BardAndrew Bard is a senior health care entrepreneur with U.S. and international experience in operations and business development, first dollar insurance and reinsurance. He has been vice president for HCC Insurance Holdings Inc. since 2008.

Your customer is always right. Choose your clients wisely. I don’t recommend taking on every client who wants to work with you. Learn to walk. Know your limitations and know what you’re willing to provide. If you don’t set the expectations up front and agree to them, at some point you’ll disappoint your client.

Knowledge is key. Know your products. Know your competition. If you stumble or waiver on a question regarding the benefits of the product you’re selling, you’ll raise doubt with your client. If you don’t know the answer to a specific question, don’t fake it. Simply tell the client you need to research it and get back to them on the answer. They will appreciate your attention to detail. Then ALWAYS remember to get back to them.

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