As insurance professionals, it’s easy to get caught up in the day-to-day. We tend to focus on the outcomes for which we will be measured—from loss ratios to closing ratios and regulatory compliance—instead of emphasizing the activities that may lead to greater leadership, fulfillment and achievement. By its very nature, insurance is analytical. In the midst of all the “i” …

Success is something everyone wants but only a few achieve. However, it doesn’t have to be that way. No matter where you are in your career, from job seeking to having held the same position for an extended period, there are principles you can apply to ensure your success. Below are seven sure-fire success principles you can start using right …

The difference between entrepreneurs who fail and entrepreneurs who wildly succeed can be summed up by their appetite for one, five-syllable adjective: UNCOMFORTABLE.  Let me tell you a story to illustrate this point. When I was 24 years old, I agreed to accompany a broker on a sales call with an important prospect. We introduced ourselves and gave him our …

If you’ve been in business any length of time, chances are you’ve “bonked”—a phenomenon that happens to marathoners around mile 20 otherwise known as “hitting the wall.” Succeeding in business is much like running a marathon: The start is exciting, with the thrill of anticipation swelling as you toe the starting line. You know where you want to go, and …

One-shot wonders in business are not unlike one-hit wonders on the Billboard charts. Basically, a person starts out with a bang, but is never able to replicate that level of success again. As Andy Warhol once said, “In the future, everybody will be world famous for 15 minutes.” Are you guilty of putting one-shot wonder effort into your insurance career? …

You successfully secured an appointment, made the case for disability insurance, overcame the price objections and submitted the application. Now all that’s left to do is sit back and wait for the commission, right? Unfortunately, many agents find that submitting the application is the first in a series of grueling underwriting steps that end with long and confusing client conversations …

Throughout the nation, there is a silent career killer lurking around the offices of insurance professionals. This killer sucks the life out of goals and aspirations, rendering its victims ineffective. It’s a silent killer, because like cancer, many people who have the condition don’t even realize it exists. What is this formidable enemy? I call it professional attention deficit disorder. …

Feel like you’re simply rearranging the deck chairs on the Titanic? If your career is tanking and you don’t know what to do about it, take heart. There are simple and concrete steps you can take to not only keep your career afloat but also turn it around. Read on, and find out what to do. 1. Identify your “personal …

Thinking about starting your own business? Beware! Below are 10 signs that you just may not be cut out to be an entrepreneur. 10. You can’t stand the heat. Before you jump into self-employment, make sure you’re very comfortable being uncomfortable. Every day, you’ll need to try something new for the first time. You have to be ready to put …

If you’ve shied away from selling disability income, now is a good time to reconsider. Marketplace trends point towards new and improved opportunities to make disability income sales a steady and lucrative source of income for the savvy producer. And, developments within the DI industry are resulting in better support than ever for garnering these sales. Sales to Boomers Are …