Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Brian Tracy's 5 keys to peak performance
By Daniel WilliamsWhenever I need a reminder or a refresher course on refining and improving my business skill set I turn to one of the true gurus of the self-help industry, Brian Tracy.
July 04, 2011
7 more signs you are a sales zombieDo you make frequent assumptions? Do you like to refer back to the "good ol' days" of sales? Are you using the same pitch with every customer? If so, you might be a sales zombie. Here are seven more signs you might be among the walking dead of sales.
July 03, 2011
Old school ways to woo, wow and win clientsYou had better become reacquainted with the importance of old-fashioned sales skills, the kind that existed well before Mark Zuckerberg made his mark or LinkedIn became the darling of business prospectors.
July 02, 2011
Advisors: Successful sales pipeline habitsIf your average sales cycle is three months but you have proposed opportunities that are six to nine months old, the probability of closing those opportunities is almost zero.
July 01, 2011
HHS Posts Health Eligibility, Claims EDI RegsThe U.S. Department of Health and Human Services is setting operating rules for sending messages about health insurance eligibility and health care claim status through electronic data interchange systems.
July 01, 2011
GAO Analyzes Annuity OptionsThe U.S. Government Accountability Office talks about annuities in a new report on retirement income planning.
July 01, 2011
Ohio Eliminating Estate TaxOhio Gov. John Kasich has signed a budget bill that includes a provision repealing the state's estate tax.
July 01, 2011
PPACA: NAIC Panel Backs MLR MeasureThe Professional Health Insurance Advisors Task Force at the National Association of Insurance Commissioners has endorsed H.R. 1206, a U.S. House bill that calls for removing agent commissions from medical loss ratio calculations.