What Clients Want

February 25, 2016

By   John Graham Ask salespeople what customers want from them and you’re likely to hear words like friendly, positive, responsive, and problem-solver. Ask customers what they want in a salesperson, and the response may be quite different. What they are looking for is integrity, responsiveness, initiative, knowledge, and guts.   This suggests that it’s in a salesperson’s best interest to align his performance with customer expectations. It’s not only the way to keep them h...

The Power of Visualization

February 25, 2016

By Ayo Mseka A lot has been written about the power of images and how picturing your success can actually help you achieve it. But are people who visualize their financial success more confident about achieving it than those who don’t?   TD Bank decided to find out the answer to this intriguing question by surveying 1,127 individuals and 501 small-business owners across the U.S. about their visualization practices. The survey’s findings might help move you one step closer t...

An Industry Outlook

January 27, 2016

By Ayo Mseka During LIMRA’s Annual Conference held late last year in Boston, three life insurance CEOs joined LIMRA’s President and CEO Robert Kerzner for a candid discussion of the critical issues facing the industry and shared their perspectives and insights about the future.   Roger W. Crandall, CFA, chairman, president and CEO, Massachusetts Mutual Life Insurance Company; Donald A. Guloien, FLMI, president and CEO, Manulife; and Walter White, president and CEO, Allianz ...

How to Get and Stay Motivated in 2016

January 27, 2016

By   Geoffrey James No matter what you do for a living, the key to success is motivating yourself each day. Most people don’t realize that motivation mostly emerges from making minor changes to their behavior. Here are a few ways to become and remain a go-getter, even when the going gets rough:   Realize that YOU are in control. You cannot control the outside world, but you can control your emotional reaction to it. Condition your mind. Train yourself to...

Small-Business Optimization Tips for 2016

December 16, 2015

By John Oechsle The year is coming to a close, which means it’s time to start looking at the exciting opportunities 2016 will bring to your small business. You’re probably thinking, “If only I had more time today!” but what you should be doing is focusing on areas you can improve every day for the remainder of 2015. Your growth in the coming year will depend on the strategic decisions you make now; so make sure the choices you make give your company the best chance for growth...