{
  "author": {
    "name": "John Graham",
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    "description": "",
    "imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
    "estimate": 43,
    "social": [],
    "articles": [
      {
        "uri": "/2019/10/25/9-mistakes-that-doom-your-firms-marketing-414-165325/",
        "title": "Mistakes that doom your firm's marketing",
        "byline": "John Graham",
        "kicker": "Best Practices",
        "prettyDate": "October 25, 2019",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2019/09/15ThreeWeeks.jpg",
          "width": "738",
          "height": "415"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Marketing is a fragile function, and its efforts can easily be undermined and rendered ineffective.",
        "body": null
      },
      {
        "uri": "/2019/02/13/9-ways-to-crack-the-prospect-code-and-win-more-life-and-annuity-sales-414-148664/",
        "title": "9 ways to crack the prospect code and win more P&C insurance sales",
        "byline": "John Graham",
        "kicker": "Slideshow",
        "prettyDate": "February 13, 2019",
        "timeToRead": "2 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2019/02/prospects616-dart-board-shutterstock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/slideshow/",
            "sectionName": "Slideshow"
          }
        ],
        "summary": "Want your prospects to act? Then maybe you should act.",
        "body": null
      },
      {
        "uri": "/2019/01/11/17-ways-to-get-more-work-done-414-145726/",
        "title": "17 ways for insurance agents to get more work done",
        "byline": "John Graham",
        "kicker": "Commentary",
        "prettyDate": "January 11, 2019",
        "timeToRead": "6 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2019/01/378-f-stuffed-files-506798523-616x372-TS.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "...along with ideas about how to be happy while being productive.",
        "body": null
      },
      {
        "uri": "/2018/11/06/how-to-avoid-losing-customers-to-competitors-414-140996/",
        "title": "How to avoid losing insurance customers to competitors",
        "byline": "John Graham",
        "kicker": "Best Practices",
        "prettyDate": "November 06, 2018",
        "timeToRead": "6 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/11/customer-Franck-Boston-GettyImages-iStock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "So, what's the best way to get new business? Keep the customers you already have.",
        "body": null
      },
      {
        "uri": "/2018/09/03/how-to-make-your-sales-proposal-a-winner-414-136161/",
        "title": "How to make your insurance sales proposal a winner",
        "byline": "John Graham",
        "kicker": "Best Practices",
        "prettyDate": "September 03, 2018",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/09/Businessman-presentation-shutterstock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "A longtime sales and marketing player talks about the keys to conveying your risk management solutions.",
        "body": null
      },
      {
        "uri": "/2018/08/15/8-questions-that-keep-prospects-talking-414-134050/",
        "title": "8 questions to keep prospects engaged and talking",
        "byline": "John Graham",
        "kicker": "",
        "prettyDate": "August 15, 2018",
        "timeToRead": "6 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/08/question-marks-brown-paper-thinkstock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [],
        "summary": "When agents ask more questions, they may talk less — and listen more.",
        "body": null
      },
      {
        "uri": "/2018/05/17/295241-5-ways-to-glue-customers-to-your-practice-414-128104/",
        "title": "5 ways to glue customers to your insurance agency",
        "byline": "John Graham",
        "kicker": "Expert Opinion",
        "prettyDate": "May 17, 2018",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/05/glue-stock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/expert-opinion/",
            "sectionName": "Expert Opinion"
          }
        ],
        "summary": "Making existing relationships stick is a lot easier than establishing new relationships.",
        "body": null
      },
      {
        "uri": "/2018/05/17/295241-5-ways-to-glue-customers-to-your-practice-4/",
        "title": "5 ways to glue customers to your insurance agency",
        "byline": " John Graham ",
        "kicker": "Expert Opinion",
        "prettyDate": "May 17, 2018",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/05/glue-stock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/expert-opinion/",
            "sectionName": "Expert Opinion"
          }
        ],
        "summary": "Making existing relationships stick is a lot easier than establishing new relationships.",
        "body": null
      },
      {
        "uri": "/2018/02/22/5-strategic-changes-for-closing-more-sales/",
        "title": "5 strategic changes for closing more sales",
        "byline": "John Graham",
        "kicker": "News",
        "prettyDate": "February 22, 2018",
        "timeToRead": "6 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Maybe you know, without any doubt, that something has to change. But what?",
        "body": null
      },
      {
        "uri": "/2018/02/22/5-strategic-changes-for-closing-more-sales/",
        "title": "5 strategic changes for closing more sales",
        "byline": " John Graham ",
        "kicker": "News",
        "prettyDate": "February 22, 2018",
        "timeToRead": "5 minute",
        "image": {
          "uri": "https://images.propertycasualty360.com/contrib/content/uploads/sites/414/2018/02/sales-woman-superproducer-istock000019788684.jpg",
          "width": "600",
          "height": "338"
        },
        "authors": [
          {
            "webUrl": "/author/profile/john-graham/",
            "name": "John Graham"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Maybe you know, without any doubt, that something has to change. But what?",
        "body": null
      }
    ]
  }
}