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{
"author": {
"name": "Mike Shelah",
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"estimate": 8,
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"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": "",
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},
"authors": [
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"name": "Mike Shelah"
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],
"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": "",
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"authors": [
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"webUrl": "/author/profile/mike-shelah/",
"name": "Mike Shelah"
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],
"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": {
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"width": "",
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"authors": [
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"webUrl": "/author/profile/mike-shelah/",
"name": "Mike Shelah"
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],
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],
"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": "",
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"authors": [
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"webUrl": "/author/profile/mike-shelah/",
"name": "Mike Shelah"
}
],
"kickerNode": [
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],
"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": "",
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},
"authors": [
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"webUrl": "/author/profile/mike-shelah/",
"name": "Mike Shelah"
}
],
"kickerNode": [
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],
"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": "",
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},
"authors": [
{
"webUrl": "/author/profile/mike-shelah/",
"name": "Mike Shelah"
}
],
"kickerNode": [
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"sectionName": "News"
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],
"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": "",
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},
"authors": [
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"webUrl": "/author/profile/mike-shelah/",
"name": "Mike Shelah"
}
],
"kickerNode": [
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],
"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": [
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],
"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
}
]
}
}