Opportunity knocks. Change brings new opportunities. For example, because of the new regulatory environment and changes for health insurance brokers, we've been able to work with these brokers in a variety of new ways. Of course we've continued to introduce new voluntary products but also by introducing a new product to layer over major medical coverage, these brokers have saved their client's money and even increased their own income.

Hedge your bets. Carrier loyalty is important but we can't put all our eggs in one carrier basket. Carriers change and frequently are only as good as the carrier rep and the people you work with. As brokers, we need to insulate ourselves from these changes by building strong relationships with more than one carrier.

Pick and roll. That said, there isn't enough time in the day to have relationships with every carrier. So pick the two or three or four who are the best partners for you.

Half-full is better. It's a cliché, but staying optimistic through all the changes is vital to being able to find the new solutions we need to continue to grow our —and our partners'—business. 

Pick better partners. Working with good people usually precipitates good results.

Word. Your word is your worth. If you say you are are going to do something, do it. The two of us go back to the day when business was done with a handshake and a person's word was a contract. Though today we are forced to work with contracts, when one of us shakes your hand and says this is what we are going to do, that is where our duty and obligation begins.