Greetings, Today is a good time to take our own mini-spring break, don’t you think?  Let’s put down our pencils and take a quick, fun survey to find out what kind of Texans we are! For each pair of This-or-That options below, select your favorite.  You may like both choices but pick the one [...]

There are a lot of things that can hurt your business. Too much debt, excessive expenses, bad hires, and poor planning are a few that leap to mind. I’ll bet you can easily add to that list!

There is one response that will always lead you to a better outcome. Whenever the proposed action is the Easy Answer, ask this one question—as many times as necessary—until the proposal makes sense, “And then what?”

The Pennsylvania Commissioner’s “invitation” finally arrived. I was to appear at a public hearing on my company’s rate filing. Somehow, the commissioner had determined our requested price increase was excessive. In fact, he said our rate need was 0! I immediately started working on my strategory, how I would convince the High Commissioner our proposed increase was reasonable and appropriate.

The moral of this story is, "all you can use, today, is the knowledge and skills you actually possess. And, surprisingly, that is usually enough! Don’t hesitate to use them to the best of your ability."

Whether your customer is looking for the most extensive coverage, or the lowest price, or the minimum coverage necessary to satisfy the lender, then talk to him about that. Sell what the customer is buying. You will have time to fill in the rest of the details later. Get the order.

If you’re not talking to a customer or a prospect, you aren’t selling.

Do you truly know what your job is? I mean, the real essence of your work-being. It is simply and profoundly this: ensure your customers are happily involved in enjoying the benefits of your products and services...