Archive
of Consultative Broker Briefings:
Volume XII - 2010
Volume XII, Number 3 - What Have You Done for Me Lately?
Volume XII, Number 2 - Creating a Benefits Value Proposition
Volume XII, Number 1 - TCOR - Setting the Record Straight
Volume XI -
2009
Volume XI, Number 7 - It Takes Money to Drink Good Whiskey
Volume XI, Number 6 - Pushing the Right CFO Buttons
Volume XI, Number 5 - Stewardship Reports - Locking the Back Door
Volume XI, Number 4 - "Broker Control - An Acquired Skill"
Volume XI, Number 3 - "Business Risk: The Final Frontier"
Volume
XI, Number 2 - "The
Golden Age Of Producers"
Volume XI, Number 1 - "Provide Clients With What They REALLY Want!"
Volume X - 2008
Volume X, Number 1 - "Avoid the Double
Whammy"
Volume X, Number 2 - "It's a Top Line Game"
Volume X, Number 3 - "The
Oldest (and Dumbest) Trick in the Book
Volume X, Number 4 -
"Consultative Brokers Take Responsibility"
Volume X, Number 5 - "The Sky
is Not Falling!"
Volume IX -
2007
Volume IX, Number 1 - "The Seven
Commandments for Success in 2007"
Volume IX, Number 2 - "A Cure for
Insanity in 2007"
Volume IX, Number 3 - "Beware
Soft Market Pitfalls"
Volume
VIII - 2006
Volume VIII, Number 1 - "The Fifth Annual Year-End Readership Survey"
Volume VIII, Number 2 - "Brokers and Agents Unite!"
Volume VIII, Number 3 - "Don't Sail Into the Wind"
Volume VIII, Number 4 - "2005 Year-end Readership Survey Results"
Volume VIII, Number 5 - "Climb Out of the Cannibal's Pot!!"
Volume VIII, Number 6 - "Stop Nibbling for Crumbs!"
Volume VIII, Number 7 - "The 7 Pathways of Highly Successful Prospectors"
Volume VIII, Number 8 - "Nothing Happens Until Somebody Sells Something"
Volume
VII - 2005
Volume VII, Number 1 - "Fourth Annual Year-End Readership Survey"
Volume VII, Number 2 - "Mussolini From the Balcony"
Volume VII, Number 3 - "Results of 2004 Year-End Readership Survey"
Volume VII, Number 4 - "The Path of Least Resistance"
Volume VII, Number 5 - "It’s a Thinking Man’s (or Woman’s) Game!"
Volume VII, Number 6 - "Surviving the Price Tsunami"
Volume VII, Number 7 - "Select Your Prospects"
Volume VII, Number 8 - "The Million-Dollar Question"
Volume VII, Number 9 - "A Closing Window of Opportunity"
Volume VII, Number 10 - "The Pressure Points of the Deal"
Volume VII, Number 11 - "Brokerage Darwinism Part One - The Richard Nixon Process"
Volume VII, Number 12 - "Brokerage Darwinism Part Deux"
Volume
VI - 2004
Volume 1 &
II - Year end survey and results, not displayed as the information is
dated.
Volume VI, Number 3 - "A Platform
for Quality Cross Sales"
Volume VI, Number 4 - "The
Marketplace Is Not The Answer"
Volume VI, Number 5 - "Five
Reasons You Should be Appointed as Their Broker"
Volume VI, Number 6 - "Surviving The New CFO"
Volume VI, Number 7 - "Chasing
the Right Rabbit"
Volume VI, Number 8 - "Go
Upstream"
Volume VI, Number 9 - "Oh, By The
Way..."
Volume VI, Number 10 - "Stay
Away From the Rocks!"
Volume VI, Number 11 - "Stand
Tall with Stewardship Reports"
Volume VI, Number 12 - "Managing Client Expectations"
Volume VI, Number 13 - "What's All the Hullabaloo?"
Volume VI, Number 14 - "Don't Change Horses!"
Volume
V - 2003
Volume 1 &
II - Year end survey and results, not displayed as the information is
dated.
Volume V, Number 3 - "The Art of the Cold Call"
Volume V, Number 4 - "The Four Quadrants of Resources"
Volume V, Number 5 - "The Five Factors of Presentations"
Volume V, Number 6 - "July
2003 Marketplace Forecast"
Volume V, Number 7 - "Lock
The Back Door!"
Volume V, Number 8 - "Be a
Businessperson First"
Volume V, Number 9 - "The Ekern TCOR Methodology"
Volume V, Number 10 - "Broker Control - A Key to Success"
Volume V, Number 11 - "Communication is the Key"
Volume V, Number 12 - "Client Centered Marketing"
Volume V, Number 13 - "Executive Summaries: A Key Marketing Strategy"
Volume V, Number 14 - "Probing Questions and the Initial Call"
Volume V, Number 15 - "O’ Carriers, Where Art Thou?"
Volume
IV - 2002
Volume IV,
Number 1 - Year end survey and results, not displayed as the
information is dated.
Volume IV, Number 2 -
"Marketplace Competitions - A Recipe for Disaster"
Volume IV, Number 3 - "The
Brokerage Selection Process – An Effective Client/Prospect Competition"
Volume IV, Number 4 - "Hold Your
Margins"
Volume IV, Number 5 - "Take
Clients Backstage"
Volume IV, Number 6 - "Doing The
Deal: A Four-Step Process"
Volume IV, Number 7 - "Be on the
Lookout: Marketplace Warnings"
Volume IV, Number 8 - ""Broker"
is not a Dirty Word!"
Volume IV, Number 9 - "Avoid the
Big Chill"
Volume IV, Number 10 - "Benchmarking: A Key to Demonstrating Value"
Volume IV, Number 11 - "Cost and
Capacity"
Volume IV, Number 12 - "The
Broker of Record Letter…It’s a Beautiful Thing"
Volume IV, Number 13 - "Winners
Manage The Conditions"
Volume IV, Number 14 - "Year-End
Renewal Strategies"
Volume IV, Number 15 -
"Consultative Brokerage Kudos"
Volume IV, Number 16 - "The Lost
Art of Negotiation"
Volume IV, Number 17 - "Benefits
Outweigh Features"
Volume IV, Number 18 - "Four
Traits of Highly Successful Brokers"
Volume IV, Number 19 - "Becoming
a Purveyor of Value"
Volume IV, Number 20 - "A Cup of
Christmas Cheer"
Volume
III - 2001:
Volume III, Number 1 -
"Consultative Brokerage Presentations"
Volume III, Number 2 - "The
Marketplace Strategy"
Volume III, Number 3 - “Total
Cost of Risk (TCOR) – The Key to Demonstrating Client Value”
Volume III, Number 4 - "Consultative
Brokerage Strategies for July 1 Accounts"
Volume III, Number 5 - "Consultative
Brokers Are Gatekeepers of Resources"
Volume III, Number 6 - "Successful
Strategies For 90-Day Extensions"
Volume III, Number 7 - "Stewardship
Reports - Part I - The Only Antidote to Craziness"
Volume III, Number 8 - "Stewardship
Reports - Part II - The Only Antidote to Craziness"
Volume III, Number 9 -
"Consultative Brokerage for the Dog Days of Summer"
Volume III, Number 10 - "Seminar
Selling - One of the Five Pathways to New Business"
Volume III, Number 11 - "January
1 Strategies"
Volume III, Number 12 -
"Everyone's a Suspect!"
Volume III,
Number 13 - "The Lost Art of Broking"
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