The New Psychology of Sales Performance

by | Jun 28, 2019 | Sales

A few years ago, I had the opportunity to meet one of the insurance brokerage industry’s most successful producers. This man had generated millions of dollars in commissions for years, had been labeled a “power broker” by industry journals, and was managing one of the...

The Challenge of Hiring Great Sales People!

by | Apr 27, 2017 | Sales

For over thirty years of my career, I’ve been active in the property and casualty insurance brokerage industry, during which time I’ve traveled the country and met with hundreds of top brokers, sales managers, and agency owners.  Throughout this experience,...