THE ART OF CONVERSATION: LISTEN UP! by Ellen Lubin-Sherman I often receive phone calls from clients who want to improve their communication skills. Theyre worried that they might b...

THE ART OF SALES REFERRALS Patricia A. Berry The top sales technique for acquiring new business does not involve your sales force! Yes, you heard right. If youre not doing referral...

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 COST OF THE COMPETITIVE ADVANTAGE by Diane Herbert and Pamela Millard 'Hiring, retaining, and developing great people is the biggest challenge and single greatest key to the su...

THE EXIT INTERVIEW: AN INVALUABLE INVESTMENT by Tom Baker How you end the e...

THE FIVE WAYS AGENTS GET FIRED! by Rob Ekern Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being squeezed from...

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 LU AND THE TORPEDO: A TALE OF TWO PRODUCERS by Chris Burand To paraphrase Robert Louis Stevenson, 'All men are salesmen, selling themselves, its just that not all men kn...

These guidelines by Jack Fries can help you hire and train new employees.

THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...