Practice management

During the Christmas break, my kids and I have a tradition of piling up on the sofa with a huge bowl of popcorn and watching movies.  My 12-year-old daughter wanted to watch the latest remake of Alice in Wonderland. With Johnny Depp and Anne Hathaway in the same movie, I’m thinking it can’t be that bad. So shortly after Alice …

When I was a kid, I was a fan of Mickey Mantle.  He was the idol of many American boys just like me.  Known as “The Mick,” Mantle was one of the greatest home run hitters of the time, and perhaps the greatest switch hitter ever to play the game.  After a 14-year career with the New York Yankees, Mantle …

Employee Benefit News, January 14, 2015 President Obama late Monday signed into law a bill to re-establish the National Association of Registered Agents and Brokers (NARAB II), legislation that aims to ease the ability of brokers to sell insurance in states across the U.S. Read More

My first experience in the martial arts occurred when, at the age of 8, I visited a judo class being taught at the local Boy’s and Girl’s Club.  The idea of tripping and throwing others around sounded exciting to a young, skinny kid.  But what I didn’t understand was that you also got tripped and thrown when you showed up …

Tactics constantly come and go in sales without making a significant impact on outcomes. On the other hand, solid strategies can make a significant difference in what happens. Here are 10 sales strategies that can have a positive influence on performance in 2015. 1. Define yourself clearly. Most people let others decide who they are, define their capabilities, and what …

I am a student of history.  Reading about lost civilizations and their culture is fascinating.  Their customs and traditions (as well as their myths and legends) tell us much about what they valued.  The social, religious and political interactions amongst these ancient people are intriguing, and reveal that we aren’t that different from our distant ancestors. In ancient times, city-states …

As the New Year approaches, you should be aware of several significant changes in store for the life insurance industry.  Many of the changes are great for both agents and their customers, though there are some pitfalls to avoid. Technology has played a big part in many of the new trends, and the industry has been adapting and moving quicker …

You woo them, you court them, you often invite them to dinner and buy them a nice meal.  You occasionally shower them with gifts, and you bend over backwards to see that they have everything they need to make a decision in your favor.  You talk, laugh, and get to know each other.  You come to believe that person is …

There’s an oversupply of useless, whacky, and just plain dumb marketing and sales ideas. For example, if someone says the best time to email customers is 10 a.m. on Thursdays, forget it. What if you’re aiming at teachers, lawyers, nurses, Boomers or just about anyone else? One solution never fits everyone, even if they’re in the same market segment. So, …

If you’ve been reading my articles over the last few years, you know that I’m a huge advocate of asking for referrals.  While I don’t teach an aggressive approach, I do advocate finding ways to be appropriately proactive.  Sometimes, it’s appropriate to promote the referral process by planting referral seeds. One of my favorites is, “Don’t keep me a secret,” …