Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Leavitt Demands Medicare Advantage Funding
By Staff WriterBy Jim ConnollySebelius Notes Healthcare Approach of Dems And RepublicansSan FranciscoNoting the different approach to healthcare advocated by Democrats and Republican presidential candidates, Kansas Gov. ...
June 01, 2008
The new kid in townIt's hard enough to build name recognition in an area where you've lived for years - imagine the challenge after moving 1,500 miles to a community where no one knows you. Katy Cushman, President of Cushman Insurance Solutions of Fayetteville, Ark.,
June 01, 2008
Building the interdependent businessThis is the last of a four-part series highlighting some special "players" in our industry. Thus far, I have focused on some obvious choices, namely the "independent" financial advisor, the independent marketing organization
June 01, 2008
Typical retirement scenario goneNo. That was the overwhelming answer given by financial advisors when asked if the concept of a "typical" retirement age is still relevant in the United States. "No" was also the simple answer of 86 percent of respondents to
June 01, 2008
The planner's perspectivePatrick Dougherty, CFP and owner of financial planning firm Dougherty Financial Services in Dallas, Texas, routinely discusses LTCI with his clients, but he doesn't sell LTCI. "I do the planning and asset management, and I bring in specialists for
June 01, 2008
Find and hone your unique talentThe following is based on one of Norm Trainor's clients, Paul. All of the names and telling details have been changed. Entrepreneurs are amazing people. They start with a vision of what their business can become and then make it a reality.
June 01, 2008
Careful communication is key with senior clientsYou are so right about disclosure checklists and communication ("10 steps to prepare prospects to say 'yes,'" May 2008). Senior clients need to be treated special and breaking down each aspect of the product or service is
June 01, 2008
Are your prospects actively involved?One of the most critical yet overlooked principles in the selling process is the power of self-discovery through customer involvement. Regrettably, many salespeople use a "show and tell" presentation style and babble on hoping they might