A broker asked me not too long ago how I would select a voluntary carrier.

Defining what we expect the future benefits landscape to be, figuring out where we fit in that landscape and managing the associated change is basic to staying ahead of the competition.

In his book Tell to Win: Connect, Persuade, and Triumph with the Hidden Power of Story, Peter Guber writes about how motivating people to act in the way we want often depends on our ability to touch a chord through a story that illustrates our message.

Forty-five years ago, I began working in the insurance business.

The beginning of a new year is a great time to prepare.

I recently faced an insight I didn't want to. The brutal truth came to me: I may have more ex-customers than I have customers.

The inspiration for this article is totally personaland is reflected in the title.

I recently faced an insight I didn't want to. The brutal truth came to me: I may have more ex-customers than I have customers. But I defy anyone who's been in the voluntary business for 30 years, as I have, to deny it.