We deliver IMPACT


...the key to the training was Paul himself. He has a unique style which connected with our Associates. The training was very interactive and Paul’s humor and knowledge came through. Paul’s experience and industry knowledge was relevant, much more than a professional trainer who may be competent as a trainer, but with no unique knowledge of the subject matter...
Insurance Carrier Claim Leader


Customized Workshops


Deal Making is critical for all who can influence others: Underwriters, Claims & Loss Control Professionals, Marketing or Brokers.

These instructor led workshops allow students to practice, receive feedback and apply what they have learned to real work.  All with lots of coaching!

Our Books


 We have a number of titles used to supplement our workshops or as stand alone references for those who want a deeper analysis of the material.

See the list below for a description of three of these

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Online Self Assessments


Great tools for self discovery on how we communicate with and influence others.  Each is made available through a web based questionnaire which in turn generates a report.  Participants receive extensive feedback and recommendations for enhancing interactions with others.

Underwriters Guide to Successful Deal Making


This book is for both new hires and seasoned professionals as a refresher to our workshops or as stand alone reference.  The focus is on Selling New Business and Renewals throughout the business cycles

Impasse and Dealing with Difficult Claimants


An examination of factors that make someone difficult to deal with and techniques to keep negotiations open and productive.  This book was requested by my students who wanted a more extensive and portable treatment of the concepts covered in our classes

Selling Through Cycles in Excess & Surplus Market


In this study of Deal Making we have included additional insights  about changing market cycles, communication styles, and specific treatments for the relationships among Retailer, Wholesaler and Underwriter for both New and Renewal business