Thankfully, 37Signals (creator of various business web applications like Basecamp, which is what we marketing folks use at InsureMe) sheds some light on setting up credit card processing online. Because paying insurance premiums online via PayPal just isn't going to cut it.

Jason, kicks things off by telling us about merchant accounts:

First off, we have a merchant account. A merchant account is needed to accept credit cards. Every business that accepts credit cards needs to have a merchant account.

As you begin your search for a vendor, Jason recommends looking for a reputable company with good rates (they currently use account through Chase bank). While the rates might not make a big difference in the early stages of your business, they will affect your bottom line if your daily volume picks up.

The caveat: Getting a merchant account could provide a challenge. Take 37Signal's experience when they were developing Basecamp:

[W]hen we explained our business to the company we picked to process our credit card transactions, they balked. They wouldn’t allow us to charge annually because we were unproven, we didn’t have a corporate credit history, and they didn’t really get the idea of subscription-based software. When we couldn’t provide a marketing brochure (didn’t have one), an annual report (didn’t have one), or anything “official” on paper (we still don’t have official letterhead stationary), I think they may have thought we were peddling porn.

The main issue was that if we went out of business in three months, they’d be left holding the risk of an annual subscription fee. So if someone paid us $149 in April for 12 months, and we went out of business in July, the merchant account company would be on the hook when the customer came calling for a refund. That wasn’t risk they were willing to take. I can’t say I blame them.

In the end, they finessed their business model to please the money people. They switched from annual billing to monthly billing capabilities, which actually increased their bottom line.

So before you go shopping for a merchant account, get your stuff together. If you can get anything down on paper, do so. If not, be prepared to answer lots of questions and compromise where you can.

Next, you'll need a payment gateway.

Payment gateways (like Authorize.net, which is what is used for Basecamp) are mechanisms through which your systems will talk to each other.

They [Authorize.net] take the credit card charge information from us, process the charge, and then deposit the money into our merchant account. If the charge doesn’t go through they send us a denial code which we then wordsmith and present to our customer.

As you're looking into different payment gateways, keep in mind that your system will need to handle recurring monthly charges (for those clients who like to pay their premiums online monthly, instead of in one lump sum every six months). 37Signals custom built this part of their system. Look for services advertising a payment processing library. Depending on how your site is built, Active Merchant is one such library.

There's lots of good information in this post, and additional tips in the user comments. Check out the full article here, and feel free to ask questions or give your online billing insight to other insurance agents via comments!

[Related]:
Thinking of Starting Your Own Agency?
Business Plans 2.0

Posted by Megan Mahan at 10:15 AM | Permalink | Comments (2)
 

As we all ring in the New Year, it is a good time to reflect on your goals for 2008. I shared an article on Monday about how to set resolutions that stick that I hope was useful.

Each year, one of my resolutions is to find ways to give something back to my community through volunteerism. Working at InsureMe, we get plenty of opportunities to volunteer our time. But I also like to find some ongoing projects that I can do on my own.

If volunteer work is something you think you might like to give a go in 2008, check out these fantastic volunteer matching web sites.

Volunteermatch.org

Volunteer.gov

National Park Service volunteer site

Red Cross Volunteer site

The Nature Conservancy Volunteer site

Idealist.org

Find a volunteer opportunity that matches your interests and fits into your schedule and start 2008 off the right way.

Posted by maribeth neelis at 10:03 AM | Permalink | Comments (0)
 

‘Twas the day after Christmas when all through the office
Not a creature was stirring, not even a mouse.

I hope your Christmas was safe and jolly.

Posting will be light for the next few days; we’ll get back to full speed in January. In the meantime, enjoy the last few days of 2007. You might check out this list of best-of-2007 lists. I’m nostalgic already!

Posted by Jeb Foster at 02:29 PM | Permalink | Comments (0)
 

Happy Holidays! For those of you working today, you probably are enjoying the slower pace, taking time to catch up on odds and ends and finally checking some dreaded tasks off that to-do list. Or maybe this is a chance for you to catch up on some reading and get yourself centered and prepared for a prosperous 2008.

In case it becomes a little too slow, I’ve compiled the following tid-bits for your consumption:

Get familiar with the top 30 open-ended questions.

Improve your sales vocab with the sales glossary.

Relax and check out this information about stress management.

Improve yourself. Read this blog post on how to be better at almost anything.

Set the right goals. Check out how to set New Years resolutions that stick.

And eat some food, hang out with family and friends and have some fun!

Posted by maribeth neelis at 11:34 AM | Permalink | Comments (0)
 

Anyone incorporating e-marketing into their sales and marketing toolkits should undoubtedly be concerned with their email reputation—because a bad rep can negatively impact your delivery rates.

But how do you find out if you're the cream of the crop...or the crud at the bottom of the barrel?

