Information overload has serious implications. Failure to respond to a client or carrier request can be harmful from both an E&O and a client service perspective. Laura Nettles tells you how to manage your work intelligently when everyone is expecting an immediate response.

BAD TIMES CAN LEAD TO GOOD SALES Life insurance products are necessities, of course, in good times or bad. In addition to selling annuities, there are two easy steps that Life producers can take in ...

BANKS: IF WE CAN'T BEAT 'EM, SHOULD WE JOIN 'EM? by Patty Vaughn The Supreme Court decision, Barnett Bank v. Florida Insurance Commissioner, has created a plethora of new partnerships. T...

BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...

When it comes to our privacy, trust, and security in this modern age, we have come to have more of an inherent focus on how we can obtain more access, easier and more securely. When we want to learn about online privacy systems like VPN technology, we opt to find out more online , to educate ourselves. The way that we handle our insurance is no different. In fact, insurance is the latest industry to find itself infiltrated by the modern prowess that is blockchain technology. Decentralised in nature, blockchain is the pioneering force in the drive to a future that is more sectioned, more secure, and safer than ever before. Insurance is one of the last pieces of the puzzle in the pursuit of this ideal.

BOOSTING EMPLOYEE MORALE ELECTRONICALLY by Jack Burke Everyone seems to be concentrating on the needs of their clients lately but how about your employees? Are you usin...

BRANDING: A SINGULAR IDENTITY FOR A MULTITASKING ENTITY by Jack Burke Mention 'branding,' and people generally think in terms of company names. Or they think of burned flesh on cat...

Offering business continuity planning services benefits you and your clients alike.
In theory, business continuity planning is a slow process. Ask a question and wait for the answer, ask the next question and wait again.

BUILD CUSTOMER CONFIDENCE AND LOYALTY FOR THE LONG TERM by Mary Beth Bolen Historically, it's been fairly easy to write and renew coverage on an account for one to three years, after which th...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."