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.

Description: Chairperson's Corner recaps the transformation L&D experienced the last few years. Do Nothing is a tribute toleaders and provides background/leader's traits.

Description: This article summarizes the October 11, 1973 meeting of the Actuaries’ Club of Boston devoted to a discussion on the education of actuaries. George L. Hogeman,Pesident of Paul Revere Life, noted that while insurance industry management was generally satisfied with the work of the actuary, there were a number of shortcomings of actuaries, including a reluctance to utilize new techniques and a lack of much needed communication skills. In a very articulate presentation, Denis W. Loring, Actuarial Associate at John Hancock [representing the actuarial students], expressed the consensus he had reached with his fellow students. They felt that management development training and an awareness of EDP constraints and opportunities were missing from the syllabus. He stressed the need to gear exam preparation toward problem solving and felt that the actuary should be much more in the forefront in developing research techniques. The E and E Committee members, rather than defending the existing educational system, added to the number of problem areas pointed out by prior speakers. Deficiencies in the syllabus were noted for underwriting, investment and finance, and marketing and advanced underwriting. It was felt that the effect of the insurance industry involvement in providing broader financial services should be considered in future syllabus changes.

Description: Tips on Making an Effective Presentation by Philip J. Lehpamer from The Stepping Stone Newsletter, September 2001, Issue No. 7.

Description: In Search of Relevance by Dave Duncan from The Stepping Stone Newsletter, July 2004, Issue No. 15.

Description: Negotiation has been a critical skill for me for most of my career. I’ve worked as a product actuary, represented a major distributor and now I’m a reinsurance intermediary. Technical actuarial skills were never my strength. However, I’m often able to get parties with differing goals to find a common ground, enabling a project to be completed to everyone’s satisfaction. From The Stepping Stone, April 2005, Issue No. 18.

Description: This article discusses the determination of the proper level of centralization of functions in a company. The author makes the case that more is not always better.

Description: Lessons, tips, and suggestions for properly approaching the first stages of actuarial research.