I’ve long admired a particular superpower among top producers: the ability to explain life insurance “guarantees” in a way that’s both accurate and helpful. It’s not easy, especially given the emotion behind the word. Fortunately, Zeldis Research Associates recently did a study to better understand what consumers actually want when it comes to life insurance guarantees. The findings surpised me. The study found that when adequately explained, 9 out of 10 consumers intervie

When I told a favorite client I was leaving John Hancock after 21 years, he had a surprising reply: "You're about to find out who your real friends are." Little did he know the topic of friendship, specifically friendship at work, was a recent focus of mine. In my final days at the office I had come to an unexpected realization: of all the great benefits I received from my employer, the best was something I scarcely ever thought about – the opportunity to practice being a fri