We all know what TGIF means—it's the end of a work week, we're ready for a break, and it's time to relax and enjoy the weekend.

Of course, weekends are most enjoyable if there's been a good week preceding it, and a good week in selling benefits depends on getting off to a good start, having a good Monday.  Let's consider how to get off to a good start.

First, my Monday starts over the weekend. On Friday afternoon I pack my briefcase with three types of material. First, any reading I might want to do at home is tossed into the bag. This can be studies from LIMRA or Eastbridge, the most recent issue of Benefits Selling, competitor data—anything I plan to read goes home with me, to be reviewed during football games (not to neglect football, but have you ever noticed how few minutes in a game are actually devoted to playing football?

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