Mark Twain said, “It ain't what you don't know that gets youinto trouble. It's what you know for sure that just ain't so.” Thisapplies even more to a body of knowledge that changes rapidly. Inthe voluntary business, the wisdom generally accepted 10 years agonow has become the myths that limit our ability to take fulladvantage of the voluntary opportunity.

One key to success is the ability to adapt. And that meansstaying abreast of change, dropping old (but no longer true)beliefs and embracing new realities. Consider the followingstatements, still repeated on occasion by brokers.

These products appeal primarily to blue-collar workers. Thismight have been true at once, but that time is gone. Today, 43percent of blue-collar employees own at least one voluntaryproduct. But catching up to them, 31 percent of professional andmanagerial employees own at least one voluntary product.

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