Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
Six techniques of top producers (part 3)
By Kerry JohnsonMarket yourself every day. Very few top producers wait around for a prospect to call them. Nearly every big producer possesses an ego that suggests effortless success, but when you force them to be honest, they always admit they're scared
January 01, 2009
How much do your children or grandchildren know about your retirement plan?Well, that's a good question that I hadn't given enough thought to. I'm pretty fit for my age, but you never know, do you? Since you have me thinking about, I plan to call my daughter and have a talk with her about the finances.
January 01, 2009
We are 21st Century problem solversMany columnists discuss the challenges Americans are facing and will face in the future, and sometimes they make these problems seem overwhelming. How can you use that emotion to help your prospects and clients? I use that feeling as a tool to
January 01, 2009
A bold new yearWe know the news about the economy and most of it isn't good. Everywhere you look, companies are tightening their belts, asking for bailout money and downsizing. But there's always that silver lining. As we step into the new year,
January 01, 2009
Take time for continuity planningThe solo practitioner needs to consider and reevaluate their firms' business continuity plan. FINRA rules control how these plans should be created and ultimately distributed to your customers. The purpose of the FINRA requirement, found in
January 01, 2009
Mastering lead generationIf getting a steady stream of new customers is vital to business growth, then reliable lead generation is the fuel that kick-starts the process. Consider that before you can add a name to the "new client" file, that person was a prospect
January 01, 2009
The secret of powerful presentationsBe a problem solver, not a product pusher The first step to successful presentations, whether it be at seminars to a group of prospects or a first appointment, is know who you are, what you offer and why you are more qualified to help that prospect
January 01, 2009
Family affairsYou have worked hard to build a solid roster of ideal clients, and perhaps you continue to do a good job of attracting new people that fit your ideal client profile. But are you neglecting the family? Not your immediate family, but the families of