Magazine

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.

By: Volume 111, No. 3

Jean McLaren knows what consumers want—and they want you. Here’s an inside look at the new Trusted Choice® Campaign.

Do you know where your next sale will come from? Keep that question top of mind and apply key time management principles to your work every day—and your next sale won’t be that far out of reach.

When you and your client disagree with a carrier’s decision to deny a claim, your natural impulse is to vigorously contest the carrier’s coverage position. But your continued attempts to convince the carrier to reconsider its coverage position could have

After surveying more than 1,000 respondents who either personally receive long-term care or provide it to a loved one, a recent study reports that the consequences of long-term care extend far beyond the care recipient’s wallet.

Larry Barker is one of my heroes. Don’t rack your brain; you’ve never heard of him. Larry is not a research scientist or athletic superstar or a dedicated missionary to a third-world country. Larry Barker is a bold salesperson—with a speech impediment.