Description: This paper is on the fear of rejection when prospecting, which is one of the biggest obstacles for consultants when it comes to developing business and getting clients.

Description: Panelists discuss: the role of the actuary in providing expert-witness testimony in the courts, practices in Canada and the U.S., bases used to calculate actuarial values, and professional standards and guidelines. Also, an experienced U.S. attorney gives his impression of the role of the actuary in court. From the 1988 Record of Society of Actuaries, Vol. 14, No. 1.

Description: Principle #4: People make buying decisions based on emotion and justify these decisions with logic. To be influential, we need to take into account both logic and emotion. Of the two, emotion is a much more powerful motivating force. Unfortunately, too many people ignore the emotional component and focus solely on logic - neglecting what compels people to buy.