Columns

The hidden language of sales

As agents, effective communication is critical to our success. Studies show only 30% of the information we receive in the...

Shark Proof – Revisited

In 2010, I wrote an article on shark proofing new clients for the Insurance Journal. Because of it’s popularity, this...

Finding Superior Production Talent

Finding Superior Production Talent By David Connolly President iQ Consulting An excerpt from an interview with a successful agency owner...

Success or failure on paper

Success or failure on paper By: David Connolly iQ Consulting They are the primary form of communication with our underwriters....

The Word Strategy

Will Rogers said “it aint so much the things we know that get us in trouble, it’s the things we...

Un-commoditizing Insurance

What makes you better or different than your competition? Ask every agent that question and you’ll get the same answer....

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