Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Women ask for directions on the road to longevity
By Peggy FortsonMost women get it. They know the facts regarding their own life expectancy and how, statistically, they outlive men by about seven years.
November 01, 2007
From success to significanceWhat motivates a successful advisor in his fifties? For Norm Carroll, the answer to that question has changed dramatically. I first met Norm Carroll in 2002, when I was launching our Practice Development Program, sponsored by Great West Life. Norm
November 01, 2007
Don't think product! Identify needs and sell solutionsCreating client satisfaction by finding solutions based directly on needs - not specific products - will go a long way in building a productive relationship. Here's how close consultation and conversation will uncover real needs, and put you in a
November 01, 2007
Emotion + logic = new client relationshipsThe two aren't in opposition with one another, so why not use both to drive the planning process? In the original "Star Trek" television series, logic and emotion often found themselves in a state of tension. Captain Kirk, the all-too-human
November 01, 2007
Wowing your client with some fabulous featuresNow that we're through "Trust" and "Need," it is time to talk about creating "Help." Right now we are at the lowest sale resistance that we can possibly be at. At this point, you can begin directly addressing your potential clients' wants, needs,
November 01, 2007
Making Old Prospects New AgainAttrition - it's an ugly word that conjures up images of irreparably wounded relationships, disappointments, and lost revenue. Attrition is typically thought of as an inevitable obstacle to growing your insurance practice. You must sell enough
November 01, 2007
The house doesn't always win"Tap into your home equity and retire happy and satisfied!" Sound familiar? It should. Chances are that some of your advisors are touting reverse mortgages as a panacea to the widening consumer savings gap. But before you leave skid marks on the
November 01, 2007
How to make $1 million: Four techniques of a top producerIn the late 1980s, Don Speakman was making a little over $18,000 a year as an underpaid assistant at a printing company. Needless to say, he was struggling to make ends meet for his family. So when he was recruited by a manager who thought he might