THE ART OF DISCLOSURE by Jack Burke Disclosure in the insurance industry is a reality. Everybodys going to have to do it. Jack Burke recommends that you take a deep breath and start di...

THE ART OF LISTENING by Jack Burke Picture yourself at your desk shuffling through some new paperwork you've just received from one of your companies. Propped to your ear is the telephon...

THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...

THE CLIENT-FOCUSED PRACTICE ITS ALL ABOUT PEOPLE by Michael Lovas During months of extensive research into what makes an advisor succeed, were discovering several si...

'THE CONVERSATION': DOING IT RIGHT by Don Phin Should you let problem employees go - or grow? I cant tell you how many times clients have posed this scen...

THE DEFINITION OF INSANITY: DOES IT APPLY TO YOUR AGENCY? by Becky Lathrop It has been said that lsquo;attitude will be the deciding factor in your failure or success. ...

THE ELECTRONIC LOBBY by Jack Burke How the telephone can convey a positive first impression of your business. Salespeople who call upon businesses have a saying: The owner is the one outsi...

THE FOUR PILLARS OF AGENCY MANAGEMENT by Bill Schoeffler and Catherine Oak There's no single ideal way to set up and ad...

What we say does matter. Unfortunately, most of us don't listen to the words that we use. They might seem harmless, but what messages are we sending to others about ourselves and how we perform our jobs? In this article, John Graham looks at some of the words and phrases that we all utter on occasion. Very often, we use these phrases as excuses about why something didn't get done.

THE GENERATION GAP AT WORK: HOW BOOMER OWNERS MUST DEAL WITH GEN X EMPLOYEES by Al Diamond To explain how the older 'boomer' generation must relate to its successor, 'Generati...