also going to sell Life, they will have to know how to make the transition from the P/C sale into the Life sale and its language. ... , who often know in advance about changes in business (promotions, new partners) that may trigger a Life insurance need You're bound to meet and socialize with some of these people in your community, particularly if you belong to such organizations as the Rotary or Kiwanis Clubs. Public records: Your county's files and records can provide a source of prospects for you. If real estate transactions in your county are computerized, you should be able to obtain a list of property transfers, letting you know who has recently bought and sold ... in the area. Computerized lists of property taxes can also let you know who owns expensive property and may be affluent enough for your higher-line Life products. Yellow Pages: An advertisement in the Yellow Pages can bring you in business, but advertising is not the only way to use the Yellow Pages. Doctors, attorneys, accountants, architects, and other upscale professionals who need Life insurance to protect their assets and employee benefits for their businesses will be listed in the Yellow Pages. Let your fingers do the walking' for prospects ...

...such as credit unions, banks, auto clubs, etc.). The sales message can be as s...ponse schematic. TIMELINESS A large percentage of inquiries have an im...

... . Negotiate lucrative contracts with carriers and wholesalers. Net result. More revenue for your agency! Clients & Prospects will research you, your co-workers and your agency here. The most comprehensive online insurance industry reference library for - Personal Lines Professionals Commercial Lines Professionals Life/Health & Benefits Professionals Online newsletters and content that you can use for your clients and social media efforts. Ability to attach leads and clients to your specific market searches, with e-mail alerts for all the market, articles, blogs and people searches you make. And ... assistance, and so on? What percentage of revenues must go to fund these services? Most agencies will fall into a range of 2% to 5% of revenues. Sales expense reimbursement. Is the agency going to pay for travel, entertainment, auto, club, or dues expense? Or will some or all of these things be expected to come from the producer's commission split? Most agencies pay 3% to 5% of revenues for selling expenses, either directly or as part of the producer's commissions. Employee benefits ... for various types and sizes of accounts? Most agencies treat Personal Lines and Life insurance differently than Commercial Property/Casualty and employee benefits. Many are now front-loading for new business over renewal, setting up lower commission scales for smaller Commercial accounts, and enhancing incentives for large accounts. Piece of the future. Will producers have the opportunity to vest in a deferred compensation program or to trade accrued production credits for agency ownership or phantom stock?Number of programs. Should only one program apply to all producers or can there be variations ...

...are universal to the general Life/Health/Disability sale. However, if you have... in the area. Computerized lists of property taxes can also let you know who owns expensive property and may be affluent enough for yo...

...unts, and enhancing incentives for large accounts. Piece of the future. Will ...r a combination? Is this to be only Property/Casualty business, or are employe...

...particularly useful when there are large deductibles that apply to defense cos... and exposure of an E&O defense. With larger deductibles, which in many cases ...