22
MAR
2015

MY FAVORITE UNDERWRITERS

The role of today’s Underwriter is complex. They must be gatekeepers, relationship managers, marketers and sales managers As Agents, we must understand, and respect these differing and often conflicting roles. If I could distill the qualities of exceptional Underwriters into a...
26
FEB
2013

BUYER FACILITATION VS SELLING

What’s the difference?   Buyer facilitation is helping prospects discover for themselves why they should do business with us. Selling is telling them why they should do business with us. The difference may appear subtle,  but the 2 approaches couldn’t be more different, and...