Keneipp is a partner and coach at Q4intelligence, driving agency transformation.
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As we approach the end of the year, this is the perfect time to establish a planning habit with your sales team, columnist says.
September 23 -
Adjusting your communications strategies can help lure prospects and build trust with current clients.
August 15 -
In a TMI world, advisers must make themselves knowable and accessible to buyers through the research and decision-making process.
July 11 -
Are you an insight-driven organization? If not, you’re losing out on a tremendous opportunity.
April 19 -
“Now it’s time to educate the clients. Stop calling them stupid, and stop blaming them. That’s not education,” our columnist says.
February 28 -
Your clients don’t care how much you know until they know how much you care.
January 18 -
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.
October 17 -
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.
September 26 -
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.
August 16 -
If you’re not engaging on Twitter and social media, you're leaving your messaging and ideas in a desk drawer.
July 10