Today's buyers go through the same basic journey. They all start online.

Often, producers will, with seeming pride, tell me 'Oh, I only work on referrals.' In theory, this is a terrific idea. In execution, it's tragic.

How many brokers are conducting a mid-year stewardship meeting where the purpose is to renew the relationship with the client?

Yeah, fourth quarter is busy, I get that, but prospecting is about the last thing a producer should ignore.

For some, ownership is a 'free pass' that allows them to not be accountable to anyone and therefore to not have to perform.

If you can find a little of your leftover inner child, it can make this responsibility thing a whole lot more fun.

Until the appropriate cultural foundation is laid down, no amount of tactical or process-driven solutions will ever make a sustainable difference.

I know we are always looking for new ideas, yet most of the time, we haven't put the most basic ideas into practice.