Debunking the Myths of Selling Financial Services
There are two common myths about selling financial services that might be keeping you...
Seven Words You Can’t Say in Business Development
A couple of years ago I wrote an article titled, ‘I Wish I’d Said...
Who Will Be the Adult In the Room?
Why do agencies get themselves into these situations where they feel they have to...
The Target Is Not the Market
We all understand the idea of a target market. Hopefully, you have a formalized...
The Rapport Trap
In Good To Great, Jim Collins writes of the liability of charisma, pointing to...
New Year’s Themes, Not Resolutions
There is a period in everyone’s development, I believe, where they choose to be...