{
  "author": {
    "name": "Mike Shelah",
    "webUrl": "/author/profile/mike-shelah/",
    "description": "",
    "imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
    "estimate": 8,
    "social": [],
    "articles": [
      {
        "uri": "/2018/01/22/emotional-intelligence-provides-valuable-insights-for-claims-professionals/",
        "title": "Emotional intelligence provides valuable insights for claims professionals",
        "byline": "Mike Shelah",
        "kicker": "News",
        "prettyDate": "January 22, 2018",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Millennial adjusters need to develop a variety of skill sets to excel in the claims field.",
        "body": null
      },
      {
        "uri": "/2017/11/08/insurance-sales-the-customers-buying-decision-proc/",
        "title": "Insurance sales: The customer's buying & decision process",
        "byline": "Mike Shelah",
        "kicker": "News",
        "prettyDate": "November 08, 2017",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "A salesperson will often take the path of least resistance. That path usually leads to no sale and a bewildered salesperson.",
        "body": null
      },
      {
        "uri": "/2017/11/01/insurance-sales-isnt-just-about-customer-pain-discover-the-why/",
        "title": "Insurance sales isn't just about customer pain. Discover the ‘why’",
        "byline": "Mike Shelah",
        "kicker": "News",
        "prettyDate": "November 01, 2017",
        "timeToRead": "4 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "In the recipe of sales, a crucial ingredient is customer pain.",
        "body": null
      },
      {
        "uri": "/2017/10/16/why-is-your-insurance-sales-presentation-terrible/",
        "title": "Why is your insurance sales presentation terrible?",
        "byline": " Mike Shelah ",
        "kicker": "News",
        "prettyDate": "October 16, 2017",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "There are three areas all insurance professionals need to concentrate on to improve sales presentations: The slide deck, presentation skills and listening skills.",
        "body": null
      },
      {
        "uri": "/2017/10/16/why-is-your-insurance-sales-presentation-terrible/",
        "title": "Why is your insurance sales presentation terrible?",
        "byline": "Mike Shelah",
        "kicker": "News",
        "prettyDate": "October 16, 2017",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "There are three areas all insurance professionals need to concentrate on to improve sales presentations: The slide deck, presentation skills and listening skills.",
        "body": null
      },
      {
        "uri": "/2017/10/06/your-presence-is-critical-to-the-insurance-sales-process/",
        "title": "Your 'presence' is critical to the insurance sales process",
        "byline": "Mike Shelah",
        "kicker": "News",
        "prettyDate": "October 06, 2017",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Sales is about earning trust. You cannot earn a sale if you first dont earn trust.",
        "body": null
      },
      {
        "uri": "/2017/09/27/4-keys-to-sales-meeting-preparation-for-insurance-agents/",
        "title": "4 keys to sales meeting preparation for insurance agents",
        "byline": "Mike Shelah",
        "kicker": "News",
        "prettyDate": "September 27, 2017",
        "timeToRead": "4 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "Why do so few salespeople take the time to truly prepare for a meeting?",
        "body": null
      },
      {
        "uri": "/2017/09/22/bake-the-cake-the-6-ps-to-insurance-sales-excellen/",
        "title": "Bake the cake: The 6 P’s to insurance sales excellence",
        "byline": "Mike Shelah",
        "kicker": "News",
        "prettyDate": "September 22, 2017",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/mike-shelah/",
            "name": "Mike Shelah"
          }
        ],
        "kickerNode": [
          {
            "uri": "/news/",
            "sectionName": "News"
          }
        ],
        "summary": "After spending 20 years in sales with corporate America, the author has determined that a good sale is like baking a cake.",
        "body": null
      }
    ]
  }
}