Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Producers excelling despite economic woes
By Daniel WilliamsAlthough 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
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
December 01, 2008
Getting women involved in LTC decisionsQ: When working with prospects to sell them long term care insurance, I know that often women are the decision makers. What advice can you provide to take the female perspective into account? A: LTC is an issue of particular importance for
December 01, 2008
Are you a bridge builder?"Biography" is one of my favorite TV shows because it pays tribute to the accomplishments of well-known, successful men and women. I gain insight and inspiration from their stories of achievement and personal triumph over adversity. I
December 01, 2008
Giving a gift back to your loyal clientsNovember and December are probably the most memorable months of our lives. It's a special time of year we enjoy with our families, reflecting upon our blessings and just having some quality time with one another. It's also a wonderful
December 01, 2008
A good time to buy (and sell)Wow, we've been pummeled with bad news the last few months. I won't revisit all the gory details -- y'all know them just as well as I do, but it does seem another leading indicator rears its ugly head on a daily basis, giving
December 01, 2008
When opportunity knocks, open the doorSomebody left the gate open, the cows are out, the horses are running wild, the pigs need a bath, the rooster has disappeared and the hens aren't laying eggs anymore. Things on the farm aren't what they used to be. "Woe is