Running Your Business

January 01, 2007

Last month I was in North Carolina doing my two-day training program for agents. I sporadically conduct this program throughout the country. I want to share something with you that I felt was ultimately important to the success of that program.

January 01, 2007

At the National Ethics Bureau, we've even gotten wind that there are entire marketing strategies built around competitor bashing, from initial solicitation to close. For example, two agents recently slammed a competitor's products in their seminar

January 01, 2007

My inaugural column will discuss these changes; future columns will discuss what these changes mean to our practices and provide insight on how to adapt to stay ahead. Topics will pertain to practice management, forward-thinking business models,

January 01, 2007

The listening game "Our grandson is playing little league and hit a home run just the other day." "Did you know the price of a stamp has gone up to 39 cents? I remember when we only had to pay 3 cents." In the senior market, you may hear about...

January 01, 2007

Perhaps it's the type of seminar being offered. Holding a seminar that doesn't directly relate to your business can offer something different and conceivably be a greater perceived value. I attended just such a seminar, and one that I would

January 01, 2007

Previously, we stated that some 93 percent of what determines someone's impact when communicating is largely unconscious. We noticed that deep rapport is created not by accident but by the application of certain skills. That deep rapport and intense

January 01, 2007

Janet has grown her practice to a level admired and envied by many. So why was she sitting across from me looking so stressed? The cause was a benchmarking study her sponsoring firm commissioned us to do that compared individual participants to