Paul Crow and William Allison

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Location: Little Rock, Ark.

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Company: Crow Allison and Associates

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Deal with it. Change is inevitable. It's how wedeal with change that's important. We've seen our primary carrierpartner bought. And then bought again. Carrier reps come and go,sometimes clients get a new decision maker and want to work withtheir brother. Obviously changes with the new health care law—andeven just everyday regulations—change the industry. It's how weadapt to those changes that determine our success. Being flexibleis so important, especially today.

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Opportunity knocks. Change brings newopportunities. For example, because of the new regulatoryenvironment and changes for health insurance brokers, we've beenable to work with these brokers in a variety of new ways. Of coursewe've continued to introduce new voluntary products but also byintroducing a new product to layer over major medical coverage,these brokers have saved their client's money and even increasedtheir own income.

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Hedge your bets. Carrier loyalty is importantbut we can't put all our eggs in one carrier basket. Carrierschange and frequently are only as good as the carrier rep and thepeople you work with. As brokers, we need to insulate ourselvesfrom these changes by building strong relationships with more thanone carrier.

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Pick and roll. That said, there isn't enoughtime in the day to have relationships with every carrier. So pickthe two or three or four who are the best partners for you.

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Half-full is better. It's a cliché,but staying optimistic through all the changes is vital to beingable to find the new solutions we need to continue to grow our —andour partners'—business. 

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Pick better partners. Working with good peopleusually precipitates good results.

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Word. Your word is your worth. If yousay you are are going to do something, do it. The two of us go backto the day when business was done with a handshake and a person'sword was a contract. Though today we are forced to work withcontracts, when one of us shakes your hand and says this is what weare going to do, that is where our duty and obligation begins.

 

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