Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Richardson at AALU: Succession Planning Woes to Hurt Al Qaeda
By Warren S. HerschU.S. forces in Pakistan dealt a "significant blow" to Al Qaeda by killing its leader, Osama bin Laden - and he may have slowed the terrorist group's efforts to recover by failing to groom a successor.
May 01, 2011
Advisors: How to overcome price objectionsMost of us know in our bones that if a client objects on price, the problem is not really price. Conventional wisdom says the problem is value.
May 01, 2011
Stop DitheringThere are a fair number of challenges facing financial advisors, but the biggest enemy may be the person who stares at them in the mirror.
May 01, 2011
Advisors: Use personal messaging to increase connectionsYou wouldn't approach a prospective connection in person as informally as you do online, would you? If you were meeting prospective clients at a networking happy hour, you wouldn't approach them with an automated greeting, would you?
May 01, 2011
3 ways to boost your advisor businessMany people falsely think that asking implies weakness and sets one up for potential rejection.
May 01, 2011
Advisor goals: Values are the DNA of visionValues are the DNA of fulfillment. When one lives their values, the fulfillment of their values generates positive feelings and positive beliefs.
May 01, 2011
Coping with call reluctance (part 3)Our series on the topic of call reluctance and aversion continues with two further types of people particularly anxious about making cold calls to find new business.
May 01, 2011
How bad leads can crash good reputationsReputation is as delicate as a butterfly's wings. It follows that a small event distantly related to your business can have a huge impact on your reputation.