Archive
of Consultative Broker Briefings
Volume X - 2008
Volume X, Number 1 - "Avoid the Double Whammy"
Volume X, Number 2 - "It's a Top Line Game"
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, NumbVolume 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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