1. Collect Success Stories It’s no secret that the financial security profession is aging. We’ve been talking about the graying of the profession for years amid our struggle to attract new blood. Now, with the onset of the “great resignation,” we may be reaching a...

Recent Posts Thank you Amy and Austin for the new books! Further proof that the “presenter learns more than the attendee.” #LearningAndDevelopment #CycleOfContinuousImprovement

Recent Posts Today's customers are more informed, but still want a discussion partner. There is too much information to consider. For that reason, thoughtful people want an Advisor who will give them the human touch. Advisors are not going away... they will be bigger...

Recent Posts Revenue drives business growth. Long-term revenue is achieved by putting the customer first in everything we do. The insurance marketplace is going through a tsunami of transformation. Market leaders of the future will develop products and service...

Recent Posts Segment existing relationships and new prospects. Ideal customers want and need the products and services you offer. Do not waste time with people who do not fit your business model. "Birds of a feather, flock together." Example... segments might include,...

Recent Posts Small business owners must have a robust recruiting strategy to compete in today's competitive marketplace. To grow your team, focus on the fundamentals with relentless execution. Today's top recruits are usually not the one's to answer ads or message...

Recent Posts Agency Business Owners, Team Members, and Carrier Employees should constantly be updating scripts. Continuous improvement should be the goal for all customer interactions. Have a script for in-person, over the phone, or virtual. The objectives should be...

Recent Posts Every business owner should be standing up new capabilities to ensure increased revenue and profits. One of the most important capabilities is to leverage your team to develop new business. Don’t make them feel like you are just giving them one more task...

Recent Posts Successful leaders are always upping their game. To attract a high-caliber recruit to your team, you must be high-caliber. We must work harder improving our own skills to attract someone with the skills needed to serve our customers now and in the future....