Strategic Selling

Grow where you are planted and keep the sales pipeline full.

Look Who’s Talking

Earn your clients’ loyalty by listening and learning their business. Then solve their problems.

Call Waiting

A behavioral research groups finds a remedy for prospect-calling reluctance.


The Jurassic Age of insurance brokerage was about relationships, napkins and golf games.

Fear of Dialing

Why some producers just can’t make the call.

Get Over Yourself

Few people are comfortable selling themselves. Here’s how you can make it easier and sound less arrogant.

The Last Mile

Brokers need to face their fears and change—or be left behind.

Do You Measure Up?

What does it take to be a successful CEO? Odds are your top producer won’t cut it.

Love Me!

Please, please, please, please, please, please… (Oops. I just lost the sale.)

Irrational Optimism

Understanding the fine line between optimism and delusion.

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