Daniel LaBroad, president Ovation Health & LifeServices Inc., Dallas

1. I never spreadsheet — never have, never will. Clients want asolution, not 30 pages of numbers. I bring them a comprehensiveplan, only after listening to their wants and needs. I can alwaysgo back to the drawing board, or make some tweaks, but I am theexpert guiding them.
2. Let the carriers do their jobs. Whether it be enrollmentassistance, a problem or a billing issue, I let the carrier beinvolved or fix it. That’s what they get paid for.
3. Be sure the services you provide to your clients are directlyproportional to the amount of money you get paid. If it isnot, add more services, or reduce your commission.
4. Brand yourself. Build your name, reputation and image,and be consistent. It is what will fuel your growth.
5. Decide on your target market, and stay with it....whether it beindustry specific, or case size.
6. Times are changing, for good and bad. Change your businessmodel. You cannot keep doing what you have always done. Youwill die out in the future.
7. Remember your audience at enrollments. Don’t wear suit andcufflinks when enrolling employees working in a factory for$10/hour. Be sensitive to their demographic and financialsituations.
8. Be honest. Be on time. Pay attention. Always.
9. When you make a mistake, accept responsibility and fix it, evenif it costs you money.
10. Family comes first.