Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
When you care enough to make the most
By Scott HalfordI was in Poland on business when word of the $700 billion meltdown in the United States financial markets hit. I tried to understand what it meant for me, and then I sent a barrage of e-mails to my financial advisor. I bet, as with you, he was
December 01, 2008
Advising for the future during a tough marketAs financial advisors, we have substantial roles in our clients' lives as they plan for retirement. Some of us might have experienced a recent role increase due to what some have called "the worst financial crisis since the Great
December 01, 2008
Surfing for seniorsIt's no secret: one of the fastest growing demographics these days is adults aged 60 and over. For marketers, the question is how to reach them effectively. Will a mix of traditional methods such as print ads or direct marketing be enough to
December 01, 2008
Producers excelling despite economic woesAlthough the economy has hit a full-blown recession, according to government reports, independent advisors have been faring very well. A LIMRA survey conducted last month with nearly 700 producers found that advisors are making the best of tough
December 01, 2008
Turning a crisis into a great opportunityThe last 60 days have changed the world forever. Banking, investing, and even saving now require different considerations. Where and how we work and who we work for were changed. How and when we retire, even if we can stay retired, changed
December 01, 2008
Six techniques of top producers (part 2)Work with clients you enjoy. Many peak performers say that not only do they target a market, they also focus on select individuals with whom they enjoy doing business. Top producers I've spoken to say the hardest people to deal with are
December 01, 2008
Readers suggest SEC learn from its mistakesIn 28 years as a life agent, I was forced to go get my Series 6 and 63 because captive companies were afraid to stand up and say "no more." I got tired of the SEC creating jobs just to keep people busy. None of my clients wanted to risk
December 01, 2008
Using direct mail to boost your seminar attendanceIf you are going to use direct mail as the engine that runs your seminar program, you have to be able to determine what area to saturate with invitations. The first thing you have to do is to figure out which zip codes to mail to. It's very