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...The New York metro branch of Aetna Life & Casualty is offering a new telemarke...urnal, lives in Knoxville with her husband. She gathered all the information for this story by telephone.

...rs To Consider When Expanding Into Life Insurance
Despite concerns about life insurance company solvency and uncerta...tors. They can help you retain clients and expand your business. More important, they can add profits to your bottom line, and that is a struggle we all want to win.

... Group Connections Reviews Member Content Member Content - Content Package Categories Popular Recent All Back Improving Your Close Ratio 2/9 /2018 12:00:00 AM by CompleteMarkets Editor This content has not been rated yet. Dear Dave: Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. S he is closing about one out of four presentations, which sounds ... due to the fact that the prospect bought from the mortgage-lender's Life associate? Many folks do, 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 ... policy: Age Band 30-34 40-44 50-54 Lender's affiliate $396 $1 ,044 $2 ,628 Another company $270 $461 $740 Note that "another company" calls for underwriting and its premiums are for nonsmokers in good health. The lender's affiliate's underwriting is presumably more liberal. But note the striking differences in premium! The point is that your producer should feel competent to handle any competition. Any prospect represents more than one financial-needs problem and thus is a prospect for more than one kind of policy. Both the ...

... Group Connections Reviews Member Content Member Content - Content Package Categories Popular Recent All Back Improving Your Close Ratio 2/9 /2018 12:00:00 AM by CompleteMarkets Editor This content has not been rated yet. Dear Dave: Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. S he is closing about one out of four presentations, which sounds ... due to the fact that the prospect bought from the mortgage-lender's Life associate? Many folks do, 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 ... policy: Age Band 30-34 40-44 50-54 Lender's affiliate $396 $1 ,044 $2 ,628 Another company $270 $461 $740 Note that "another company" calls for underwriting and its premiums are for nonsmokers in good health. The lender's affiliate's underwriting is presumably more liberal. But note the striking differences in premium! The point is that your producer should feel competent to handle any competition. Any prospect represents more than one financial-needs problem and thus is a prospect for more than one kind of policy. Both the ...

Weather The Economic Storm: Increase Life/Health Sales
WEATHER THE ECONOMIC STORM: INCREASE LIFE/HEALTH SALES by Carol Hammes If you aren’t selling Life/Health products, you might be ignoring...is type of business. For example, the Life department shouldn’t be charged for a portion of the salary of the agency bill accounts receivable clerk. After several years this department should be producing a profit margin equal to the contributions of the Property/Casualty book, plus some additional points to make up for the fact that it might have less residual sales value than the Property/Casualty book does. Remember, whichever structure you choose it’s vital to make sure that all agency personnel participate in some way, even if it’s simply to refer leads. Reproduced from The Middleton Letter with permission from Carol A. Hammes, CPCU. Carol Hammes can be reached at The Middleton Letter, P.O. Box 459, Pine, CO 80470; (303) 838-7385; (303) 838-7387 Fax; e -mail: midletter@middletongroup.com; Web site: www.middletongroup.com.

... yourself in our stacks. Take some time and browse through our library. We 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 Life Insurance: Unlimited Opportunities 4/30/2013 12:00:00 AM by CompleteMarkets Editor , Judith Newman This content has not been rated yet. Why don't all Property Casualty agencies ... at least 20% of their commission income from Life, Health, and employee benefits? ' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it. Your files contain a treasure chest of new-income possibilities. Of course, George Nordhaus has been saying this for years. So the even bigger question is, Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits? ' Because this question has ... Life products boggles the mind. For an idea of how much activity is occurring in this field of insurance, go on the Internet and locate your own Life insurance quote. So why would people buy Life insurance on the Internet? It's easy, and their insurance agent has probably missed an opportunity to advise them of the need for Life. But if so many people will buy Life insurance from the Internet, why should a Property/Casualty agency enter the arena? Life insurance is more than just buying a Life insurance policy ...

Life Guide For P/C Agencies Introduction
  LIFE GUIDE FOR P/C AGENCIES INTRODUCTION ... set up your own marketing plan for a Life operation-and you're on your way to profit!

... Our agency has hired a full-time Life producer to handle Personal Lines only..., insurance schools and colleges, and Life agents' associations. In today's market conditions, no Life agent should be standing still in education, production, or earnings. All should be improving.

... Popular Recent All Back OLife in the Here and Now 3/7 /2018 12:00:00 AM by CompleteMarkets Editor , Tana Sabatino This content has not been rated yet. In the next few years, you'll probably be devoting more time and resources to Life and Health insurance products - that is, if you're at all like the estimated 2,000 independent agents who participated in the "Future One Agency Universe Study." The study shows that independent agents are increasingly aware of the need to be full-service insurance providers ... Agents who have traditionally focused on Property/Casualty insurance see the need to expand more aggressively into Life and other types of insurance products. In fact, slightly more than half the agencies surveyed said that over the next three years, they'll devote a higher proportion of agency resources to Life and Health products. Processing Challenges But Life is not Property/Casualty insurance in product or in process. Unlike Property/Casualty, no true turnkey agency system vendors exist in the Life industry. Instead, agents or insurance companies use multiple vendors ... must pay someone to integrate the packages, or else they must enter the same data over and again. An agent may use several software programs to manage the business: Contact management programs help track prospective customers; fact-finding programs help document information from an initial sales call, such as current insurance and income investments; and needs-analysis programs process these facts to calculate how much Life insurance is needed by a customer. Next, illustration software reveals the costs and benefits of Life insurance over a certain period in different variations and amounts. Finally ...

... Popular Recent All Back OLife in the Here and Now 3/7 /2018 12:00:00 AM by CompleteMarkets Editor , Tana Sabatino This content has not been rated yet. In the next few years, you'll probably be devoting more time and resources to Life and Health insurance products - that is, if you're at all like the estimated 2,000 independent agents who participated in the "Future One Agency Universe Study." The study shows that independent agents are increasingly aware of the need to be full-service insurance providers ... Agents who have traditionally focused on Property/Casualty insurance see the need to expand more aggressively into Life and other types of insurance products. In fact, slightly more than half the agencies surveyed said that over the next three years, they'll devote a higher proportion of agency resources to Life and Health products. Processing Challenges But Life is not Property/Casualty insurance in product or in process. Unlike Property/Casualty, no true turnkey agency system vendors exist in the Life industry. Instead, agents or insurance companies use multiple vendors ... must pay someone to integrate the packages, or else they must enter the same data over and again. An agent may use several software programs to manage the business: Contact management programs help track prospective customers; fact-finding programs help document information from an initial sales call, such as current insurance and income investments; and needs-analysis programs process these facts to calculate how much Life insurance is needed by a customer. Next, illustration software reveals the costs and benefits of Life insurance over a certain period in different variations and amounts. Finally ...