Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Closing Sales The Right Way
By John BrantonAll of us have made purchases that continue to be treasured for many years. It's the cozy home that has hosted fond family memories...
March 01, 2009
Your attitude is your altitudeSelling in today's challenging and turbulent market place requires focused goals, a healthy work ethic and an optimistic outlook. While we are not always able to choose our circumstances, we can and must control how we respond to life's
March 01, 2009
Due diligence? Get serious (Part I)"Due diligence." Now that's a quaint term! Since 1933--when Congress passed the Securities Act--financial firms have been conducting research on the companies whose equities they sell. They don't do this out of the
March 01, 2009
With all the economic uncertainty out there, what financial product/instrument are you avoiding?"I'm avoiding all the get-rich-quick stuff. I'm old enough to not be doing anything risky. But even if I was younger, I wouldn't fool around, or even listen to anybody promising me the moon. No risky stuff at all. I
March 01, 2009
How to sell to affluent seniors (part 2)How do you hunt for big game? Forget your hard-sell, "29-different-techniques-to-a-close" routine. Elite income earners ask lots of questions. They also are not as self-consumed as the characters on "Dynasty" and
March 01, 2009
Becoming president of your own worldIt's about that time when the politicians and, well, everyone make their first big judgment of the new U.S. president -- the first 100 days. It seems an absurd and random bar to expect someone to change everything that's wrong in
March 01, 2009
More ways to maximize on CRM systemsDo you ever wonder about the appropriateness of the filters you've selected for your direct mail marketing leads? We periodically send the names and addresses of our clients to our direct mail marketing firm. For a small fee, we're able
March 01, 2009
New administration, new impact on clients?As President Obama and his administration have taken office, they are faced with the worst financial crisis since the Great Depression. Some economists think that the planned stimulus package to revive the economy is a risky decision since we are