Slideshow 5 summer reading books for brokers in 2014

  • July 07 2014, 2:17am EDT
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1. Who Moved My Cheese?

Authored by Spencer Johnson in 1998 this book is subtitled: An Amazing Way to Deal with Change in Your Work and in Your Life. This book has made such an impact on Julie Hulsey, a partner at Insurance Professionals and Zynia Business Solutions in Amarillo, Texas, that she titled her presentation at NAHU’s annual convention after it, noting, “If you have not [read this] I would highly encourage you to read it and as you all know, this is exactly what happened to us.”

[Published: Penguin, Sept. 8, 1998]


2. Crucial Conversations, Second Edition

Authored by Kerry Patterson, Joseph Grenny, Ron McMillian and Al Switzler, this book “teaches tools for talking when the stakes are high,” according to its cover. Benefit broker at Borislow Insurance and EBA Advisory Board member Mark Gaunya recommends it because: “What we get paid to do is deliver bad news sometimes, and this book tells you how to do that.”

[Published: McGraw-Hill Professional Publishing, Aug. 19, 2011]


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3. Spin Selling

Author Neil Rackham’s book is developed from 35,000 sales calls “used by top sales forces” across the U.S., according to its cover. EBA columnist Mel Schlesinger recommends it as something to not only read, but refer back to throughout your career.

[Published: McGraw-Hill; 1st edition, May 1, 1988]


4. Leading So People Will Follow

This book “explores the six leadership characteristics that inspire followers to fully support their leaders,” according to the author — Erika Anderson. Chad Schneider, broker market director at Aflac, says he was inspired by its content.

[Published: Jossey-Bass; 1 edition, October 16, 2012]


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5. The Affordable Care Act regulations, proposed regulations and changes

Michael Lujan, chief sales officer of LimelightHealth, says with a chuckle that all he has time to read this summer is ACA updates. “Agents are inundated with memos, legislative updates and pending regulations,” he says, noting that he’ll be catching up on this reading throughout the next few months and other brokers and agents should too.

[Photo: Fotolia]