I recently listened to an interview with Vic Conant of Nightingale-Conant talking about the shift in their program sales. During the 80s and 90s, such corporate names Tom Peters and Warren Bennis dominated program sales. However, since the early 2000s, there’s been a significant shift to programs for those want to become in charge of their own destiny. This “Brand You” trend has been going on for more than a decade, posing a significant exposure to today’s companies. As the workforce ages and changes, we’re going to have less available talent than ever. Given future economic uncertainty, more and more of the available talent will opt out to work for themselves.

COMMUNICATING THE GRAND VISION by Jack Burke Today, a good friend gave me a phone call that reinforced the importance of communication within an organization. To understand this s...

HEALTH INSURANCE Dear (Customer Name), ISN'T IT TIME TO REVIEW YOUR HEALTH PROGRAM? We have a responsibility to keep our policyholders informed about the many ways in which we can serve ...

Financial security doesn’t necessarily refer to the password protection of an online bank account. Having financial security means that a person has the funds to easily maintain their current lifestyle. They never have to worry about whether they can make the next bill payment, and they don’t wait desperately for their next paycheck to come through.

IMAGINING A MARKETING MANAGER'S CONVERSATION by Knight Berman How a company makes decisions and executes them has long been a puzzle to agents. Sometimes, the decisions seem to ref...

THE KEY TO PROFITABILITY by Mary Beth Bolen To be successful in business, carrier marketing managers must thoroughly understand what business they are in, why they are in it, and ho...

WHY IS SELLING SO HARD? by Michael Lovas Actually, its not. The problem is that because many financial advisors and producers dont understand the process, they make it hard ...