Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Three more secrets to success
By Jack KeeterThere is a common bond among successful advisors that connects them. Learn three secrets from a sales guru that will help take you to the top.
August 01, 2010
Boomers fear retirement more than deathWe've all played the "would you rather" parlor game of picking between hideous choices.
August 01, 2010
Sales strategy: Bring real value to your clientsAdvisors have been given a unique opportunity to bring real value to their clients after having been maligned for many years.
August 01, 2010
Six more steps to getting LTCI referrals (part 2)How can I improve my process for getting referrals from clients, since these are the easiest and best leads to develop?
August 01, 2010
Making the most of leadsYou could say sales leads are a lot like nuts. Often, after a little tree shaking, they fall out of the tree and right into your lap.
August 01, 2010
Clients: Love them or leave themThey nickel-and-dime you, don't return phone calls, threaten to take their business to another advisor, make unreasonable demands yet
August 01, 2010
New flu shots for H1N1, elderlyAs the medical establishment looks ahead to the coming flu season, new vaccines are being readied that may help avoid the stampede to get flu shots that occurred last year.
August 01, 2010
Sales tips: Why the first four minutes matter (part 2)Last month, we began to talk a bit about the sociological process involved in very quickly establishing rapport with a new client