Practice Building NEWS


Final Expense leads in 2017: What’s working now

Generating a consistent, high-quality source of qualified leads is paramount to success in selling final expense. Insurance Forums member David Duford (screen name: Rearden) details what he considers to be the best types of final expense leads, how they work, and their overall quality.

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Recent Practice Building News

Proven ways to lose a sale (and how to avoid it)

While no one sets out to lose a sale, there are danger signals that can lead to trouble. Avoid them and "no" can often become "yes".

Agents Behaving Badly Part III

In our latest look at agent indiscretions in the news, we find cases of fraudulent life insurance and Med Supp applications, rebating, identity theft...

Irma cancels NAIFA conference, but many industry events remain this fall

Hurricane Irma forced organizers to call a last-minute cancellation of NAIFA's annual meeting scheduled for last weekend in Orlando, but the fall conference schedule includes several more major events.

When technology enables sleazy marketing practices

Guest contributor Jim Tobin (screen name: scottstreet) says while he supports carriers using tech to make the buying process easier for the consumer, he has some real reservations about some of the marketing practices being employed.

3 business benefits a flexible underwriter can deliver

Working with an underwriter that can easily adapt to customer needs and provide access to a strong network of resources can go a long way toward increasing your bottom line.

7 sales pitches that don’t sell

A critical look at seven sales pitches for which the expiration date has come and gone. It's a good idea for salespeople to make sure their pitches are always fresh, appropriate and effective.

What it takes to be an ‘Agent for the Future’

Safeco recently surveyed 600 independent agents around the country to learn how they agents roles and priorities are changing, what they think will be important in the near future and how they are preparing for tomorrow.

Better work-life balance goal of ‘responsible time off’ policy at large independent brokerage

Employees have embraced the program, which encourages them to take time away from work when they need it without limit. The goal is to operate at their highest level at work while providing the best service to clients.

20 ways to make clients feel valued

There are many ways to help clients feel valued - to demonstrate that we not only appreciate their business but we also care about them and their needs. Here are 20 of them.

Sales organizations embrace exploding sales technology landscape, study finds

Web and social prospecting are on the rise; 83% of high-growth sales organizations already use five or more sales technologies.

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