Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
The trend issue
By Daniel WilliamsWith Senior Market Advisor's inaugural "trends issue," we take a look at what are the hottest niches in the industry that will make your practice thrive. From the "incredible, evolving annuity," to "life insurance through the eyes of experts," as
April 01, 2008
Keep your cool, close with confidenceThe summary trial close is the final step in closing the sale, which I identify as the "element of hurry." It consists of two parts. First, summarize and review the main points of your presentation. List all the features and benefits that they have
April 01, 2008
The ins and outs of IMOsLast month I began a multi-part series in which I hope to acknowledge and congratulate some of the players in this great industry. I highlighted the independent financial advisor as an emerging and impressive participant who has overcome severe odds
April 01, 2008
The Web-based playing field is changingGetting the word out about your firm can be a challenging endeavor. In the past, advisors have used brochures and business cards, seminars and direct mail. Today, the way information is being disseminated about advisors is changing dramatically.
April 01, 2008
Courage of their convictions"To see what is right, and not do it, is want of courage, or of principle."-- Confucius As the American presidential election season gets into full swing, it is both astonishing and troubling to see that neither major party is talking about
April 01, 2008
Is your practice crisis ready?When tragedy strikes our communities, we look to expert first responders to rush to our aid: without well-equipped and trained police, firefighters and EMTs, we'd be in harm's way when we need support at our side. Unfortunately, most senior
April 01, 2008
How Webinars can Help You Increase Your Market ReachInsurance professionals should constantly be on the lookout for efficient, cost-effective ways to increase marketing reach --and webinars can be an additional tool to help agents achieve that goal. Webinars - seminars delivered via the
April 01, 2008
The 4 Main Components of ComplianceThirty-two: That's the official number of compliance steps that affect your sales of life insurance, annuities, and other financial products. Almost every agent, however, is in violation of at least one of these guidelines, rules,