Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Stow your files to keep clients safe
By National Ethics BureauMessy desks may be the sign of a creative mind. But they're also a big compliance risk.
June 01, 2010
GAO: Medicare Advantage Carriers Picked CherriesMedicare Advantage plans with relatively low premiums and high levels of cost-sharing ended up with healthier enrollees in 2008 than other Medicare Advantage plans did.
June 01, 2010
How to increase your referrals without askingHere are three alternative referral-boosting strategies that don't require you to be an expert at asking for referrals.
June 01, 2010
How to cope with problem people (part 2)Last month, we started to discuss some strategies for dealing with the truly challenging people
June 01, 2010
Dump the junk: Saying no to bad clientsYou know who they are--the time-wasting, buy-nothing customers. By dumping them, you free up time to develop and care for the ones who really matter. Just do it.
June 01, 2010
Clients: Love the one you're withToo many salespeople get the deal, make their quota and then focus solely on bringing in the next deal.
June 01, 2010
Key to prospecting? Strike while the iron is hotTreat your prospecting time with the same respect you would give to any other important appointment.
June 01, 2010
Will you love me in the morning?We've all had those sales presentations where everything went right.