{
  "author": {
    "name": "Thomas Barrett",
    "webUrl": "/author/profile/thomas-barrett/",
    "description": "",
    "imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
    "estimate": 12,
    "social": [],
    "articles": [
      {
        "uri": "/2010/09/29/structure-creates-revenue/",
        "title": "Structure Creates Revenue",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "September 29, 2010",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": "Follow a sales process to diagnose, review protections and present solutions.",
        "body": null
      },
      {
        "uri": "/2006/02/28/strictly-sales-five-exercises-to-get-your-sales-fi/",
        "title": "Strictly Sales: Five Exercises to Get Your Sales Figures in Shape",
        "byline": " Thomas Barrett ",
        "kicker": "",
        "prettyDate": "February 28, 2006",
        "timeToRead": "4 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": "The first quarter of 2006 is nearly over, but it's not too late to formulate a sales strategy for the rest of the year. The five exercises below can help you set and reach new goals. Exercise oneAll successful salespeople know their key",
        "body": null
      },
      {
        "uri": "/2006/02/28/strictly-sales-five-exercises-to-get-your-sales-figures-in-shape/",
        "title": "Strictly Sales: Five Exercises to Get Your Sales Figures in Shape",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "February 28, 2006",
        "timeToRead": "4 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": "The first quarter of 2006 is nearly over, but it's not too late to formulate a sales strategy for the rest of the year. The five exercises below can help you set and reach new goals. Exercise oneAll successful salespeople know their key",
        "body": null
      },
      {
        "uri": "/2005/09/30/strictly-sales-take-steps-to-assure-success-in-a-softening-market/",
        "title": "Strictly Sales: Take steps to assure success in a softening market",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "September 30, 2005",
        "timeToRead": "6 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": "Strictly Sales\" is written by the faculty of the Dynamics of Selling program. This month's column is from Thomas Barrett, CIC, AAI. In preparing for the 12% to 15% decline in revenue that's been widely predicted in the coming year,",
        "body": null
      },
      {
        "uri": "/2005/09/30/strictly-sales-take-steps-to-assure-success-in-a-s/",
        "title": "Strictly Sales: Take steps to assure success in a softening market",
        "byline": " Thomas Barrett ",
        "kicker": "",
        "prettyDate": "September 30, 2005",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": "Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Thomas Barrett, CIC, AAI. In preparing for the 12% to 15% decline in revenue that's been widely predicted in the coming year,",
        "body": null
      },
      {
        "uri": "/2005/07/31/strictly-sales-tips-for-hiring-and-training-producers/",
        "title": "Strictly Sales: Tips for hiring and training producers",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "July 31, 2005",
        "timeToRead": "6 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": "("Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Thomas Barrett.)WITH A softening market leading to declining premiums, your agency might be 10% to 15% smaller than it was",
        "body": null
      },
      {
        "uri": "/2005/03/31/strictly-sales-maintaining-your-revenue-in-a-softe/",
        "title": "Strictly Sales: Maintaining your revenue in a softening market",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "March 31, 2005",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": ""Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. AS MANY agencies begin dealing with a softening market, they focus on keeping their annual written premium at its",
        "body": null
      },
      {
        "uri": "/2005/02/28/strictly-sales-placement-departments-cant-fix-agency-sales-problems/",
        "title": "Strictly Sales: Placement departments can't fix agency sales problems",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "February 28, 2005",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": ""Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. A FEW weeks ago, a vice president of a large agency in New England called me to ask for help with her "wacko marketing",
        "body": null
      },
      {
        "uri": "/2004/10/31/strictly-sales-agencies-must-ask-producer-compensa/",
        "title": "Strictly Sales: Agencies must ask producer-compensation questions",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "October 31, 2004",
        "timeToRead": "5 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": "INSURANCE agencies face a host of important questions right now in the face of a softening market. In any market, questions of fair compensation for producers and CSRs are near the top of the list. We recently had an extended conversation about",
        "body": null
      },
      {
        "uri": "/2004/09/30/strictly-sales-eight-steps-to-better-performance-a/",
        "title": "Strictly Sales: Eight steps to better performance and higher value",
        "byline": "Thomas Barrett",
        "kicker": "",
        "prettyDate": "September 30, 2004",
        "timeToRead": "6 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/thomas-barrett/",
            "name": "Thomas Barrett"
          }
        ],
        "kickerNode": [],
        "summary": ""Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. IF YOU have been thinks of selling your agency, an old saying might apply: You've missed the boat! At last the market is",
        "body": null
      }
    ]
  }
}