Mark Twain said, “It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.” This applies even more to a body of knowledge that changes rapidly. In the voluntary business, the wisdom generally accepted 10 years ago now has become the myths that limit our ability to take full advantage of the voluntary opportunity.

One key to success is the ability to adapt. And that means staying abreast of change, dropping old (but no longer true) beliefs and embracing new realities. Consider the following statements, still repeated on occasion by brokers.

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