If profit is limited to a fixed percentage of the whole, the only way profit goes up is if the size of the whole increases. Right?

The communication bar in this industry is so low it could be used as a limbo pole.

Confidence is attractive. Apologies are not.

Today's most successful salespeople are educators above all else.

The service-as-a-differentiator message is often the go-to play when trying to close a new deal, but it's a total cop-out.

While one end of our industry pool is being chlorinated, the other is proving to be a fertile sea birthing effective, helpful advisors.

Marketing has to be a critical function of your business. If you aren't present at each leg of the buyer's journey, you don't exist.

Often, producers will, with seeming pride, tell me “Oh, I only work on referrals.” In theory, this is a terrific idea. In execution, it's tragic.