Choose integrity over the sale.

You will get rewarded later. Be honest and ethical in everything you do—even when it comes to the things no one will ever know about. You know. And when you choose to do the right thing, you will get rewarded.

Go the extra mile.

It makes a difference. Little things matter. A quick phone call or a note to a client goes a long way.

Make your word count.

Don't over-promise anything. Ever. Finish what you start and always follow through. Do what you say you're going to do. Period.

Clients are a gift.

Treat them that way. Listen to what they need. Don't be so quick to push your favorite plan on them.

Be a problem solver.

All day, every day. Do something; do anything. Just move forward.

Be proactive, not reactive.

Deal with the issues before the issue deals with you. Remember, empathy goes a long way. Simply letting the client know you understand their difficulty means a lot.

Answer the questions before they ask.

Give your clients enough information so make an educated decision. All of the emails and phone calls back and forth can be eliminated by just thinking about a few questions they may have for you.

Challenge yourself.

Be persistent. Be confident but not arrogant.

Service is always more important than the sale.

Always. Don't be afraid to get down in the trenches with your clients. Sometimes they need us to get a little dirty with them.

Education is key.

With the rate our insurance world is changing these days, you absolutely must keep yourself educated. Stay educated and learn to adapt. The insurance world is changing… whether you like it or not.

Sometimes people just need a little insurance 101.

Be patient. Slow down. Use terms that your client will understand. Insurance is hard. Make it simple for them.

Do what you're good at.

Find your strengths and use them to your advantage. Be aware of your weaknesses and understand that it's OK if you're not the expert at everything. Maybe your specialty isn't LTC plans. It's OK. Bring in a trusted LTC advisor and share the business. You build trust with your client and you expand your market reach. Everyone wins.

Mentor others coming in behind you.

There is room in our industry for everyone. Be willing to share your knowledge and help someone out. Remember, you were there once yourself. Serve your industry association. Give back to the industry that has given you so much.

Find the good in everything.

There has got to be something good in the situation. Find it and focus on it.