Amy Lane Carst

Most industries change over time, but the insurance and financial services industries change every day. While it is imperative that brokers and advisers perform their due diligence prior to entering these sectors, it is even more important that they keep up with the ever-changing trends, rules, regulations and laws. Understanding and adapting to these changes is important not only for our clients, but also for protecting ourselves. This is an industry where making a small mistake or oversight, or not fully understanding something, can cost our clients thousands of dollars.

The hardest part of starting any business is getting clients. Whether you own a restaurant, are an attorney, an author, or an insurance broker, clients are your most valuable asset. The energy required to develop a client base at the start can seem overwhelming. However, if you treat each new client like the very first, your time spent prospecting will decrease as your business grows. It is better to have 50 clients who each feel like they are your one and only than it is to have 100 clients who think you're mediocre. Those clients will eventually go elsewhere, lured away by even the smallest dangling carrot.

Choose the right format and set realistic goals to make the effort pay off.

We all have inherent strengths and weaknesses. This is true in every aspect of life, and is often most obvious when it comes to our careers. The biggest problem with weaknesses at work is that we are hardwired to try and overcome them, and this isn't always the best thing to do. Some weaknesses can and should be addressed and worked on. For example, if you are rarely on time for appointments, success in any field will most likely be difficult. This isn't an inherent weakness. You don't need to 'go against the grain' of who you are as a person to overcome chronic lateness.

As I am writing this, my two-year-old is smacking my leg, trying to crawl onto my lap and attempting to commandeer the keyboard. All of these "adorable" antics make it difficult for me to work, type, or even think.

To partner or not to partner. That is the question ... and it can mean a variety of different things. If you are an individual proprietor, at some point you may decide to find a partner to share some of your workload with, as well as to bring new business to the table. In many ways, this is a great idea. When you add another mind to the mix, you will typically be given new ideas, have someone to bounce your own ideas off of, receive help with paperwork and phone calls, and have backup when you are sick or out of town. These are all very positive aspects of having a business partner.

In past columns I've highlighted some of the reasons why women are so successful in the insurance industry. However, we still face certain challenges.

Staying in touch. It's what we do with our family and friends ... the people we care most about. So wouldn't it make sense that we also stay in touch with our clients?

From childhood on, we have mentors for everything we do - parents, teachers, coaches, counselors. Everywhere we turn, a mentor is there to guide us through uncharted territory and help us succeed.

Unemployment. These days, it's an unfortunately common term. Many women have lost their jobs - single, married with children, or otherwise. But even more men have been laid off, which brings rise to another problem: a major shift in family roles.

Maybe it's easier because I'm a woman, but I somehow manage to get on the news or in local trade journals and newspapers a lot ... for free. No paid advertising has ever brought me even half of the income that results from these free radio shows, public appearances and newspaper write-ups. Maybe it's because women tend to have an aura of trust about us that men have to earn. This isn't fair, but few things are.