Slideshow Summer 2013 reading list for brokers, agents and advisers

Published
  • July 01 2013, 2:45pm EDT
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1. Building a Culture of Distinction, Activities and Tools to Lead Organizational Change, by Sheila L. Margolis, Ph.D.

Margolis calls this series, which consists of a separate facilitator and participant guide, “A comprehensive, step-by-step, do-it-yourself guide with activities and tools to define, shape and manage your organization’s culture.” A broker could use the facilitator book with an employer client, walking them through the four-phased process for managing change at an organization and detailed activities to defining the unique culture that every workplace has.

2. There is No Place Like Work, by Sheila L. Margolis, Ph.D. and Ava S. Wilensky, Ph.D.

Margolis and Wilensky collaborate on this “step-by-step guide for your job search — to find the right workplace.” A broker in transition might find this helpful for themselves or friends who are looking for a new role in this ever-changing industry.

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3. Hide Your Goat: Strategies to Stay Positive When Negativity Surrounds You, by Steve Gilliland

This book, as described by the author, is for anyone who has ever asked, “Why me?” With the Affordable Care Act seeming to cause most brokers to ask this question quite often this year, it could be helpful perspective to have in your back pocket heading into the fall.

4. Making a Difference: A Matter of Purpose, Passion & Pride, by Steve Gilliland

In another book by Gilliland, the author provides “three manageable means that make it possible for every person to unlock their potential and exert profound influence.” This insight might be helpful for a broker who is transitioning into the advising/consulting role that so many are.

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5. To Sell is Human: The Surprising Truth About Moving Others, by Daniel H. Pink

In this #1 New York Times bestseller, “Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more.” This is suitable for those who are in traditional sales roles or those who are embarking in the business of selling themselves as consultants and advisers.

6. 18 Minutes: Find Your Focus, Master Distraction and Get the Right Things Done, by Peter Bregman

Bregman, who pens weekly Harvard Business Review columns on the same subject, explains how people at any job can cut through the daily clutter to focus on the top priorities in business and personal life.

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7. Not Everyone Gets a Trophy: How to Manage Gen Y, by Bruce Tulgan

As brokers think about adding new and younger producers or account staff into their business, this read will help interpret the generation of American children born between 1978 and 1991. According to the book, “It will debunk dozens of myths, including that young employees have no sense of loyalty, won't do grunt work, won't take direction, want to interact only with computers, and are only about money.”

8. Boring Meetings Suck: Get More Out of Meetings, or Get Out of More Meetings, by Jon Petz

Most benefit brokers are trying to figure out how to distinguish themselves in meetings with clients. In this book, Petz “provides tips and tactics to deliver ‘Get-In, Get-It-Done, or Get-Out’ style meetings” to maximize everyone’s time and frankly, not bore everyone in the meantime.

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9. Start Something That Matters, by Blake Mycoskie (Chief Shoe Giver, TOMS)

In this #1 New York Times bestseller, Mycoskie explains his “revolutionary business model that marries fun, profit, and social good.” Brokers who are looking to get invigorated about the new 2014 landscape may find inspiration in the pages of this book for people “who love to work and work for love.”

10. Me 2.0: 4 Steps to Building Your Future, by Dan Schawbel

This book is perfect for the broker looking to reinvent himself in the digital world. Schawbel lays out the steps for re-defining a personal brand and the tools that you should use to get there including networking tips for both the online and offline worlds.