Expertise Versus Experience

Expertise Versus Experience

Do you ever listen to those financial planning talk shows on the radio? Here’s a confession…I do. Yeah, I know those shows are glorified commercials for the financial planner who purchased the air time. I know the purpose of the show is to get listeners to invest...
Develop & Employ Your Business Acumen

Develop & Employ Your Business Acumen

Both prospective and current clients want to work with sales practitioners who will partner with them and guide them to a better future. They want trusted advisers instead of salesmen. They’re looking for that special something that the best sales reps have that will...
The Rule of Thirds – How to Truly Listen

The Rule of Thirds – How to Truly Listen

“Let a fool hold his tongue and he will pass for a sage,” wrote Publilius Syrus more than 2,000 years ago in ancient Rome. Such wise advice from ages ago has never been more relevant. In the modern professional world, we are suffering from a listening crisis....