- P-C agents target life/health sales. Pasher, Victoria Sonshi // National Underwriter / Property & Casualty Risk & Benefits Manag;9/02/96, Vol. 100 Issue 36, p9
Reports on cross-selling of group life and health insurance by property-casualty agents in the United States. Rationale behind cross-selling; Total agency revenue by source; Use of team approach to cross-sales; Comments of several agents on cross-selling.
- Focus on client needs, not product, in cross-sale. Littell, Robert S. // National Underwriter / Property & Casualty Risk & Benefits Manag;9/02/96, Vol. 100 Issue 36, p9
Presents advice on the cross-selling of life, health and disability insurance by property-casualty agents. Includes the need to focus on the need and not on the product; Analysis of personal needs; Business needs; Recognition of life-change events; Advantages of need-based selling.
- Study identifies the top five keys to sales success. Reagan, Bobby // National Underwriter / Property & Casualty Risk & Benefits Manag;9/09/96, Vol. 100 Issue 37, p15
Presents the results of a study on successful sales strategies of insurance agents conducted by Reagan and Associates. Importance of skills and abilities of sales people; Value and/or superiority of products and services sold; Training of sales staff.
- Stick to your checklist: Success depends on it. Friedman, Sidney // National Underwriter / Life & Health Financial Services;8/19/96, Vol. 100 Issue 34, p27
Presents tips for insurance agents on doing right things right in order to ensure success. Analogy with airplane flying; Need for insurance agents to have checklists of their sales plans; Importance of overcoming barriers to success.
- Profiting from the boom in affinity marketing. Chen, Jeffrey // Best's Review / Life-Health Insurance Edition;Jun97, Vol. 98 Issue 2, p58
Discusses profit opportunities available to insurance companies in the growing affinity markets in the United States. Projected compound annual growth of affinity marketing from 1996 to 2001; Advantages of affinity marketing; Maturity of the association insurance program marketplace; Work site...
- Roll-on, stick or spray and boxer shorts. Gerdel, Stephen T. // LAN: Life Association News;Sep97, Vol. 92 Issue 9, p158
Discusses the important elements of sales success in the insurance business. Controlling pressure; Undergarments; Life underwriters.
- Blood from a client. Money Jr., Jim // LAN: Life Association News;Sep97, Vol. 92 Issue 9, p162
Relates an incident illustrating how an insurance agent can motivate his client. Client with unpleasant memories of medical examination; Alternate policy for the maximum amount; Satisfying a client's needs.
- Challenge, choose, connect and close. Scott Jr., Walter J. // LAN: Life Association News;May98, Vol. 93 Issue 5, p67
Provides tips to insurance agents on how to challenge business clients to purchase more insurance and yet let them choose. Use of an alternate policy with a strong personal connection; Alternate policies with a 50 percent greater death benefit; Underwriting letter authorizing coverage of up to...
- Family needs vs. estate needs. Gibbons, Pettus C. // LAN: Life Association News;May98, Vol. 93 Issue 5, p68
Provides tips to insurance agents on how to determine whether the clients might be a better bet for permanent or term insurance. Evaluating the long-term needs of the clients with young children; Offering them products that fit their investment and retirement goals; Distinct types of families.