Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
LIMRA Forms Compliance Alliance
By Staff WriterA life insurance market research consortium will be working with an outside firm to help members understand and follow new federal rules and regulations.LIMRA International, ...
October 01, 2007
Acknowledging a need will get the sales ball rollingIn previous columns, we have finished the discovery, identification, and qualifying steps to determine if we have the right type of clients that fit our practice. Now we move on to the crucial need acknowledgement step. If you are a one-call
October 01, 2007
Seminars: Why they work and how to use themMany advisors offer workshops and seminars for their prospects and clients. We all know that seminars are tools to educate and inform people about a subject. But have you considered seminars specifically for women? Women want to understand how to
October 01, 2007
The field of dreams"You make the most of your opportunities in baseball as you do in life."-- Ernie Harwell, legendary sportscaster With October upon us, many Americans are turning their attention to the Major League Baseball playoffs and World Series. I am always
October 01, 2007
Uncovering the hidden truths in communicationHow do people make decisions? Individuals learn from a very early age to make "mental maps" of the world in order to take in a seemingly overwhelming amount of information. In the process, the mental maps we have created become part of our
October 01, 2007
A values-based approach to succession planningA number of years ago I had the privilege of spending an evening with the CEO of a 200-year-old family business. Over dinner, he described how they dealt with succession planning. The most important value in their family business is stewardship.
October 01, 2007
Marketing mistakes to avoidSuccessful marketing is hard work. Most people will agree with that. But the payoff is well worth the extra effort. Advisors who don't have the expertise or the desire to handle their marketing efforts on their own certainly can find a number of
October 01, 2007
How to Protect Yourself From the Long Arm of ComplianceIn the early days of the insurance industry, before NASD Notice 05-50 was released on Aug. 8, 2005, things were radically different than they are today. Since then, the financial services world has changed dramatically. Compliance, once an issue