The Messaging Times fills us in: create a free account with SenderScore, type in your domain name or IP address, and voilà—you'll receive immediate feedback about your score. (Scores go from 0 to 100, 100 being the best).

So how'd SenderScore get so darn smart? Here's an excerpt from their FAQ section:

ISPs and filtering companies provide us with data they collect from the receivers of your email. If someone who receives an email from you complaining about your mail to their ISP, by hitting the "Spam" button, for example, we get a report of that.

[...] ISPs and filtering companies also report data to us about how you look to them as an email sender. Multiple web mail, cable, and internet providers are currently contributing data to us, and we are collecting over 60 data elements on each of over 20 million IP addresses. Your email reputation is measured across 10+ indices plus a composite Sender Score.

As you're planning your strategies and initiatives for 2008, don't forget to check your e-score!

(Photo source)

Posted by Megan Mahan at 10:58 AM | Permalink | Comments (0)
 

The Insurance Information Institute (III) reports that a total of $3.2 billion was lost to phishing attacks in 2007. Victims lost $886 on average.

[Jargon decoder: Phishing is a practice wherein fraudsters acquire personal information, usually through e-mail, by masking as legitimate businesses or organizations.]

Judging by my own inbox, it seems that phishermen are getting savvier—or at least more aggressive. The number of e-mails I get that are purportedly from eBay has climbed 68 percent (by my own unofficial guesstimate). The III marshals some evidence to support my estimate: 3.6 million people were duped in 2007, up from 2.3 million in the previous year.

So, agents, if anyone asks for sensitive information over e-mail, don’t give it up, no matter how legit things look. E-mail doesn’t offer the same kind of encryption strength that a secure web site does.

Most, if not all, legitimate online entities know this and will not ask for personal information over e-mail. Pass the word to your friends, family members and clients.

Posted by Jeb Foster at 02:45 PM | Permalink | Comments (2)
 

So without further ado, here are 10 ways to shape up your office on a dime, with some extra tips from yours truly.

1. Buy some plants. They're pretty, emit oxygen and can lift the mood of your office. I used to have a plant on my desk until it grew some kind of creepy green mold and had to give it away. But our plant aficionado and affiliate manager April Hartmeister has lots of plants on and around her desk and it's quite lovely.

2. Start a recycling system. There's no sense in throwing away all the paper that you use in a day. Buy some color-coded bins and start recycling. Make sure to shred personal information, of course—but recycle the bits. You can find cheaper versions of stackable bins at local retail stores.

3. Clean up the wires. FS has three great suggestions for this:

• Untangle cords, then bind them together. Use a rubberband or twist tie to bind cords together in intervals to keep a mess at bay.
• Afix long running wires to the wall. I just did this with the cord to my desk phone last week and can't believe I didn't do it sooner. Run wires along the wall and use clamps to keep them there—available at your local hardware store.
• Try retractable cords. FS blogger Collis Ta'eed recently tried out a retractable ethernet cord and loves it. Available for under $20 on Amazon.

4. Get a filing cabinet. It doesn't have to be ugly or a behemoth. Try this little guy for under $100 (also available in black). For more filing cabinet tips, check out this FS post.

5. Organize your desk. Yep—pen holders, paper trays, the whole nine. The Container Store has a wide array of affordable desk goodies, so be sure to check them out.

6. Put some color on the wall. Whether you decide to paint or put some colorful art on the wall, color will drastically improve the look of your space. My friend Justin recently painted his home office a bright lime green (not pictured) and really cheered up the place.

7. Get a clock. I'm iffy about clocks (I don't own an alarm clock and cover up the time when I work out), but if you're going to get one, I recommend putting it to your back. That way it's not in your face, and it'll give you something to look up at once in awhile. Try this one for $13!

8. Get a USB cup warmer. FS' suggestion is right on. Anyone who regularly drinks coffee or tea knows what a pain it can be to get up and find a microwave. It plugs right into your USB port to keep your beverages toasty.

9. Change the lighting. It can make a world of difference, especially if you don't get much natural light in your office. Find some cheap alternatives at Ikea.

10. Add a calendar/whiteboard/planner. Technology is great, but sometimes you've just got to get things down on paper. I love big wall calendars, like this contemporary classic from Crate and Barrel.

There's still a week before Christmas to get these items on your list—helping you recreate your office just in time for the first quarter.

[Photo source]

Posted by Megan Mahan at 11:16 AM | Permalink | Comments (2)
 

We've spent a large chunk of this week brainstorming new video ideas and creating scripts. Part of what we're doing involves ad spots and YouTube, which I'm sure some of you have been thinking about too.

So, for this Friday's post, I thought I'd have you watch a few of my favorite Trigon health insurance commercials. They're good clean fun, and when you look at the frequency with which these videos are viewed, you can only imagine the positive affect they've had on the Trigon brand.

