Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Act with confidence and the clients will follow
By Norm TrainorAll decisions are confidence based. This is one of the great truths in understanding how people make decisions. One of the most effective ways to establish confidence with existing and potential clients is by demonstrating your expertise. Howard
August 01, 2007
Make the most of QCCsTaxpayers who are looking for an income tax deduction, yet don't want to give up title to real property to a charity, should consider making a qualified conservation contribution. A QCC is a contribution of a qualified real property interest to a
August 01, 2007
The element of needNow that the client hopefully trusts us and our motives, we can determine his needs. We should be asking a lot of questions here. I prefer to preface my question phase: "In order to do a better job for you, may I ask you a few questions? The
August 01, 2007
Achieving marketing bliss by branding your businessI never took a marketing class in college, but as a loyal, spend-happy consumer I certainly understand and appreciate the concept of "branding" very well. Have you ever wondered why companies spend billions of dollars to market products that are
August 01, 2007
Avoid objection overloadObjections make for dramatic courtroom moments on television and in movies. A prosecuting attorney grinds down the accused, peppering him with questions, insinuating his guilt and questioning his credibility until the suspect yells something along
August 01, 2007
A Winning TeamOne of my old mentors had a favorite definition of "T.E.A.M." -- Together Everyone Achieves More. Holding true to this mantra over many years played...
July 31, 2007
MassMutual Unit Replaces Administration SystemMML Investors Services Inc. has started using software from Miningham & Oellerich Inc. to run its operations.MML, a broker-dealer unit of Massachusetts Mutual Life Insurance ...
July 31, 2007
Connecticut Adopts Medical Necessity DefinitionSome health insurers may have to update the policies they use in the Nutmeg State.Connecticut has enacted a law that establishes definitions of "medical necessity" ...