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... need to bring the prospect to the realization that this obligation exists. Th...ers insurance should be asked about Mortgage Redemption and other types of Lif...

...tion set by the carrier may not be realistic, and failure to achieve these lev...at prospect on the basis of selling Mortgage Redemption. Some agencies mail U...

... names for your Term campaign. City or county files: These files should tell you who has recently bought new property in your area. These people may find your Term products attractive because they can cover, inexpensively, the obligation they have just made. Referrals from real estate brokers: Brokers can give your name to people who have just bought their first homes. Leads from newspaper and other ads: People are interested in the low premiums Term offers-advertise them and you're likely to come away with many prospects. SALES STRATEGIES Term insurance ... be sold in a number of different ways. Here are some ideas for approaching the sale: Letters and follow-up, Personal Lines clients: Target your up-and-coming Personal Lines customers with a letter and follow-up phone call campaign. You can use Letter T 1 provided in this campaign, or write one of your own. This letter should: stress your relationship with the customer let the customer know you can provide for Life insurance needs tell them you have a product you believe would fit their needs perfectly If your profiling system is computerized, ... high-risk period of time in which the business is getting started or being paid for. The insured is likely to have more debts than income. It will take time for the business to profit. During this time, obligations can be covered by Term insurance. List brokers: If you have a source that you trust to provide you with Homeowners and Auto prospects in your area, use it to obtain lists of names for your Term campaign. City or county files: These files should tell you who has recently bought new property ...

... matter, even have ad hoc marketing programs to focus on rounding out their books of business? It's certainly not for lack of trying. The Property/Casualty landscape is littered with the bones of many a failed Life insurance venture. The problem is that in the real world, the differences between Life insurance and Property/Casualty make it extremely difficult to carry out a comprehensive marketing plan. In Life insurance, the supply is relatively stable, with few market swings, and the salesperson's biggest challenge is to stimulate demand. In ... to refer leads to the Life/Health people. The Property/Casualty producers and CSRs need to be up to speed on how to identify, estimate, and respond to the more common Life insurance needs of the clients: Key man, partnership, Buy-Sell, estate tax, family maintenance, mortgage and educational insurance, retirement planning. Personal Lines service personnel should also be trained to look for any triggering event that changes the life of the insured such as marriage, divorce, or children. After more than 20 years of ... Property/Casualty agencies trying to sell Life and Health insurance, we can unequivocally state that what approach you take matters less than how actively you pursue the course that you've chosen. It goes without saying that the agency principals must make a personal commitment to the program. If an owner does not want to take the Life person out to his/her accounts for fear of embarrassment or losing the account, what kind of message does this send to the rest of the organization? The late Carol Hammes, principal of The Middleton ...

...enture. The problem is that in the real world, the differences between Life in...nts: Key man, partnership, Buy-Sell, estate tax, family maintenance, mortgage and educational insurance, retire...