Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Waxman Invites Greenberg To Testify - Updated
By Staff WriterMaurice Greenberg, the former chairman and chief executive officer of American International Group Inc., is one of the individuals who was invited to testify Oct. ...
October 01, 2008
Learning to be a rich "optionist"If you can change the way you frame bad events like rejection, you can change your future. Founder of positive psychology and author of Learned Optimism Martin Seligman discovered this in the mid-1980s when he met MetLife president John Creeden.
October 01, 2008
When was the last time you had your life insurance assessed?About a month ago. My husband is 80 and we had been talking about getting it looked at for a while. We're both on our second marriages and it was a good thing we had it checked because his ex was on a policy." - Linda M.,
October 01, 2008
Some will, some won't ... so what?Perhaps no other profession is as closely associated with the term "rejection" as a career in sales. You might say that rejection is as natural to a salesperson as trail dust is to a chuck wagon cook -- it comes with the territory.
October 01, 2008
Have you ever referred someone to your advisor?I have made referrals for my advisor. I have a great relationship with him. We're friends outside of the pure working part of the relationship so it's not a stretch for me to put in the good word about him." - Dan T., 60 Denver,
October 01, 2008
Squandering our most precious resourceThanks to the benefits of better nutrition, education and new technologies, today's seniors are living longer and are more knowledgeable than any generation in history. A hardworking, dedicated and experienced pool of workers is an important
October 01, 2008
It's better when you giveOne of my favorite quotes is, "Help people get what they want, and you will get more of what you want." A large percentage of our clients come to us because they were referred by a friend who is also a client. People will be much more
October 01, 2008
Reinforcing referralsHow can you join the tiny minority of advisors who generate 100 percent of their business by referral? Does it sound impossible to join these ranks? It's not. If you're new to the industry and disinclined to tap your circle of influence