As hard is it is to believe, we’re already a month into the new year. With the craziness of fourth quarter and all of the holiday activity, you’ve...
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As hard is it is to believe, we’re already a month into the new year. With the craziness of fourth quarter and all of the holiday activity, you’ve...
One of the biggest struggles for agencies and producers is the ability to maintain a healthy pipeline. I can't even begin to tell you how often I...
Everyone in the employee benefits supply chain is definitely in the sales business, but is it a relationship business, as well?
I have written many times about my conflicted feelings over many of the conversations brokers/advisors are having online and at industry...
We are truly in a time of significant change in the employee benefits world. It’s not just ideas and fears being tossed around that never panned...
Do you know what frustrates the hell out of me as I scroll through my LinkedIn timeline or email inbox? Ridiculous, over-the-top claims. You see...
Everyone has a plan until they get punched in the mouth. – Mike Tyson
We are all well aware of the huge shift of power in the sales process. Gone are the days when the salesperson was in control. Now the buyer reigns...
A company plan – you all know you should have one. But do you? Is it something that you intend to do, but just never quite get around to it? Or...
I don’t know about you, but the benefit we get from many great books isn’t necessarily brand-new ideas, but it’s that the book/author gives a new...
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