June 19, 2013
As agents, effective communication is critical to our success. Studies show only 30% of the information we receive in the context of a conversation is verbal, almost 67% is non-verbal. Humans are a very visual species. Be aware of the …
April 17, 2013
In 2010, I wrote an article on shark proofing new clients for the Insurance Journal. Because of it’s popularity, this topic expanded into webinars, and 1/2 day seminars. I thought I should revisit and update the original article, so I …
September 26, 2012
Finding Superior Production Talent By David Connolly President iQ Consulting An excerpt from an interview with a successful agency owner DC: Historically, what has consistently been the biggest challenge you face as an agency owner? Owner: “In our infancy we …
February 23, 2012
Success or failure on paper By: David Connolly iQ Consulting They are the primary form of communication with our underwriters. They have a substantial impact on our reputation. They are often the difference between winning and losing business. They are …
July 28, 2011
Will Rogers said “it aint so much the things we know that get us in trouble, it’s the things we know that aint so.” Truer words have never been spoken about one of the most abused words in our vocabulary. …
July 21, 2011
What makes you better or different than your competition? Ask every agent that question and you’ll get the same answer. I’m not kidding. Don’t believe it? I’ve worked with hundreds of agencies & brokers in North America. The first question …