Going beyond MTV to compelling communication. (Column)

National Underwriter Life & Health-Financial Services Edition, February, 1995 by Leeds, Dorothy

Good communication skills are vital to insurance industry personnel. There are three steps involved in becoming a better communicator, grasping every opportunity to speak in public, consciously using communication skills in every situation and making sure that what is said is never boring. These are the principles of power speaking. Fear of public speaking is common, but it can be overcome through practice.

Every time you open your month to speak, you have two choices. You can make a statement or ask a question. The ideal communicator finds the perfect balance between these two choices. Bob Facazio, vice president at AT&T says, "Increase your questions by 10 percent and you increase your sales and productivity by 20 percent. And that's conservative." Once you ask the...