I’m Not a Salesperson, I’m a Claim Rep
I had the privilege of working with John Petrucci, CPCU, for several decades. I learned more about sales from John during the first year we worked together than I’d learned in my first 10 years in the insurance industry! Here’s the interesting thing; John started out in claims. When he was approached about a sales […]
Doing the Opposite Can Make You More Influential – part 2
Last week I mentioned the classic Seinfeld episode, The Opposite. George’s interaction with Jerry and Elaine highlighted a paradox when it comes to influence and persuasion: instinctive approaches often backfire. In that post I shared three common mistakes — along with counterintuitive, science-backed approaches to help you ethically and more effectively influence people. I promised […]
Doing the Opposite Can Make You More Influential – part 1
Are you a Seinfeld fan? If so, you’ll likely remember The Opposite, one of the most iconic episodes of the series. In it, George Costanza decides that every instinct he’s ever had has been wrong. With nothing to lose, on the encouragement of Jerry and Elaine, he decides to start doing the opposite of his […]
Quarterly Newsletter
Welcome to 2025! The older I get, the faster time seems to fly by. It’s like going down a slide because feels like time accelerates. I enjoy the start of the new year because it feels like fresh possibilities. I know, January 1st is really no different than any other day but there are days […]
PAVE the Way for New Year’s Resolutions
The following is a chapter from Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical. This chapter is particularly appropriate just before New Year’s Eve. I hope it helps you get 2025 off to a great start. PAVE the Way for New Year’s Resolutions If you’re like many people, then you make New […]
