Recent Stories From this Author

The power of the written word
February 1, 2012
This month we discuss the use of article writing in your marketing and positioning yourself as an expert in your industry....

Video marketing for professionals
January 1, 2012
In last month's column I introduced you to the concept of expert positioning. This is when you utilize tools such as article...

An unfair advantage
December 1, 2011
I want you to imagine that you are sitting at your desk and you get the following call:

Become a stand-out
November 1, 2011
Are you writing as much business as you would like? Has your revenue been steadily increasing over the last six to 12 months?...

The biggest marketing mistakes
October 1, 2011
Over the years of working with benefits professionals, I have seen three common mistakes that are costing them business and...

Really simple sales success
September 1, 2011
After 10 years as a sales coach to benefit professionals - both core and voluntary - I have had an epiphany of sorts. My...

The voluntary benefit professional
August 1, 2011
To be successful in the sale of voluntary insurance products the agent will have to be transformed into a member of the...

Creating killer content
July 1, 2011
Run a website primed for sales by putting yourself in the mindset of customers and prospects.

Lessons from the Internet marketers
June 1, 2011
One of my hobbies is searching the Internet for sales and marketing ideas. In this quest I look at virtually every industry...

The right approach to networking
May 1, 2011
For the benefit professional who hates making cold calls or following up on direct mail, networking can be the next best...