Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
California Department Proposes Rate Regs
By Allison BellNew California health insurance rate review regulations could help insurers determine whether regulators will think a rate increase request is reasonable.
February 08, 2011
Thomas Leonardi to Lead Connecticut DepartmentGov. Dannel Malloy has picked Thomas Leonardi, an investment banker and former Conning & Company executive, to be commssioner of the Connecticut Department of Insurance.
February 08, 2011
Professional seminars build credibility, businessSince entering the life insurance business in 1984, I have had a lot of success selling group and individual disability insurance to closely held business owners.
February 08, 2011
LIFE: Insurance is RomanticAbout 88% of women think buying life insurance that names a loved one as the beneficiary is a good way to express love for that loved one.
February 08, 2011
Democrats Call for Broad Retirement Plan Fiduciary DefinitionSeveral top Democratic lawmakers are asking the U.S. Department of Labor to define the term "fiduciary" broadly in a proposed regulation that could affect parties that do business with retirement plans and plan participants.
February 08, 2011
Cold calling: Why waste your time, advisors?Referral selling works. Really. When you receive a referral introduction, you are pre-sold, your sales process shortens, you ace out the competition and you convert prospects to clients more than 50 percent of the time.
February 08, 2011
More Super Bowl success: For advisors the little things are hugeIn last week's blog, I talked about preparing for the big game and how quarterbacks (and advisors) needed a "flight plan" to succeed.
February 08, 2011
Cold calling: Why waste your time, advisors?Referral selling works. Really. When you receive a referral introduction, you are pre-sold, your sales process shortens, you ace out the competition and you convert prospects to clients more than 50 percent of the time.