Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
When Prospecting for New Clients, First Assess Their Personalities
By Mike PattonIn my experience, here are three major personalities exhibited by prospective clients. Here's how to spot them and how to handle them, to your satisfaction and theirs.
June 08, 2013
Get smart: To be effective, you must be informedAsk questions before you deliver your pitch.
June 08, 2013
Get smart: To be effective, you must be informedAsk questions before you deliver your pitch.
June 07, 2013
NAIC to form new PE/hedge fund annuity committeeFollowing months of toil, the NAICs captives and SPV subgroup adopted its white paper.
June 07, 2013
Passing the success torch: lessons learned from 3 sales gurusContrary to popular belief, you dont have to be a prospecting and closing superstar to succeed in our business.
June 07, 2013
11 more Calif. insurers settle unclaimed propertyThe state has settled with insurers that write more than 50 percent of all the issued and active life insurance policies nationwide.
June 07, 2013
3 SEO basics to get your website noticedFollow these best practices and Google might just become one of your most valuable business partners.
June 07, 2013
Don’t extend RIA fiduciary standard to broker-dealersMoving to a harmonized standard would expose B-Ds to increased legal liability, driving up rates for E&O insurance and the cost of doing business.