Mister Nason makes a great point – in selling and in the rest of our life, – our biggest enemy is ourselves! I have found the best way to overcome this issue is to set aside all thoughts of ‘what’s in it for me’ and ‘focus on the client’ Always doing what is in their best interest is not only good for the client, it brings amazing results for the insurance agent or financial planner. The advisor can sleep at night, and have his revenue grow at the same time.

Katherine Vessenes, JD, CFP, RFC Vessenes is one of America's leading compliance authorities.