Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Forge alliances
By Staff WriterJoin your community's professional and business associations. Nothing - absolutely nothing - beats face-to-face contact. Distribute personal marketing materials. If you've got a personal brochure, a CD-ROM, a DVD or any
October 01, 2008
Five steps to gaining referralsFifty percent of your clients will offer referrals if you would only ask. But ... there is only a 17 percent chance you will ask for referrals. Here are some important tips to get those referrals: Be upfront about why you need a referral.
October 01, 2008
Hurricane SMAXNatural disasters are something to avoid at all costs, but something interesting occurred when Hurricane (er, Tropical Storm) Fay hit Florida in late August--it whipped up a weird energy--a strong group dynamic--at the 2008 Senior
October 01, 2008
From prospect to clientEffective listening is as important as effective planning when it comes to turning prospects into clients. Advisors have to know what the problems are before they can solve them, so asking valuable questions is vital. Bill Brooks is the founder of
October 01, 2008
Whole life holding its ownThe product may be low on sex appeal, but sales are up and current economic uncertainties are making it an important part of a flexible insurance strategy.
October 01, 2008
Finding your centers of influenceQ. I need to increase the number of leads and create a better quality of leads to help my closing ratio and productivity. Can you provide advice to help achieve this? A. A LIMRA survey of successful agents indicated that two of the best ways to
October 01, 2008
Finish with a flourishThe weather may have cooled with the onset of fall, but for many advisors, the heat is still on. A glimpse at the numbers for the first three quarters of the year brings a renewed sense of urgency about the business that needs to be finished in the
October 01, 2008
Weathering the stormThis year's Senior Market Advisor Expo in Orlando will go down in the record books as the show that survived a major weather event but still managed to go on strong -- a story of survival and endurance that echoed the sentiments of the