"There is no Insurance University": invest in yourself

In mid-May, I embarked with my husband and business partner, Donovan, on a multi-week journey across the U.S., attending and speaking at some of the most prestigious conferences in the benefits industry. After these kinds of extended trips that aren’t directly sales-related, we’re often asked two questions:

1. Do these types of educational events “pay off,” as they can be both expensive and time-consuming?

2. Why are you sharing the innovative “secrets” and best practices that have made you successful with other advisors? Aren’t you worried they will use those “secrets” too?

When it comes to employee benefits, there is no one universal truth an advisor can learn in an organized curriculum. To quote Donovan, “There is no Insurance University.” This is especially true for advisors who refuse to accept the status quo and fight each day for a better, more affordable health care experience. The only way to learn about these innovative strategies is to educate yourself through conferences and industry events, surround yourself with people who are smarter than you, and actually DO the things you learn.

Fundamentally, employer-sponsored health care can and should be done better. The only “winners” in the traditional model are large insurance carriers and their shareholders. Sharing with other advisors how to design programs that allow employers and employees to win physically and financially is the right thing to do. There is no Insurance University, so the only way to elevate ourselves and the industry is to share our successes and failures in hopes that others will be courageous enough to walk the same path.

Writing this brought back a vivid memory. In 2017, the first month into our business, Donovan told me he wanted to hire an executive business coach and attend two upcoming conferences.

I was speechless.

We had only one client at the time and no employees to help us while we were out. Hiring a coach and attending conferences seemed like expenses that outweighed our generated revenue.

Fast forward six years, and I can confidently say that onedecision to invest in ourselves when it felt absolutely impossible created a ripple effect that allowed us to build a team of incredible individuals and serve hundreds of clients nationwide. My point with all this is don’t think twice; invest in yourself!