Be a Partner.

• Complexity is at an all-time high. The need for a strong partner is critical to help companies manage cost, administration and regulatory changes. It's important for organizations to understand the expertise and bench strength their brokers can provide.

Stay focused on the Client.

• Success is about helping clients achieve their goals not ours. We need to understand clients' challenges and find ways to simplify information they see daily. Turn clients into brand advocates by providing exceptional service.

Success Stories.

• Demonstrated success is the best way to sell. Show examples of how you've helped other companies reduce cost and liability.

Lead, don't Manage.

• Set the example with your own actions. Don't take all the credit for wins or blame others for losses. Build a team of high performers and empower them.

Plan your week.

Plan your week.

• By Monday morning you should have your workweek planned out. If you don't, you'll let others control your schedule and become reactive. Block time for client service, new business, centers of influence, industry reading and professional development.

Love to compete.

• This is a highly competitive business. Put in the time and be the most prepared to win consistently. Spend the time improving your brand and skills.