The following “math” equations will determine if your clients’ life insurance policies will end up in a death benefit, in a lapse, and/or in a court of law.

Who would have thought that this once popular soap opera title, would actually become our lives? Well, it has, and the life insurance industry has been "turning" as well. To wit...

In my 26 years in the life insurance business, I have not participated in “tactics” designed to accelerate the policy acquisition (a nice way of saying “sales”) process. I would be surprised to learn that anyone asked to speak with me about insurance planning, has felt even a little pressure to acquire (buy) a life, long term care, disability or annuity policy. The streak ends...

I apologize for the unusual length of today’s Tidbits. The life, disability and long term care insurance industry is changing too quickly and too dramatically, to limit this a sound bite. In fact, by the time you read this, it will have changed again. Through these unimaginable circumstances and in the most unpredictable way possible, this period may...

Coronavirus has turned our lives upside down and now another concern on top of everything else, life insurance. The stock market's reaction to the Coronavirus, will pummel and in some cases, destroy certain non-guaranteed policies, leaving them worth less or worthless. Millions, tens of millions, hundreds of millions of your client's...

Create systems and processes that are scalable and that support our ability to perform with consistency. Strong and clear processes are the foundation of our effectiveness.

While we effort is important, our clients expect results. Follow-up on everything and take responsibility to ensure that tasks get completed. Set high goals, use measurements to track your progress, and hold yourself accountable for achieving those results.

Respond to questions and concerns quickly, whether it’s in person, on the phone, or by e-mail. This includes simply acknowledging that we got the question and we’re “on it,” as well as keeping those involved continuously updated on the status of outstanding issues.

Be a lifelong learner. Take advantage of every opportunity to gain more knowledge, to increase your skills, and to become a greater subject matter expert. Regularly re-evaluate every aspect of your work to find ways to improve. “Because we’ve always done it that way” is not a reason to continue doing it. Don’t be satisfied with the status quo.

Demonstrate a passion for excel-lence and take pride in the quality of everything you touch and everything you do. Have a healthy disdain for mediocrity. Good is not good enough. Always ask yourself, “Is this my best work? Can I make it better?”