21. Take chances.
22. Own your mistakes. The client will appreciate it (and likely be more understanding).
23. Learn from your mistakes, too.
24. Read important studies about benefits from sources such as LIMRA or Eastbridge Consulting Group.
25. Consider having Monday morning meetings with associates. “Nothing gets the week off to a great start like putting heads together with your associates, reviewing issues, asking for advice on big opportunities and bringing everyone up to date on activity plans.” —Benefits Selling Columnist Marty Traynor
26. Speak with carriers and your peers about PPACA.
27. Know your worth.
28. Be your own biggest fan and biggest critic.
29. Study and read as much as you can.
30. Jump in the deep end. “When something is missing or needs to change in your business, find a way to get it in place. Rather than tiptoeing into the water and trying to get there incrementally, just jump right in.” —Kevin Trokey, Partner & Coach, Q4intelligence, St. Louis
31. Write a letter to your client just to tell them you’re thinking about them and are available for help and advice.
32. Deal with it. Change is inevitable. It’s how we deal with change that’s important.
33. Know your own right answer. “If a prospect voices an objection (or a concern) regarding a sale, your right answer might be to show him how to resolve it. But another right answer is to ask ‘What would you need to see in order for this concern to be resolved to your satisfaction?’ And yet another right answer might be ‘Is this a show stopper?’ Sometimes what sounds like an objection is actually just a conversation. —S. Anthony Iannarino, managing director of B2B Sales Coach, Columbus, Ohio
34. Send thank you cards (not an email, but an actual card. In the mail. Yes, they still exist.)
35. Partner with a carrier (or two, or three or four).
36. Keep your word. If you say you’re going to do something, do it.
37. Check your dates. “Do you have customers with non-calendar year plans? Their deadline to comply with the ‘pay or play’ rules may or may not be Jan. 1, 2014. Complex transition rules exist for non-calendar year plans — make sure your clients know which dates apply to them.” —Joshua Sutin, Cox Smith, San Antonio
38. Know how to implement a wellness program. Numerous studies find employers want help with it.
39. Go mobile.
40. Write down productive habits you’d like to adopt. Then start acting as if these were already deeply ingrained habits right now.
Editor's note: Check back Wednesday-Friday to read parts 3-5.
Also read: 101 sales and marketing ideas, part 1