Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
As State Deficits Loom, Regulators Tighten Belts
By Jim ConnollyInsurance departments are responding to the recession by working to hold down spending.But many departments have their own sources of funding that are separate from ...
January 02, 2009
NAIC To Hold ACLI Capital Plan HearingThe National Association of Insurance Commissioners says it wants to hear from the public about the American Council Life Insurers' proposal to ease financial pressure ...
January 01, 2009
Prospecting SectionFinding qualified LTCI prospects can be tough. Our experts walk you through it with tips on identifying and pitching to potential LTCI clients.
January 01, 2009
Investment Advice Rule Nears ReleaseThe U.S. Labor Department is about to publish the final version of a regulation that will affect insurers and producers that work with defined contribution retirement plans.
January 01, 2009
What are the best and worst attributes you look for (or look to avoid) in an advisor?For me, it's honesty. I want a straight shooter. I have been burned in some investment opportunities over the years, so I put my top priority in an advisor as being somebody I have faith to do right by me. As you can guess, dishonesty is the
January 01, 2009
Conceive, believe and achieveI am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson. My response is often met with surprise, because most people expect me to say something about the necessity of hard work
January 01, 2009
Doing the work to maintain your current clientsIn the financial services industry, it's very easy to spend most of your time and resources on marketing for new clients. There's nothing wrong with that, but it's also very important that you continue to maintain a good