Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Thorough and Valuable
By Mike PattonLast week was very busy. I presented a financial plan to one client, began to prepare a more complex plan for another, delivered a life...
August 01, 2008
How would customers rate your service?Rendering exceptional customer service is both a responsibility and a smart business decision. Unfortunately, far too many salespeople view customer service as an administrative burden that takes them away from making a sale. The truth is, providing
August 01, 2008
Institute adds board membersThe ING Institute for Retirement Research announced it has added eight board members from the academic field and the retirement industry to bolster its mission of examining the new retirement dynamics. The new board members are: Dr. David
August 01, 2008
The best by association"The character of a person is in direct proportion to his commitment to excellence." -- Vince Lombardi Our senior clients deserve the best. As trusted financial advisors, we strive to give them the best counsel and solutions for
August 01, 2008
Lee Hyder shares senior sales tipsLee Hyder, a 17-year veteran of senior sales, says that in his own experience, simply footing the bill for seminars may not be the most practical path to success. Rather, he suggests that building marketing alliances with other like-minded
August 01, 2008
There's a new coach in townSince this is my first month writing the Coach's Corner column I thought it would be a good idea to tell you a little about myself. Before I do, I'd like to thank Kelly Shaw who has been writing this column for over two years. I read his
August 01, 2008
Focus on the 'right' objectivesMany financial advisors tell me that they suffer from sleep disorders. I too have experienced disruptive sleep patterns since my childhood. Often, I will wake up at 3 or 4 a.m. and have difficulty getting back to sleep. My mind just will not rest as
August 01, 2008
Are You Being Ethical? 6 Steps to Countering Industry's Negative Media AttentionProduct complexity. Consumer fear. Industry confusion. No matter what products you sell, all agents face similar challenges when it comes to earning and keeping client trust. While studies teach us that ethical behavior does matter to