Magazine

By: Volume 111, No. 4

With mid-term elections right around the corner, independent agents hope to bring their insurance and small business backgrounds to the Senate.

When was the last time you gave your sales pipelines a checkup? You might be surprised at what’s clogging up the process—and how easy it could be to repair.

Remember that signed application you never collected? It could cost you.

Long-term care insurance is an intuitive product for clients who want to protect assets and control their care in retirement. But independent agents often find that LTCi proves a very challenging sale.

Studies show that emotional intelligence (EQ) competencies often account for the difference between star performers and average performers, particularly in positions of leadership.

Why do top sales performers do what they do? Why do they eagerly pursue business that others neglect? Why do they pour so much into their client relationships? Why do the best salespeople close more efficiently and more effectively?

“If you don’t know where you are going, any road will get you there.” Lewis Carroll might have been referring to agency investment in customer and prospect marketing.

Last year, sisters Linda Rey and Laura Rey Iannarelli purchased Rey Insurance Agency in Sleepy Hollow, N.Y. from its founder: their father, Francisco (Frank). Before retiring after 35 years, Frank Rey carved a niche servicing the Spanish-speaking resident

Her official title is “corporate communications manager,” but she answers to “marketing/social media geek.” René Carpenter, 46, supports Kapnick Insurance producers by expertly managing what the producers themselves have little time to do.