As advisors, our job is to evaluate our client’s situation and make customized recommendations about health insurance and other types of coverage. Unfortunately, some agents are guilty of telling clients what they want to hear rather than what they need to hear; instead of recommending cost-saving solutions that are outside the client’s comfort zone, some advisors adopt a “don’t rock the boat” strategy, narrowing their plan recommendations to those that satisfy their client’s wants but not necessarily their needs.

Life is full of risks, and as insurance agents, we help our clients reduce their exposure to some of these risks by selling them products that will indemnify them if they have a covered loss. However, as we all know, most insurance policies—and this is certainly true when talking about health insurance—do not provide total protection, and it’s impossible to insure everything.

A lot of independent agents work in a silo. They communicate with their clients and prospects but rarely interact with other brokers. And that’s a shame. Not only is there a lot to learn by getting to know your peers, but it could also help you get more leads and sell more business.