I don't know of any producer or agency who has engaged an outside telemarketer and been satisfied with the quantity or quality of opportunities they receive.

Even when you give them your best effort, you'll still lose clients; however, it should never be because you performed to any standard less than your best.

Are you delivering what your clients want to buy, or holding them hostage by focusing on what they have to buy?

Quality service is a client's minimum expectation.

In an even marginally successful organization, accountability results in far more opportunities to celebrate than it does in criticism.

If leadership is about any one thing, it is about influence, and nothing will erode your influence faster than questionable character.

We could all benefit from operating with the energy and excitement that is more common in startup businesses.

Buyers are irritated by salespeople who spend their time discussing obvious details like basic product features.