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... , but she is fairly new in the Life business. S he is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest? P/C Agency Principal Dear Principal: I don't usually recommend having beginners address P/C insureds ... , often thinking that most Life rates are very close among companies. That's simply not so; vast differences exist among carriers' rates, and for the nonsmoking prospect in good health, the differences are even more startling. For example, one of the largest home-mortgage lenders in the country promotes a mail-order reducing Term policy with simplified underwriting. Here are annual premiums for three age bands for $120,000 initial amount on a 25-year reducing Term policy: Age Band 30-34 40-44 50-54 Lender's affiliate $396 $1 ,044 $ ... then another agent should be brought in to address those coverages. The new agent can earn a finder's fee or split commission and, equally important, your client will not be left with big gaps in coverage. Even if the client doesn't buy those policies, your errors and omissions exposure will be reduced by the agency's offering them. Keep good records on all the agent's sales activities so that you can work with firm facts instead of vague impressions. Review, in nontechnical terms, the strengths and weaknesses of your agent with the ...

...e. But since she deals with many Mortgage policies and writes reducing Term po... conditions, no Life agent should be standing still in education, production, ...