64. Continue to build relationships. Don't lose contact during the year. Don't only reach out during enrollment time.

65. Contribute to LinkedIn discussions on worthy sites where your colleagues might be.

(photo credit: anankkml)

66. Generation tip: For members of Generation Y, be prepared to use just about every kind of electronic communications tools they have, including social media, texting, instant messaging and email. Millennials place weight in online comments and messages boards, too.

67. Know your return on investment.

68. Have any negative people in your life? Get rid of them.

69. Are you the negative person in your life? Grow out of it.

70. Once the next question has been asked and answered to the point that you've identified an opportunity, don't stop asking the next question, and never stop asking it of your customers. 

(photo credit: graur codrin)

71. Invite a client (or two) to dinner.

72. Talk about voluntary products. A lot.

73. Send out cards to clients for holidays that are unexpected (like Thanksgiving or Labor Day).

74. Learn about medical tourism.

75. Always remember the customer is always right.

(photo credit: -Marcus-)

76. Know your products.

77. Know your competition.

78. 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.

79. Spend your time listening to the clients, instead of working on your pitch.

80. Recognize the value you bring to clients and employers.

(photo credit: renjith krishnan)

Read part one, part two and part three

[Editor's note: Check back Friday for part five.]