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...dinator/trainer is tantamount to shooting yourself in the foot. Rather than ru...

... during one round and don't want to waste one at the wrong time. In the same way, successful Consultative Brokers know to keep their powder dry, until their prospects are in a position to receive their best efforts. Don't waste swings on deals that aren't ready to be done. Understand how to manage the course. The course is set up the same for every golfer. The ability to shoot a lower score than a competitor revolves around how a player manages the environment. In this situation, the course is the commodity and the player's skill level of managing it becomes the point of differentiation. In our profession, the carrier's prices are the commodity and your skill level in understanding Total Cost of Risk (TCOR) becomes the differentiator. Put the last hole out of your mind. ... drawn to a number of the analogies between successful Consultative Brokerage and a satisfactory round of golf. Here are some of the highlights: Keep your mind calm. Jack Nicklaus used to visualize a clear placid lake before every shot. You need to do the same during the chase of a deal. There are many emotions that will arise over the course of working on an account. These emotions can range from fear to greed, and yes, sometimes anger. To be successful, you can't let these emotions cloud your judgment. Visualize each shot. A successful golfer visualizes each shot prior to executing a swing. Before taking action, they see the outcome and focus on the right mechanics. This is the same as a Consultative Brokerage transaction. Visualize each outcome of a client interaction. Ask ...

...tes that fall within various size ranges. Most often when this analysis is do...