Is the benefits glass half-full or half-empty?
Kevin Trokey
2010-11-22
Benefits brokers must forge strategic ties to HR departments I am going to say right up ...
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Practicing What You Want to Be
Kevin Trokey
2010-11-15
As hard as it is to believe, every producer I have ever known practices his/her ...
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"Addressing Client Needs" - What Does that Actually Mean?
Wendy Keneipp
2010-11-11
We often talk about “bringing value to clients” and helping them “address their needs” ...
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Budgeting Is Not the Same as Planning
Kevin Trokey
2010-11-01
We’ve just entered the fourth quarter. For benefits agencies, that means you’re busy with ...
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Earning New Business by Exploring the Possibilities
Wendy Keneipp
2010-10-28
If we approach a new business opportunity with predetermined solutions in mind, we have ...
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Developing Business Acumen is Key to Understanding Client Needs
Wendy Keneipp
2010-10-04
We may not control the insurance products we sell, but our real opportunity lies beyond ...
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Seven Behaviors that Drive Sales Results
Kevin Trokey
2010-09-30
At the end of the day, it’s all about results. It then stands to reason that, as a ...
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Reduced Commissions Can Benefit Your Business
Kevin Trokey
2010-09-23
Yes, the most threatening part of the current healthcare legislation is the provision ...
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5 Steps to Improved Sales Performance
Kevin Trokey
2010-09-09
Nobody ever said that a career in sales would be easy, but there is absolutely no reason ...
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Survivor – Healthcare Reform Island
Kevin Trokey
2010-08-16
If you have read any of my previous posts/articles, you know that I don’t see anything in ...
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