Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Pre-screening helps build effective seminars
By Kerry JohnsonHave you ever wondered why your closing ratio on seminar buying units never exceeds 40 percent? The reason is in the numbers. Twenty-five percent of seminar attendees are "plate-lickers" -- many seniors actually look for seminars
September 01, 2008
Where do you get your financial information?I dabble a little in investments so I like to do most of the initial research on my own. I get that by studying the financial markets. Then when I meet with my advisor I feel like we can talk the same language and be somewhat on a level playing
September 01, 2008
The importance of discipline and detailDo you ever wish you were more successful in the financial services industry? Do you ever find yourself wondering why others have $10 million to $20 million in production while you only have $5 million or less? If you want to get over that
September 01, 2008
New leads within siteWeb sites aren't just nice places to put your picture and a short biography. They can be lead generators if used correctly. Mark Willaman, president of HRMarketer.com, says a Web site can be a lead-acquisition machine if it is easy to find and
September 01, 2008
Constantly improveKeeping the pipeline full is the surest way to earn a decent living and improve sales numbers from day to day and year to year. It's easy to lose sight of that when things are going well or going poorly, for different reasons. Advisors, even
September 01, 2008
If you mustCold calling is the least favorite way of prospecting for most advisors. Those who can, avoid it altogether. But if cold calling is a necessity, there are ways to do it well. Brian Maroevich of Insurance-Leads-Advisor.com offers these tips for cold
September 01, 2008
Do you prefer meeting your advisor at his office or in your own home?For me, it works out great that our advisor comes to the house. He's actually a family friend and we get together and go over the finances twice a year. Last time, we cooked out and had barbeque. It might be better at the office if we
September 01, 2008
Three factors that motivateEffective marketing is figuring out what motivates people and getting them to act. Marketers have been doing this since time immemorial. So the big question has always been, What motivates people? Price is obviously a concern, but that's only