February 13, 2014
Defusing conflict: Should you bring a feather to a fight?
Human instinct is to "fight fire with fire." But this only produces angry gridlock and kicks the problem “upstairs,” where it can only get worse. There’s a better way.
January 20, 2014
Double your speed to trust, Pt. 2
Are you a fiduciary in name only, or are you truly operating as one?
December 16, 2013
Double your speed to trust, Pt. 1
Building trust is a crucial part of selling. It’s all about helping prospects answer two questions.
November 22, 2013
Independent advisor vs. captive agent: The unlocked truth, Pt. 2
Just as Icarus believed flight had no limits, many captive agents view independence as a soaring opportunity. But they quickly find that the dream has flaws. However, for the right person, the benefits of independence can be as thrilling as Icarus's early moments in the air.
October 22, 2013
Captives vs. independents: The unlocked truth, Pt. 1
“The chains that bind us the most closely are the ones we have broken,” wrote Argentinian poet Antonio Porchia. This is especially true for captive agents, who often believe their business model imposes conflicts of interest. Some look enviously at independent advisors who they believe can sell whatever they want.