Check 'em out, mull 'em over, and have a great weekend!

Posted by Megan Mahan at 03:51 PM | Permalink | Comments (0)
 

How to Survive the Office Party

How to Feel Good About Giving Less

How to Recover from an Eggnog and Champagne Binge (Not that We Encourage Such Things)

How to Re-Gift Without Raising Eyebrows

How to Celebrate Festivus—‘the Holiday for the Rest of Us’

How to Turn Your Boss Into an Elf

Posted by Jeb Foster at 03:47 PM | Permalink | Comments (0)
 

Eight fundamentals of being valuable in the sales world from the book Sales Tough.

Nothing interrupts the money hours.

The hours in the day when you can talk to prospective customers are priceless. So use that time to call prospects and sell. Save the administrative tasks, such as paperwork, to-do lists and emailing, for after hours.

Leaving on time feels early.

Sales isn’t for the feeble. The most successful sales people are so because they work long hours, on weekends and some holidays. Work-life balance is important to success as well. But adding some hours to your work week is a surefire way to close more sales.

Making contact always comes first.

Your desk might be swathed in paperwork, but that is merely a sign that you’re good at your job. Contacting potential customers should always come first.

Opening statements mean something.

People are bogged down by platitudes and meaningless sales jargon. You stand for something, and so should your statements. Make a strong first impression by being open, honest and direct.

Know everyone.

In sales networking is paramount. Knowing more people means you will have more prospects. Foster symbiotic relationships with people in your industry. Refer leads to other agents that specialize in a different area than you. Make friends with financial advisors—tout their service and ask them to do the same for you.

Closing is the natural conclusion.

Closing doesn’t just happen. You may even have to be a little pushy sometimes. But more than that, you have to do your homework. Seasoned sales professionals have given the art of the close a lot of thought. Read up on what they have to say on the subject. Formulate a closing checklist. Develop some different strategies for different personality types.

You have no problems.

Sorry. But no one wants to hear about your unruly teen-age daughter or your car trouble. When you’re working, stay professional. Don’t talk about yourself or your problems. Stay focused on the prospect. Keep talk of yourself, other than the usual pleasantries, to a minimum.

Your actions scream value.

Almost every large company has values. They are usually emblazoned on the wall of the lobby or discussed on the web site. As a business person, you too should have values, and your clients should know what you stand for. If you haven’t already, think about what your personal sales values are. And then, take a moment at the beginning of each week, to ruminate on those values and if you are living up to them.

hat tip: justsell.com

Posted by maribeth neelis at 04:25 PM | Permalink | Comments (1)
 

Admittedly, I have holiday gifts on the brain. I haven’t done any shopping, and as it is, the older you get, the more people you have on your list.

I have some future in-laws who I feel compelled to buy something for. But the glitch is they hate when you spend too much. It would almost be better to buy them nothing at all then spend over $15. At the same time, you don’t want to look cheap.

Lifehacker offers a few suggestions for what to give for under $10, and some more expensive suggestions, like the Leatherman Micra, that you can get for the guy or gal who has everything. (Or who is just really picky, like my dad.)

So hopefully, you can get some ideas, get all your shopping done and get back to work.

Posted by maribeth neelis at 04:31 PM | Permalink | Comments (0)
 

Hey, you're a busy salesperson. There are a lot of things to do in a day. Take phone calls. File claims. Follow up on leads. Schedule appointments. Go on appointments. Talk to underwriting. And on and on.

So how can you get it all done—and done right—and still make it home at a decent time? Freelance Switch tells us the secret: Focus on actions. More specifically, learn how to immediately recognize the action item of every phone call, conversation and email.

Here's how:

Email. We've given you email tips before. Now go a step further and read your emails one at a time, asking yourself, "What action must I take as a result of this email?" Figure out that action and if it can be done immediately, do it. If not, add it to your to-do list and get the email out of your inbox: do, delegate, defer, file or delete it.

Meetings. Meetings serve a purpose: to hash out action items. Our marketing-related meetings involve a healthy dose of brainstorming and laughing, but we leave the table with specific action items. Write down all action items from your meetings, and star the ones for which you are the stakeholder. After the meeting, transfer them to your calendar or to-do list and get 'em done.

Calls. Chit-chatting can be a part of building rapport with prospects and clients, but long conversations can take away from other important tasks. Cut to the chase by asking, "What can I do to help?" and "What do you need from me." Jot down the answers and add them to your calendar or to-do list after the call is over.

To-do List. Speaking of your to-do list, make sure it only contains actions. For example today, mine looks a little something like this:

• Write blog post
• View landing page requirements and create new copy
• Create new dialogue box for landing page; 75 characters.
• Finish writing XYZ article

Paperwork. Treat paperwork like your email: discern the action item and then do, delegate, defer, file or delete it.

