Brainstorming is one of the most enlightening exercises in business. There’s nothing like a meeting of the minds to develop a fuller understanding of corporate goals, strategies and tactics. The facilitator needs to know how to turn into the storm to drive ideas and stay away from blowhards that take up oxygen in the room. Ideas must be pithy and to the point. Don’t be surprised that the vast majority of ideas are absolutely insane and can’t be implemented. But the few that survive are generally worth pursuing. There are always more tares than wheat. Serving is part of the building process. Product selling can only go so far. The direct and indirect elements that affect product sales often become the servicing menu items that have marketing magnetism that attract clientele. As an example: Your firm sells life insurance, but that space is overrun with competition. You need to educate your clients, referrals and prospects on the tax aspects, the physiology of underwriting, the distinctions in product lines and planning scenarios that include indemnification, income and inheritance. Those are your differentiators. Unwarranted fears can put the brakes on a company and decelerate growth and decrease profitability. Fear that we’re out   Read more…