One of my favorite movies is “Love Actually.” Yep. The ultimate chick flick is one of my favorites. I justify it by citing the coarse language and adult situations.

One of the movie's story lines follows Mark, who is in love with his best friend's new wife, Juliet. He knows it's a complete waste of time, but he can't let it go and it torments him daily. He finally decides he must go to her and address the issue head on.

He tells her exactly how he feels, knowing the situation isn't going to change. It's beyond his control, but it gives him the closure he needs to move on and maintain the friendship.

Walking away from the encounter, he says to himself, “Enough…Enough now.”

As I talk to industry professionals across the country, it's not unusual to find people with their index fingers stuck in their ears, rocking back and forth, whispering through their tears, “This isn't happening, this isn't happening…”

On online forums, people predict the end of the industry. Prognosticators pronounce 100,000 brokers/agents will be out of business after 2014 rolls around. The anger is palpable.

It stinks. It's out of our control, and it torments us. We're frustrated and we need to get it off our chest. I get it. But we've done that. A lot.

So enough now.

The No. 1 rule in selling is to discover your prospect's problem and show them how you can solve it. “Opportunity, party of one, your PPACA is available.”

Has there ever been a time in our industry when our prospects' needs were as obvious as they are right now? There are serious consequences to PPACA non-compliance, employers don't even know how to comply, and the question of controlling costs still hasn't been answered.

How will your present and future clients—yes, I said future—find their way through that maze if you're not there to guide them? And if you're not there, what reason will you give them? Will you say, “I gave up?”

You, who started with a contact list that consisted of your mom and your Aunt Rose and built that into a successful business. You, who have seen HIPAA, ERISA, COBRA and a host of other legislation that was supposed to be the ruination of the industry.

You may very well go out of business in the next 24 months, but it won't be the fault of Obama, Pelosi, Reid or even Roberts. Only you can decide whether you stay in business. But staying in business will mean learning, adapting, changing.

It won't be comfortable, but that's not the question. It won't be convenient, but that's not the question.

The only question to ask yourself is, “Am I capable of learning, adapting, changing?” Sign up for that upcoming PPACA webinar or class. Do it because your clients are counting on you.

PPACA has changed the game. Like it or not, reformation is upon us. You can choose to make your statement boldly on the front door, or you can choose to run around shouting doom and gloom.

Instant Insights /

Are you Martin Luther or Chicken Little?

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