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    Articles

    Sales & Marketing

    Four Ways to Get P/C Prospects through the Sales Process

    By: Harry J. Lew, NEA Chief Content Officer on December 31st, 2015 • Comments: 0

    In the property-casualty insurance business, the focus is on acquiring new customers through effective marketing and sales. No doubt these tasks are important. But equally important are efforts not to lose prospects once they are in the new-business pipeline.

    (Read More)


    Business Ethics

    Social Security Planning: The Business Case

    By: Harry J. Lew, NEA Chief Content Officer on December 29th, 2015 • Comments: 0

    Social Security planning experts have also begun to use the “F” and “L” words—i.e., “fiduciary” and “liability.” They suggest advisors may have a fiduciary obligation to provide Social Security planning in order to select a claiming strategy that produces an optimal payout. If you don’t do this, they add, you may be facing a legal liability years down the road when a clients find out how much money they left on the table.

    (Read More)


    Customer Service

    Policy Lapses Could Prove Costly to Agents

    By: Brian Anderson on December 28th, 2015 • Comments: 0

    An insurance broker in Louisiana is being sued by a widow who claims her husband was not properly notified when it was time to renew his policy, which ended up lapsing before his death.

    This real-life case, reported in the Oct. 8, 2015 Louisiana Record, brings up a fundamental question about whether or not the agent bears responsibility to make sure a client is made aware when a policy is in danger of lapsing.

    (Read More)


    Sales & Marketing

    If You Cold Call, Get Warm and Cozy with the Rules

    By: Brian Anderson on December 28th, 2015 • Comments: 0

    f you or people you hire engage in cold calling to generate leads and set appointments, are you doing a good job of making sure approved procedures are continually being followed? If not, you risk running afoul of state or federal Do-Not-Call laws.

    (Read More)


    Sales & Marketing

    How to Build an Ethical, Effective Online Presence

    By: Brian Anderson on December 28th, 2015 • Comments: 0

    If you are genuinely interested in building your business through your online presence, there are a number of steps you need to take. Some are pretty basic and straightforward while others are a little deeper.

    (Read More)


    Sales & Marketing

    Don’t Let Your Sales Die Online: Nine Essential Strategies

    By: Harry J. Lew, NEA Chief Content Officer on December 7th, 2015 • Comments: 0

    Have you ever gotten a positive response to your proposed solution (and the company that offers it) only to have your prospect insist on checking out your recommendation on the Internet? What do you do?

    (Read More)


    Reputation Management

    10 Ways to Protect Your Business Against Internet Vigilantes

    By: Harry J. Lew, NEA Chief Content Officer on December 1st, 2015 • Comments: 0

    Welcome to the strange new world of online shaming . . . where no misdeed goes unpunished, forgiveness is a dirty word, and measured response is an antiquated concept. And it’s a world that can be especially dangerous to financial advisors whose mistakes, imagined or real, can motivate clients to wage online vendettas.

    (Read More)


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