Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Paulson Shows Interest In Federal Regulation Of Insurers
By Matt BradyTreasury Secretary Henry Paulson said Wednesday that the Bush administration will think very carefully about the possibility of letting insurers choose between state and federal ...
February 02, 2007
Ommen To Lead Show Me State RegulatorsMembers of the Missouri Senate agreed unanimously Thursday to confirm Doug Ommen's appointment as director of the Missouri Department of Insurance, Financial Institutions & Professional ...
February 01, 2007
Find value in forgotten policiesChange is the law of life. And those who look only to the past or present are certain to miss the future. - John F. Kennedy Change can be unsettling for many seniors, but the fact remains that it is inevitable. As life changes and seniors retire,
February 01, 2007
Convert leads into clientsIn a different age, alchemists claimed they'd mastered a secret formula that turned base metals into gold. Fast-forward to today. Senior advisors are regularly bombarded with promises to turn sales leads into solid customers. Is it a different form
February 01, 2007
Plan for greatnessFebruary is upon us - just about the time people tend to break their well-intended New Year's resolutions. "Maybe next year," they tell themselves, as they fall back into their old routine. Nothing could be worse for your business. Ask yourself, do
February 01, 2007
Right time to close the deal is right nowJanuary, we started talking about envisioning our future and helping our clients envision theirs. Someone who read this article called me and said, "Well, is that really what we do? Aren't we all about selling annuities?" I said no. It's really
February 01, 2007
Create completely satisfied clientsThink about the last major purchase you made - whether it was a new car, a vacation or a computer - and ask yourself this question: "Did the experience and/or the product leave you satisfied, or completely satisfied?" It would stand to reason that
February 01, 2007
How to detect decision-making strategiesThe art of sales is the art of assisting people in coming to effective decisions. But how do people come to decisions, what is the process of decision making, and how can we come to know and support powerful decision making? Previously, we had