Running Your Business
Insights on how to run an insurance agency, along with coverage of agency management and agency technology news.
NCOIL Prepares For Lively IOLI Call
By Jim ConnollyThe National Conference of Insurance Legislators will hold a conference call today to discuss "investor-owned life insurance" and other life settlement topics.A subcommittee at NCOIL, ...
January 02, 2007
California Benefits Firm Announces DealSitzmann Morris & Lavis Inc. has bought Benefits Advisory Group Inc. from Judy Brooks.Sitzmann Morris, Oakland, Calif., plans to keep Brooks, the chief executive of ...
January 01, 2007
Getting and staying motivatedLast 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
Stay positive for lasting successAt 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
Change to meet needs of the 'new' seniorMy 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
Slow down for seniorsThe 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
Extraordinary performers' characteristicsPerhaps 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
How to create instant deep rapportPreviously, 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