Taylor Y. Lindsey, partner, Employee Benefit Consultants, Inc.

Related: The life of a broker

Go as a team

If you want to go fast, go alone. If you want to go far, go as a team.

Gary Becker, CEO, ScriptSourcing

Teamwork

Success takes a team; failure requires only one.

Don Levit, co-founder, National Prosperity and Health

Be open and trust others

Working together can take you much farther than doing it alone. A leader must be open to new ideas and has the responsibility to innovate and find the best solutions for the clients. Be open and trust others, but verify before committing.

Suzy K Johnson, president and owner, Employee Benefit Advisors of the Carolinas

Set deliverable expectations

Always provide clients with a date by which I will respond, whether on the phone or in an email (and regardless of whether the response is “an hour, a day or a few days”). I do my best to set deliverable expectations with everyone.

Those we work with notice the difference. They appreciate it and let others know, which strengthens our reputation as a high-touch/follow-through organization. We play in an uber-competitive health care space, so service, attention, and response is more than half the battle.

Keith Lemer, CEO, WellNet Healthcare Plan

Always do to the right thing

Always do the right thing, even though it is not always the easiest. Having respect for yourself and your customer pays off.

Tina Willenborg, AVP business development, Employer Benefit Underwriters

Find your 'why'

It's all about the people and the difference you can make in one client at a time. Be creative, be bold and find your “why”—it's what will give you endless energy and a passion for life!

Mark Gaunya, principal, Borislow Insurance

Give everyone the benefit of the doubt

Sometimes, the most demanding customer can become your most loyal customer, so give everyone the benefit of the doubt when they are having a bad day. They may become your beacon of light when you are having a bad day.

Eileen Pabon, Account Executive, Marsh & McLennan Agency

Make it 'human'

Listen twice as much as you talk. Remember that for all the wisdom, knowledge and ideas you possess, it's important to make it “human.” That's who you're speaking to.

David Mordo, Director of compliance and broker education, Arthur J. Gallagher & Co.

Kindness wins

You can be aggressive and competitive, but you can also be kind while you do it. Polite and nice really do win in the end!

Constance Morrison, president and CEO, Home Health Care Management

Take care of the client

The power of the referral. When clients feel like you care about them, they will be more than willing to refer people to you. I tell our new advisors to never focus on the money, because as long as you take care of the client, they will take care of you. Our clients have been our biggest source of new clients. They are the cheapest, most effective method of getting new business.Felipe Barganier, CEO and president, GAB International LLC

Maintain consistency

A real leader serves and finds ways to maintain consistency in the face of constant change.

CM Bazik, national editor, FCSLA

Stick to your niche

That as a boutique firm, we can compete and thrive against the big, national consultancies. Moreover, I've been surprised by how well our value prop transcends group size and scope. We work just as well with small not-for-profits as we do with large, NYSE-listed companies. Sticking to our niche focuses—disability, life, leave, voluntary—and providing unparalleled levels of expertise has allowed us to be nimble, introducing creative product, process and service solutions that are often neglected or overlooked by traditional brokers. As our tagline suggests, “There are Savings in Specialization.”

We have numerous cases in which clients peeled the employer-paid ancillary and voluntary benefits components away from one of the large “alpha house” firms, only to later move away from that incumbent consultancy, while keeping us in place.Kevin Kennedy, Benefits consultant, Tribe Insurance Build trust

In my career, I have learned that relationship building is the most valuable strategy for gaining and retaining clients. The key to my relationships is the trust my clients have that our company knows the business, and that we bring substance and value for them and their employees. In addition, the clients believe the team behind me is competent, responsive, knowledgeable and stable.

Lydia M. Rivera, senior vice president, employee benefits, EPIC

Great students make the best teachers

Make sure you are always a student of the industry. The most successful industry leaders are committed to continuous learning and evolution. Surround yourself with thought leaders who want to disrupt the status quo.

Employers no longer want a broker, they need an advisor who will ensure their health care strategy is aligned with their business strategy. Help clients understand what industry variables are within their control and how they can actually win in the health care industry for their business and employees. As Gretzky said, focus on where the puck is going, not where it is today. We can define where the “puck” is going as teaching our clients to embrace disruptive innovation that will lead to a truly high performing health care strategy.

Reed Smith, SVP, practice leader, benefits, CoBiz Insurance

People skills

“How to Win Friends & Influence People” is still a guidebook, as are many other classes, books and coaching sessions from mentors. It's lifelong learning—for those who know me, don't judge me, because I know I've fallen short many times. It's a journey to develop those people skills.

Reid Rasmussen, co-founder and CEO, freshbenies

Never take anything for granted

Never take anything for granted. As an immigrant from India, settling in the South and being challenged by a male dominated industry certainly transformed me into a fearless competitor. Careers do not come with instructions, but neither do successes and failures. It's crucial to continue to strive to learn without relying on any one skill and love what you do without losing perspective. To quote Jay Danzie: “Your smile is your logo, your personality is your business card, how you leave others feeling after an experience with you becomes your trademark.”

Rina Tikia, FLMI, Tikia Consulting Group

Diversify!

Diversify and work in niche markets!

Wayne Sakamoto, president, Health Insurance Interactive, Inc.

Be flexible

Whether I'm teaching a group fitness class or supervising my staff, I've evolved to a more flexible approach. I listen more, talk less and ask questions. To sift through people's assumptions, opinions and biases, I must inquire without passing judgement. When I see someone doing a task differently than I suggested, I ask why. The answers have amazed and educated me.

Grace DeSimone, national group fitness director, on-site services, Optum