Do: Shut up and let the client talk. Do: Be an advisor. People who don't work in the insurance industry know little or nothing about coverage and policies. They want an agent who can provide counsel, and in many cases, just tell them what to do. Don't: Assume you know how the client/prospect wants t...

Dealing with incompetence. This can be anyone from a carrier CSR or billing rep to a lender or financial institution. There is incompetence everywhere and I deal with it on a daily basis. This is why I tell all of my clients to call me first regarding any issue they might have (claims, billing, etc....