21. Generation tip: Matures prefer a more personal approach to communication with their benefits providers and in plan communications. Matures are less comfortable with electronic and mobile forms of communication and as well as interactions they view as impersonal.
22. Forget best practices. Think next practices.
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23. Embrace voluntary products. Here are seven to watch this year.
24. Become an expert on Medicare.
25. Choose your partners wisely. We all can benefit when we partner with the right carrier, the right technology company, enrollment firm or broker.
(Photo: Irene Olsen works in Milford, Conn. Olsen 95 works 20 hours a week at the Milford Senior Center to pay for rising taxes and utilities. Associated press/ Douglas Healey)
26. Attend conferences.
27. Have an enrollment strategy and a re-enrollment plan. Rushing through a situation without properly planning for the proper set up, the meetings, the first, second, and third-year product mix, the effective communication with the employer and everything that's necessary for a successful enrollment will spell disaster for your clients and you. They will be soured on the concept of worksite and you might have a negative balance sheet.
28. Don't be afraid to walk. If a deal is not a win for everyone involved, it's better just to walk away.
29. Be a great communicator.
30. Show your appreciation for people that help you.
(photo credit: KROMKRATHOG)
31. Don't be afraid to help and accept help from others.
32. Be an HR liaison.
33. Generation tip: Mix communication methods with baby boomers. While they like person-to-person communications, they'll also want details to arm themselves to make a decision. Boomers will take part in webinars, watch videos and use the Internet, too, but agents and brokers should be prepared to answer questions.
34. Create a LinkedIn account. And a Facebook account. And a Twitter account.
35. Teach a class.
(Photo: Nancy Seagraves, 61, works at her computer at an AARP Foundation office in Columbus, Ohio. Associated Press/Kantele Franko)
36. Attend a class.
37. Be loyal.
38. Don't interrupt.
39. Ask for referrals. This one action tells the client that you believe in your product and you would be proud to offer it to their friends and relatives. Referrals also validate the sale for the consumer (especially when they are willing to tell someone else about their purchase decision).
40. Adopt the old business principle: The customer comes first.
(photo credit: sixninepixels)
Read part one
[Editor's note: Check back Wednesday-Friday to read parts 3-5.]
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