Description: This article describes how to help the client see that the pain of not having your product or service is greater than the pain of parting with his or her hard-earned dollars.

Description: This session presents a panel of actuarial entrepreneurs who have started their own businesses. Discussion includes the determination of services, billing issues, determination of success, insurance coverages, necessary resources, and the management of intangibles. From the Record of the Society of Actuaries, Vol. 31, No. 1.

Description: The fundamental steps to breaking out of a professional ‘slump’ are covered in this article.

Description: This article discusses how your leadership style should vary depending on the person you are leading, the situation and goal. 4 syles of leadership are discussed.

Description: Six dimensional leaders are insightful, flexible and connected. They listen, motivate and inspire. Is this you? This article explores the six dimensions that a leader must operate in to become transformational leaders.

Description: This article, based on the book, True Professionalism by David H. Maister, offers four tests that a leader must meet.

Description: Feature article describing the author’s secret strategy for success.

Description: How to resolve and prevent conflicts in business.

Description: The author relates what he's learned about selling from having a royall painful toothache.

Description: To persuade successfully and non-manipulatively, it's important to understand five key principles of influence. Principle #5: A person will more likely be influenced if you help them get to the heart of the matter.