{
  "author": {
    "name": "Nelson L Griswold",
    "webUrl": "/author/profile/nelson-l-griswold/",
    "description": "",
    "imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
    "estimate": 3,
    "social": [],
    "articles": [
      {
        "uri": "/2015/05/01/the-power-of-consultative-selling-2/",
        "title": "The power of consultative selling",
        "byline": "Nelson L. Griswold",
        "kicker": "",
        "prettyDate": "May 01, 2015",
        "timeToRead": "8 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/nelson-l-griswold/",
            "name": "Nelson L. Griswold"
          }
        ],
        "kickerNode": [],
        "summary": "Few brokers really understand what it meansand howto be consultative.",
        "body": null
      },
      {
        "uri": "/2009/03/01/lunch-and-learn/",
        "title": "Lunch and learn",
        "byline": "Nelson L. Griswold",
        "kicker": "",
        "prettyDate": "March 01, 2009",
        "timeToRead": "1 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/nelson-l-griswold/",
            "name": "Nelson L. Griswold"
          }
        ],
        "kickerNode": [],
        "summary": "Nothing breaks the ice like breaking bread together but regardless of where the discussion takes place, the broker as advisor begins to learn the client's specific issues and concerns. Many brokers have found lunch with their HR client to be",
        "body": null
      },
      {
        "uri": "/2009/03/01/agitate-the-pain-you-can-eliminate/",
        "title": "Agitate the pain you can eliminate",
        "byline": "Nelson L. Griswold",
        "kicker": "",
        "prettyDate": "March 01, 2009",
        "timeToRead": "1 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/nelson-l-griswold/",
            "name": "Nelson L. Griswold"
          }
        ],
        "kickerNode": [],
        "summary": "Once the broker has identified one or more pain points that lend themselves to a voluntary enrollment solution, he uses more strategic questions to amplify the pain and help the client feel the pain. Here are a few more questions that can agitate",
        "body": null
      }
    ]
  }
}