What's in a no-name system
Article Abstract:
Many insurance agents fail to see the value in no-name prospecting but creating an ongoing relationship with professionals in other fields and teaching them the value of insurance products can generate sales. Though not every presentation results in a sale or even contact with a potential client, the accountant or attorney who has been educated is likely to refer clients whose needs match situations the agent has introduced. Clients have various needs and by providing an insurance education, agents can help other professionals better serve their clients while often benefiting the agents.
Publication Name: Journal of the American Society of CLU & ChFC
Subject: Law
ISSN: 1052-2875
Year: 1995
User Contributions:
Comment about this article or add new information about this topic:
The agency system is not dead ... yet
Article Abstract:
The life insurance agency system is considered obsolete when it actually just needs to be reformed so that agents are compensated for their work as consultants for clients. Currently, agents are only compensated for sales when most of their work is outside of the contractural duties expected by insurance companies. A better system would have all clients pay the agents to research insurance. This would make agents client-focused, objective and trustworthy because they would no longer have the conflict-of-interest created by the current compensation system.
Publication Name: Journal of the American Society of CLU & ChFC
Subject: Law
ISSN: 1052-2875
Year: 1997
User Contributions:
Comment about this article or add new information about this topic:
Are you off or on?
Article Abstract:
It is important for insurance agents to have their priorities straight between work and life. Agents with their lives in balance will be more able to approach clients without pressuring them. Client needs involve not only the right insurance but also the right time to approach them with insurance products. Agents should teach clients about their needs without pushing unwilling prospects into products that do not meet their needs or may cause other problems.
Publication Name: Journal of the American Society of CLU & ChFC
Subject: Law
ISSN: 1052-2875
Year: 1995
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Past investment performance is no measure of future returns. The political business cycle
- Abstracts: What 'quality' means, beyond all the buzzwords. The legal profession needs more humanity. Total quality management improves productivity; not only new technology but retooled management can help deliver better value to clients
- Abstracts: Tinkering with the machinery in capital cases. The First Amendment also applies to lawyers. Can justice be served by appeals of the dead?
- Abstracts: Prominence counts in pro bono appearances. Recusal can deny cert. The presidential campaign is off to a dirty start
- Abstracts: Two new schools pop up in Fla., but some doubt they're needed. Educators, lawyers and judges discuss implementing 'MacCrate.' (ABA's MacCrate Report calling for changed relationship between practicing attorneys and law schools)