Wendy Keneipp

Your clients don’t care how much you know until they know how much you care.

Even when your audience knows nothing about your product or service, talking for extended periods of time is not a good idea. That’s a lecture, not a conversation.

Forget bad business decisions on commission splits and hiring choices — the most reckless and irresponsible decisions we’ve seen is the public hostility at carriers and all they represent.

Agency owners have tried-and-true excuses for not finding and closing deals. Here’s how to face the hard truth that the need to get back to basics.

If you’re not engaging on Twitter and social media, you're leaving your messaging and ideas in a desk drawer.

To motivate their teams, brokers need a rallying cry that evokes shared goals and a larger vision.

To get your prospects’ attention, you need a highly visible presence that speaks to their needs.

Advisers need to put clients and prospects at the center of their online conversations.

For a business-to-business organization like a benefit advisory firm, a core function of growing the brand is to support sales efforts.

Brokers clinging to ways of doing business in the past, such as insurance spreadsheeting, are headed toward a quick retirement.