July-August 2024

It's easy to blame the hot summer months for a slowdown in productivity. Summer can be what you make of it. Continue reading...

Differentiation is difficult to see when looking at product differentiation. At most, we see things like proprietary indexes on indexed products. This is not real differentiation, and it certainly does not drive sales or make any meaningful difference to clients. Continue reading...

While occasional declines are unavoidable, it's particularly difficult when surprises previously unknown to the client happen during the underwriting process. Continue reading...

Many members of today's incoming generation lack the soft skills honed from exposure to person-to-person conversations. Continue reading...

There has been positive changes as the industry has modernized, digitized, and right-sized - leading to better prices, processes, and products to serve our customers. Where the industry hasn't made as many strides is having women and other diverse populations in senior leadership roles. Continue reading...

Women have historically had a harder time establishing themselves as trusted advisors than men, which can slow the process down. But you can get it done if you trust the process of building a sustainable book of business. Continue reading...

With Insuretech, market dynamics, and demographic trends driving rapid change in the once-staid insurance industry, being change-ready is essential in the financial services industry. Continue reading...

Successful advisors understand the importance of developing a unique financial plan based on each client's financial goals. But what happens if a client dies before achieving those goals? Continue reading...