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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.