Clients. Steer your clients into taking a desired (for you) action. Outline what you need from them, whether it's a deposit check or a note from a previous insurer. Keep them (and you) on task by giving deadlines for each action.

Out and about. While you're out doing your thing, keep a notebook and pen handy. As ideas and other action items come to you throughout the day, capture them on paper, and then—you guessed it—transfer it to your calendar or to-do list once back at the office.

Posted by Megan Mahan at 10:44 AM | Permalink | Comments (0)
 

Why do some people excel in the corporate world while others falter? According to ACT research, having the correct personal skills might play a bigger role in an individual’s success than talent or intelligence.

Do you possess the 11 personality traits necessary for success?

Circumspection: When you have the ability to think and plan before acting (or reacting), it limits mistakes and it keeps you on task. Two things any boss can get behind.

Cooperation: Works well with others is a prerequisite for almost any job. No matter where your career takes you, you can bet you will have to work with a people from all walks of life. An open mind and willingness to collaborate are excellent traits in work and in life.

Creativity: Often people think we can leave the ingenuity to those creative types—the writers, designers, artists—but being successful in business demands imagination. So, channel that inner child, tap into your right brain and start thinking outside the box.

Discipline: I’m just going to say it; sometimes work is a drag. We all have responsibilities that don’t really challenge us or days we’d rather be gardening, skiing or watching T.V, but staying focused when work is less than riveting is what separates the wheat form the chaff.

Good attitude: Having a positive attitude isn’t usually on the job description, but pay attention. Because the optimistic people are usually the ones getting assigned better projects, key accounts and getting ahead. If you can stay upbeat, handle stress and rally the troops, people will take notice.

Kindness: You be nice! Again, not usually required by employers, but a general goodwill toward co-workers will help you succeed. People will be more inclined to help you out if you have proven yourself to be trustworthy and benevolent.

Leadership: All groups need leaders. Having the ability to articulately speak your mind to effect change is invaluable to any employer.

Organization: Whether everything has its place or your desk is a disaster area, if you have a sense or organization, it will help you do your job more efficiently. And what employer wouldn’t like to increase productivity.

Social Savvy: This one is a bit a nebulous, but basically it’s an ability to read people and situations and use the information to guide your actions. Everyone complains about office politics, but they are a reality. If you can stay out of the drama, but remain social and still get things done, you are an asset to any company.

Stability: We all know they guy who flips his lid every time something goes awry. Don’t be ‘that guy.’ Staying calm under pressure, managing your stress and finding ways to solve issues rather than creating them demonstrates stability…and maturity.

Energy: No, they don’t want you so hopped up on caffeine you’re bouncing off the walls, but a consistent vigor is appreciated by employers. A person who can keep busy, come up with new projects and doesn’t burn out quickly has a key ingredient in the recipe for success.

[via]

Posted by maribeth neelis at 11:38 AM | Permalink | Comments (2)
 

I'll be honest—nothing's really tripping my trigger today as far as insurance news or sales tips. But this article piqued my interest and it might for you, too. Click through to check it out.

The Art of the Ask [Business Week]

[via]

Posted by Megan Mahan at 01:44 PM | Permalink | Comments (0)
 

Do you wish that prospects would return your calls? I’m sure you do. But do you also wish that your current clients would stop calling you and wasting your time?

These phenomena may be completely unrelated, but I suspect there is some kind of karmic link between the two, and maybe, just maybe, if you spend more time catering to your current clients, more prospects will call you.

By now I’ve lost any left-brained readers, if not all readers. This line of thought has entered the metaphysical realm, and that’s never been my comfort zone.

But what if?

And if there isn’t a connection, and you’ve put more energy into existing clients than is necessary, what have you really lost? They say it’s up to five times more expensive to get new customers than it is to retain existing ones.

For you new agents out three, that’s not much comfort. You probably consider it a luxury to be hassled by current clients. Who else could you call to erase your karmic debt?

Posted by Jeb Foster at 03:01 PM | Permalink | Comments (1)
 

Ooh, boy. It's really grates the nerves when someone uses a word incorrectly, either in conversation or email. And, in sales (and lots of other professions) coming across as incompetent can cost you a sale.

To help you avoid future vocab faux pas, keep Definr at the ready. Definr is a "remarkably fast dictionary" which has an autocomplete function to essentially finish your thought as you tap the keys. (Type in "ach" and you'll see the correct spelling for "achieve" down below, which is hyperlinked with its definition.)

Between two languages (French and English) and being a word nerd in general, I'm drawn to new word reference guides. Definr seems to be good for common, every day usage. It's missing some bigger words, but I'm sure those will come with time. Definr is fast, as promised—and gosh their logo is cute.

Give it a whirl and let me know what you think!

[via]

Posted by Megan Mahan at 03:03 PM | Permalink | Comments (3)