How many years of sales experience did you have prior to working for SHC?
17 years in the newspaper publishing industry and 7 years in the private under age 65 health insurance market.

What was the most difficult part of your learning curve with SHC?
The shear volume of information in the 30K (training) and understanding not to "sell", but rather to educate the Medicare-senior niche. I have always believed in keeping things as simple as possible to achieve success by accomplishing my intended weekly goals. Slowing down, keeping it simple, and making it a conversation as we are taught during our BCU (Base Consultant University) training brought me to success as a base consultant. Overcoming this struggle for me was huge and once I did, my production boomed like the baby-boomer generation! Educating my client by making it a conversation allows the client to be comfortable with me. They are then engaged in the information on the changes in Medicare and part of the conversation. I am not presenting information for the sake of information. If they don't get it, then that means they don't understand it, so repetition of risks and benefits is key with seniors to allow it to eventually "click" in their head. Keeping them involved and repeating at each failed close attempt helps them step out of their comfort zone and they see the risk without being offended by their previous plan choice upon finally understanding all the risk to which they may be exposed with their current plan. Again, by keeping it simple and repeating over and over they will eventually understand the risks to which they are currently exposed and the benefits we can provide to help protect them from those risks. They will believe and understand what is the safest place for them!