Practice Your Role; Perfect Your Pitch

Professionals and performers rehearse. They prepare themselves to do their very best work when it matters most. In insurance sales and marketing, it’s easy to pretend you’re too busy to train and to role-play your most important conversations, creating a state of...

Medicare’s Wellness Visit Not a ‘Physical’

Many beneficiaries are being tripped up by Medicare’s confusing coverage rules. Federal law prohibits the health care program from paying for annual physicals, and patients who get them may be on the hook for the entire amount. Beneficiaries pay nothing for an “annual...

What’s Greater Than Experience?

There are some jobs – and many assignments – where experience matters a great deal, because experience outweighs almost any other factor. But most of the time, experience shouldn’t be weighted as heavily as your attitude, your skills, your character, your work ethic,...

Busy is Not a Badge of Honor

There’s a difference between busy work and meaningful work. As Thomas Edison put it, “Seeming to do is not doing.” You need to check in with yourself and see which one you’re giving your time to. Busy is not a badge of honor; it leads to greatness only if you’re...

The Benefits of Whole Life

More often than not, clients and policyholders say they already have life insurance covered through work. Americans hold at least eight jobs, on average, during their lifetime, and their work-provided term life insurance will most likely terminates when they leave. So...

Why Your Desk Job is So Exhausting

This is one of the great mysteries of life: how can we spend all day typing at a computer – sitting down – and go home feeling exhausted? How could merely activating the small muscles of our fingers leave us craving the couch at the end of the day? Scientists have...