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  • 00:21

    Why top producers may not be good sales managers ( and what to do about it).

    in Management

    We've all seen it. A top producer is promoted and goes from sales superstar to average manager (or worse).  The reason why is that the attributes and skills of a top sales person are not the same as a top sales or branch manager.  In this episode, we discuss what makes a great sales manager and tips to support a new one.

  • 00:31

    IoT Security: Reality or Thriller Plot Threats?

    in Technology

    When researchers discover vulnerabilities in Internet of Things (IoT) devices, the media hypes the consequences as if the movie "Maximum Overdrive" has jumped off the big screen and into reality. Will your connected car refuse to respond to your stabs at the brake pedal? Will soda machines start shooting cans at unsuspecting passers by? When will our robot vacuums rebel, controlled by Skynet?

    Join Caleb Barlow and Chris Poulin, Research Strategist for IBM's X-Force Security Threat Intelligence Team and IoT and connected car security expert, to separate the real security threats from FUD.

  • 01:59

    Homeland Security - The History and the Birth of Contemporary Homeland Security

    in Training

    Brought to you by The American Public Safety Training Institute (TAPSTI) www.tapsti.org, this 2 hour session will review the work of Mark Sauter and James Carafano and their excellent textbook entitled “Homeland Security” (2012, 2nd ed.).  This seminar includes a historical review of the Department of Homeland Security (DHS) from its early colonial legacy, to the Cold War, and then into its transition into its current form as the result of 9/11. Contemporary homeland security includes a huge array of challenges as our society becomes more technologically oriented and, as a result, more susceptible to targeting. We are dependent on stability in a very unstable world and, for the first real time, a very small group of people can wreak tremendous havoc. This seminar focuses on the change from national security being one that assumed the "homeland" was safe from its own people and the dangers were from outside our own borders to the present day where there can be no assumptions made where the next attack will come from. 

  • 00:48

    Data Security

    in Business

    On November 20 my guest will be Brian Rauer, Executive Director of the Mid-Hudson (NY) Better Business Bureau and General Counsel of the Better Business Bureau serving Metropolitan New York.  Earlier experience includes the Manhattan based law firm of Plunkett & Jaffe, P.C.   Mr. Rauer serves on the Westchester County Consumer Advisory Council and was formerly on the Administrative Law Judge/Hearing Officer roster for the Westchester County Human Rights Commission.  He previously served on the Board of Directors of the NY County Lawyers’ Assn. (NYCLA) and on the House of Delegates of the NY State Bar Association. He is a past Chair of the NYCLA Cyberspace Law Committee. He previously served on the Board of Directors of the Association for Conflict Resolution-Greater NY Chapter and the Board of Directors of the NY State Dispute Resolution Assn.  Mr. Rauer formerly hosted/presented a regular segment on a nationally syndicated radio show and has presented an extensive array of programs on hot topics of public interest, including privacy/security, ID theft prevention and ethical business practice.  He is a Magna Cum Laude graduate of Tulane Law School, receiving the Tulane Law Dean's Medal and selection for the Order of the Coif.  Mr. Rauer earned his B.S. degree, Summa Cum Laude, in Business Administration. 

  • 00:19

    Things managers do that kill teamwork between Ops and Sales (+3 ways to fix it).

    in Management

    A lack of teamwork between Operations and Sales hurts customer service, loan quality and creates a lousy work environment.  Typically, teamwork breaks down because of leadership blind spots on both sides.  In this episode, we discuss the common reasons teamwork breaks down and give you a 3 step roadmap to get everyone working together again.

  • 00:04

    How to Use Social Medial to Build Relationships and Earn Qualified Appointments

    in Business

    Pat Helmers, Selling Secrets Strategist, is the author of the Selling With Confidence sales system. He
    believes great sales is based on having the mindset “I’m here to help
    and add value” . He believes that anyone can become a skilled
    seller with their current personality. By drawing upon their passion
    for their business, they too can become a master seller.
    Pat is the host of the weekly Sales Babble podcast. He is a former
    Bell Labs software developer, inventor, account executive, and Vice
    President of Sales.



    Twitter:  @pathelmers.com


  • 00:59

    Michael Maloof - Is Our Electrical Grid System In Danger

    in Self Help

    Have you ever thought what would happen if our grid system went down?

