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: Feature article describing how to give a good oral presentation.

Description: Join for an interactive discussion with other actuaries around the application of concepts covered in the book, including core competencies needed, critical mistakes to avoid, and practical strategies to improve your communication.

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.