The Sign on My Desk

The Sign on My Desk

I have this small glass block on my desk with a message inscribed on the inside. This was given to me many years ago by the former CEO of the Excellus BlueCross BlueShield plans, Howard Berman.  Howard had little tolerance for sales people that used to go on and on...
It’s Actually Quite Simple…

It’s Actually Quite Simple…

Here’s the scenario… You get a lead, or a referral. The prospect wants a solution. You want a client. The company says no (either in their underwriting guide or to an actual application). Everyone’s not happy. But, really, it doesn’t have to...
This is LTC Planning Month

This is LTC Planning Month

Yes, I know that November is LTC Awareness month……for consumers. However, for me, and I’m sure for many of you, this is LTC Planning Month. We are planning on how to end 2016 on a high note and, we are also looking forward to what we want to...
My Election Prediction

My Election Prediction

We can all agree that it’s been an interesting year in presidential politics. Here’s what not only what I predict, but what I guarantee. Yes, I guarantee these outcomes. People will vote. Some states will be red. Some will be blue. And the purple ones will...
I LOVE SUMMER!!

I LOVE SUMMER!!

Great weather, more daylight, fun outdoor activities with family and friends, a little golf when I can, and (although some might think I shouldn’t), wearing shorts and tee shirts. And  – do you know what else I like??? The year is now half over.  YET we still...