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Project vs Process Henry Ford is credited with mastering use of the assembly line concept.  In other words, Henry converted machine assembly, which was previously...

"My name is....." "Hi Mr. Smith, my name is........" Most every sales call or appointment-setting call in America starts this way--the WRONG way. Sales people...

I write this post from the experience of conducting over 200 seminars as a financial advisor, reaching the point where 65% of attendees would...

Can't Such a Profitable Industry Do Better? The financial services industry is unfortunately addicted to a product-focused orientation such that sales are minimized.  It may...

This post was contributed by David Sage of Brokerville The worst idea you can have is that you can’t do business during the holidays. The...

Life Insurance Companies and Their Agents Don’t Know How to Sell Insurance (and most sales professionals don't really know the definition of sales) The problem of...

There is no a human who has not become stuck at some point in reaching their goals.  Those that move on and progress have...

It's easy to believe that people avoid make certain purchases because of their cost. But this is too simplistic as the consumer always weighs...

For years, I have assisted advisors to gain clients and earn more.  I recall an advisor who once called to tell me that using...

What Makes a Life Agent Rich? Many insurance agents tend to be financially poor. The Bureau of Labor statistics documents that median salary for insurance...