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P-C Agents Eye Dental-Vision ProspectsMany of the growing number of property-casualty agents who are now cross-selling life and health products have overlooked coverages that will ...

Hard Market Spills Over Into Personal Lines SalesGrowing an agencys business in the rough-and-tumble personal lines market is never easy, but in the current hard ...

RIMS Pres. Shares Terror Cover WoesLondon EditorBirmingham, England The standalone terrorism coverages being offered by insurers are of relatively low value for buyers because the ...

Don't Shortchange 'Valuable' ArticlesThe enduring emotional and economic pain from Sept. 11 has spawned a renewed appreciation for everything we treasure--our own lives, our family, ...

Prospect Objections Can Be OvercomeClient objections during the sales process are as inevitable as night following day, and they can crop up at any time--during ...

How Can Agents Tell If They're Good At CRM? To assess how well you and your agency are doing in terms of customer relationship management, ...

ADA Ruling Leaves Exposure Open While the U.S. Supreme Court's latest disability ruling might have made life a little easier for risk managers looking to ...

How Can Agents Sell Valuable Articles Coverage? The best way to broach the subject of valuable articles coverage with clients is to suggest that they ...