Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
4 ways seniors are divided on tax hikes for the wealthy
By Daniel WilliamsSeniors weigh in on whether a greater tax burden should be placed on the affluent.
January 03, 2013
Defining the sales process, part 1In its broadest sense, selling is the process that brings about a desired change in the behavior of prospects using needs-based techniques.
January 02, 2013
How not to closeIf you focus on the business value of your products, your prospects will close you.
January 02, 2013
Tax reform: The battle has just begunLegislation approved by Congress over the last several days to avoid the fiscal cliff is a start but it's not a grand solution.
January 02, 2013
Industry girds for next tax battleInstructions and a process for tax reform could be in the next legislative session, said NAIFA President Rob Smith.
January 02, 2013
Doak supports lawsuits against contraception mandateOklahoma's insurance commissioner finds ample insurance material for his cause, but will fines or prayers prevail?
January 02, 2013
5 million reasons why I admire this industryIt took 4,000 New York Life employees and agents just eight weeks to raise more than $5 million in its annual giving campaign, including $250,000 in Hurricane Sandy aid. It took Congress way longer than that to deliver no Hurricane Sandy aid, at all.
January 01, 2013
The 'no' gameIf youre having trouble getting started with cold calling, trying playing this game.