Sometimes it seems that every year is another bidding war, agents shopping the markets to keep their accounts in the corral. But what if you could change that pattern — at least some of the time? Winning the classic skirmish … Continue reading →
The rapport-building tactic of mirroring & matching can sometimes produce stunning effects. As we subtly reflect back someone’s gestures and phrasing, they can experience a sense of comfort and relaxation, and a feeling of rapport develops. The effect is based … Continue reading →
Today’s article was inspired by Seth Godin, serial entrepreneur, best-selling author, and global marketing guru. His blog posts are sinewy and rich with insight. If you know him you probably agree. If you don’t – check him out. There are … Continue reading →
“The insurance market’s perpetually soft, and all that matters to people is saving money.” If you’re under the impression that price is the only thing most commercial insurance buyers care about, you may be missing something important. To demonstrate how … Continue reading →