Being authentic is probably the most important thing you can do in this business. I believe the ball starts to roll when your customers, friends, relationships, and community truly believe that you care and that you understand them. Once you get the flywheel of referrals going, that’s when the business becomes a lot of fun. It’s important take the time and effort to connect and prove yourself as authentic and caring.

Clearly the insurance industry is ripe for some major changes. If you look back over the last five to seven years, there has been an InsurTech and Fintech explosion. Here’s how Brokers International is helping professionals navigate that landscape.

I think one of the weakest links in the sales process for most agents is follow-up. As a salesperson, we make assumptions about our customers and act on those assumptions without asking people what they need or want. But if you don’t call your customers, someone else will.

After five years at Brokers International, what have I come to appreciate the most? The people, the programs, our business model … I could go on and on! In fact, I do!

Here’s a taste of what my interview with Terry covered: “Frankly, a lot of data is dirty. Everybody thinks data is the solution and the nirvana and therefore they can drop basic best practices of really doing advertising correctly. It’s really stimulated short-term-itis for many companies. Data is an important variable not the only variable.”

In the FinTech and InsureTech innovation space, how do you regulate innovation? Will there be debates on what insurance is in the future? What it is and who regulates it may actually be a policy debate in the future.

I recently had an interesting conversation with my former colleague Mike Kalen, CEO of Covr Financial Technologies. Mike is a frequent speaker on InsurTech and FinTech innovation and has extensive experience as a leader in the insurance and financial services industry.

A mentor is a helping hand, offering quality advice that’s honest and constructive. In other words, they share knowledge and provide a perspective you may not have, and can be a powerful and trustworthy resource.

A study found that 66% of the millennials surveyed are more confident using savings accounts than workplace retirement plans, tax-advantaged plans, or real estate.

I recently enjoyed the opportunity to sit down with Managing Director Alex Weil, of SenaHill, a merchant and investment bank connecting the dots between global financial institutions and financial technology entrepreneurs, to discuss FinTech innovation and the impact of changes in our industry.

I was delighted to sit down with Sheryl Moore, president and CEO of Moore Market Intelligence and Wink, Inc. Annuities and Life Insurance Consulting. Sheryl and her team have a superior reputation and their competitive intelligence tools are essential for the insurance industry.

I sat down with George Chambers, Lee Barlas and Ryan McCarty, principals of Megastar Advisors — a leading FMO providing marketing, training and support to advisors — to discuss the state of our industry, including recent advances in technology and the essential supports advisors need.