Recent Stories From this Author

What's next?
May 1, 2010
Well, it looks as though big changes in our industry, and our livelihoods, are a virtual certainty. The only question is the...

Chronic sales-speak: Why do we talk so much?
April 1, 2010
Many times over the past two years, I have written about the virtues of being a strong listener. I've gone into significant...

Leadership, engagement and productivity
March 1, 2010
For a long time, those of us at LeaderLabs have asked employers what they wanted to accomplish with their benefit programs....

Do it on purpose - get into the "flow"
February 1, 2010
For basketball fans, who can forget game one of the 1992 NBA finals between the Chicago Bulls and the Portland Trailblazers?...

Make empathetic listening your super power
January 1, 2010
Some time back, I wrote an article about the "Five Levels of Listening" (starting with ignoring on the low end, and...

Focus on the why, how and who, and avoid the can't and won't
December 1, 2009
As fall comes to an end and the light at the end of the 1/1 renewal tunnel is coming into view, now is a good time to start...

What science knows does not equal what business does
November 1, 2009
Recently, my good friend and partner, Chris John, co-founder of United Benefit Advisors, e-mailed me a link to a video on the...

Who is it about, anyway?
October 1, 2009
Over the past months traveling around and observing the behavioral trends of advisers, I have written a lot about leadership,...

A new opportunity to engage
September 1, 2009
This article is dedicated to the memory of Robert Whiddon, an empathetic leader of character. Robert was more than just an...

Change Strategy
July 31, 2009
Well, at this point it certainly looks as though change within our industry and our livelihoods is almost a certainty. From...