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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.

Voluntary home and auto benefits are an increasingly important part of many brokers' product arrays - and revenue streams.

The idea I'm about to share with you is the second most valuable idea I'll provide you this month.

Last month we looked at onboarding new employees. In many respects offboarding mirrors onboarding, essentially "undoing" employee onboarding tasks. Because of this, leading onboarding vendors offer tools to manage both processes. However, the offboarding process is different enough to warrant a deeper look. The uniqueness arises out of the fact that, regardless of the circumstances, offboarding is a "good-bye"- the end of a relationship, which is much different than the "hello" welcoming new employees.

I would title the May issue, "Get ready to change." Change your compensation, change your market focus, and change how you help your clients.

Stop working harder at sales. Instead, turn on your computer. When the dots are properly connected, data can open a whole new world of selling for you - a smarter way. Once you get over the paper tiger of scary data, you'll discover a new method of locating and working prospects that you never dreamed of before. You'll make more money with this technique.

One of my hobbies is searching the Internet for sales and marketing ideas. In this quest I look at virtually every industry imaginable.

Defining and discovering "alpha" in participated-directed defined contribution retirement plans is perhaps the most difficult and important discussion in the industry today. Alpha in DC plans is very different than what asset managers pursue when they strive to beat their benchmarks, which is the hallmark of their abilities and ultimately defines their success. Alpha in DC plans is a measure of participants' success in replacing income within the plan.

With the uncertainty of today's market, guaranteed lifetime income options, or GLIOs, are emerging as a promising new way to help retiring employees protect their retirement income streams over a longer time horizon. EBA recently spoke with Ben Yahr, an actuarial adviser and part of Ernst & Young's Insurance and Actuarial Advisory Services practice, to find out more about GLIOs.

Adam McDonough wants to make one thing clear: "Our title is the Insurance Industry Charitable Foundation, it's not the Property & Casualty Insurance Industry Charitable Foundation," says the head of IICF's Western Division development committee. Around for more than 15 years, the nonprofit organization has a solid representation among P&C firms that volunteer their time and give away about $1 million a year to charitable efforts. McDonough, president and CEO of Lockton, San Francisco, spoke with EBA about IICF's outreach to bring more life and health agents into the fold.