    Retired policy analyst for the Department of Defense for 23 years, Michael Maloof, warned of the dangers of an EMP attack. Aligning with George Noory’s campaign to protect the grid, Michael outlined how either a nuclear attack in the atmosphere or intense solar flares could cripple everything from daily routines to national defense.

    Michael breaks down this threat in his book “A Nation Forsaken.” He even outlines how our own military is similarly vulnerable to an EMP event due to its 99% dependency on the nation’s electrical grid system for electricity and communications, raising the high prospect that it may not be able to function to defend the nation in its time of greatest need.

    In 2008 a congressional commission studied the consequences of an EMP attack not only on the power grid itself, but also the consequences to every sector of our economy; telecommunications, banking, transportation, food, manufacturing, construction, and energy. So why isn’t congress doing anything about it?

    While these critical infrastructures continue to face such an impending crisis, Congress has basically ignored its own commission report and instead has treated the threat of an EMP event as a political football to be punted whenever expedient for their own gain. To date, still nothing has been done to protect the nation.

  • 00:31

    A Strong Immune System for the Unfolding Plagues

    in Self Help

    The threat of a pandemic is rising again, including Candida yeast, contagious lyme disease, avian flu, Ebola, TB and more. Bio-weapons serve the elite agenda of depopulation and tyranny. It is essential to support the immune system, which is under challenge more than ever from toxins, stress, fungus, bacteria, viruses, etc. Antioxidants, advanced silver, oxygen, colostrum, larrea, oregano oil and other powerful herbs, and probiotics are the keys to supporting strong immunity. It would be wise to respect quarantines, while avoiding vaccinations and hospitals where aggressive germs are already a problem.

  • 01:44

    Homeland Security - Intelligence and Citizen Protection Guidelines

    in Training

    Brought to you by The American Public Safety Training Institute (TAPSTI) www.tapsti.org, this 2-hour session will review the work of Mark Sauter and James Carafano and their excellent textbook entitled “Homeland Security” (2012, 2nd ed.). This seminar introduces the listener to Homeland Security intelligence processes, methods, structure, and resources. In this seminar we will discuss Intelligence Collection and what counterintelligence is and does. To truly appreciate the role intelligence management has in our society we discuss intelligence organizations, missions, activities, and how state and local law enforcement tie into this whole complicated array of intelligence gathering and management to keep us safe. The latter part of the discussion is based on the new Departmnet of the Army publication "Protection of Civilians ATP 3-07.6" (29 October 2015 Release) and a discussion of how this could be modified to apply, in large part, to professional policing operations here in the United States.

  • 00:31

    SWAS Part 2 of 2: The Sales Process

    in Marketing

    This 3-hour SWAS session is the pièces de résistance or the grand prize of our sales system.

    Seventy-five percent of life insurance agents, as noted in LifeHealthPro, "The Sales Rep's Lament" http://www.lifehealthpro.com/2015/04/19/the-sales-reps-lament, are not successful. It's not agents' fault. Most agents never receive formal sales training.

    Formal sales training is not cheap. It cost my company when I worked in corporate America $10,000 in 1994 for an 8-day class. Most independent marketing organizations (IMO) and name-brand, franchise carriers are not going to pay this kind of money for every agent to learn how to sell.

    SWAS is probably the best, affordable solution for agents to get a fast and powerful dose of sales training.

    The overall result achieved by agents learning the SWAS sale process is the ability to work with insurance applicants using the same approach. The agent will not have to differentiate the sales approach according to various applicant profiles. Confidence is developed much faster and is stronger using SWAS.

    Specific topics covered in Part 2 are:

    Rapport Building (different than traditional methods)
    Developing Need (different than traditional methods)
    Evaluating Options
    Affordability Concerns
    The Insurance Application Process
    Why Use This Carrier
    The Financial Needs Analysis
    Getting Referrals with Ease

    Thanks for listening to the show.


    (415) 299-8916


  • 00:31

    Interview with Insurance Broker Dawnn Hills-San Francisco Bay Area

    in Entrepreneur

    As a former corporate sales trainer and now owning a sales training organization, I speak with hundreds of agents, managers, and brokers across the country about sales performance.

    I am delighted to interview Dawnn Hills, an insurance broker in the San Francisco Bay Area, a professional with over 15 years in the industry. Little did I know, but we both worked at the same San Jose, CA agency for a about 4 years ago.

    Dawnn will toot her own horn, but I must say that she is a genuine people person...which is a rare quality in this industry of managing people.

    Thanks for listening to today's show.

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