Matt Clifford's Recent LinkedIn Posts

If I still had hair, I'd pull it out every time I hear this: "We can't focus on strategy right now—we're too busy aligning on priorities!" Because here’s the kicker: That is strategy. Not the mythical 3–5 year roadmap people imagine. (Not knocking roadmaps, but honestly, it’s been less than <10% of the strategy work I’ve ever done.) The real, everyday strategy is: → What matters most right now? → What are we saying no to? → Where are we stuck, and why? → Making sure the leadership team is aligned. It’s not about predicting the future. It’s about making hard choices with a clear head. That’s it. That’s the skill. So next time someone says they’re too busy aligning on priorities to focus on strategy… Just smile and welcome them to the strategy team 😄

𝗨𝗻𝗽𝗼𝗽𝘂𝗹𝗮𝗿 𝗼𝗽𝗶𝗻𝗶𝗼𝗻: The concept that life insurance is “sold not bought” is a truth that’s here to stay. We hoped industry disruptors would prove life insurance could be sold digitally at scale, breaking free of old industry norms.  These hopes haven’t materialized... at scale.  For decades, agents did more than sell policies; they helped people face hard truths. They asked the uncomfortable questions. They helped people act despite fear. Our digital tools? Fast. Scalable. Efficient. But they 𝗱𝗼𝗻’𝘁 replace that behavioral influence. We’ve lost momentum behind the engine that moved people to act. And we haven’t built a behavioral replacement. In other words, closing the life insurance gap will be hard to impossible until we find a distribution model that serves the same role the shrinking agency model historically has.  Automation and digital engagement are key for lowering costs, gaining share, and modernizing the customer experience in our industry. But these investments won’t be what closes the gap. Agree? Disagree? Curious how others are solving it. #LifeInsurance #InsuranceLeadership #InsuranceInnovation #InsuranceDistribution #CEOPerspective #CEOInsights

I'm excited to share that I’ll be attending the 𝟮𝟬𝟮𝟱 𝗟𝗜𝗠𝗥𝗔 𝗔𝗻𝗻𝘂𝗮𝗹 𝗖𝗼𝗻𝗳𝗲𝗿𝗲𝗻𝗰𝗲 next week in Orlando. It’s always one of the best opportunities to connect with leaders in #lifeinsurance, and this year’s theme, '𝙀𝙡𝙚𝙫𝙖𝙩𝙞𝙣𝙜 𝙏𝙤𝙢𝙤𝙧𝙧𝙤𝙬,' couldn’t be more timely. I'm eager to hear firsthand how the industry is wrestling with a𝗿𝘁𝗶𝗳𝗶𝗰𝗶𝗮𝗹 i𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝗰𝗲, which I'm sure will be readily on display. I also can’t wait to hear the discussions on 𝗱𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 𝗱𝘆𝗻𝗮𝗺𝗶𝗰𝘀; such an essential focus as consolidation reshapes our industry. Working with leadership teams, I see every day how important it is to bring strategy and execution together fast during times of change. It’s exactly why I’m eager to join the conversation in Orlando. If you’ll be there, let’s grab a coffee and connect in person! #LIMRAAC

I’m excited for the opportunity to work with Brian Mulconrey and Sureify to outline tactical approaches that help move from “stuck” to “successful outcomes.” I hope you’ll join!

Let’s be honest: saying 𝘯𝘰 in strategy is hard. But when leaders can’t say no, strategy stalls. Here are a few classic traps I see leadership teams fall into: 𝗧𝗵𝗲 𝗞𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝗚𝗮𝗽 (𝗠&𝗔): “Let’s just run through the first round… for learning.” 𝗙𝗢𝗠𝗢 (𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆 𝗔𝘀𝘀𝗲𝘀𝘀𝗺𝗲𝗻𝘁): “Let’s be thorough and consider all options. We don’t want to miss out.” 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀 𝗣𝗮𝗿𝗮𝗹𝘆𝘀𝗶𝘀 (𝗔𝗹𝗹-𝗘𝗻𝗰𝗼𝗺𝗽𝗮𝘀𝘀𝗶𝗻𝗴): “We’ll need more data first... maybe bring a few actuaries in.” Each of these can be valid 𝘢𝘵 𝘵𝘩𝘦 𝘳𝘪𝘨𝘩𝘵 𝘵𝘪𝘮𝘦. But too often, they are delay tactics masquerading as prudent decision making.  And the avoidance of key gating decisions costs months and millions.  The fastest progress happens when leaders know where to say no early, freeing them to say yes to what matters most. Simple. Not easy. But transformative. #Leadership #LifeInsurance #Strategy #Execution

Disruption in life insurance has 𝗳𝗼𝘂𝗿 faces. Do you know which one you’re looking at? For life insurers, decisions often get made that mix which form of disruption is at play, costing millions of dollars and months of lost effort. So it’s important to consider: Not all disruption looks the same.  Sometimes it wipes out the old way. At other times, it forces change, provides us with better tools, or reminds us that legacy players aren’t going down without a fight. I wrote a quick piece breaking it down. Check it out in the comments 👇🏼👇🏼 #Disruption #BusinessStrategy #Leadership #Innovation #LifeInsurance #InsuranceIndustry

Maybe it’s a stretch to say that Calendly has changed my life, though it sure feels true.   But at first, I hated it! When someone who wanted to sell me something asked me to “grab time on their calendar,” I’d cringe. "You want 𝘮𝘦 to do the work to schedule a meeting with you?" Wasn’t that 𝘺𝘰𝘶𝘳 job? Then I went into business for myself. And suddenly, it clicked. The first time a prospect booked a call through my Calendly link? It felt like magic. No emails. No assistants. Just—boom—meeting confirmed. What I once saw as lazy, I now see as 𝘦𝘧𝘧𝘪𝘤𝘪𝘦𝘯𝘵. No back-and-forth. No chasing availability. Just clarity and momentum. 𝘎𝘢𝘮𝘦 𝘤𝘩𝘢𝘯𝘨𝘦𝘥! And it reminded me: 1. Be open to new things 2. Don’t knock it till you try 3. And yep—I still hope tech doesn’t kill us all 😅 Yet I’ve adopted two best practices that perhaps you’ll want to consider Make an offer to coordinate calendars the old-fashioned way–out of empathy for all those who still don’t get it. Customize your invitation subject line. You don’t want your client seeing “Client Meeting” in their calendar with no reminder of what the time is for.

RILAs have been the darling of the annuity market. 𝗕𝘂𝘁 𝗳𝗼𝗿 𝗵𝗼𝘄 𝗺𝘂𝗰𝗵 𝗹𝗼𝗻𝗴𝗲𝗿? From $3.7B in 2015 to $65.6B in 2024, Registered Index-Linked Annuities (RILAs) have skyrocketed. But growth like that doesn’t continue forever. Behind the headline numbers are three forces shaping what’s next: 📉 Interest rate shifts 📊 Hedging and pricing dynamics 🧠 Investor risk appetite The market conditions that made RILAs shine could just as easily turn the tide. In my latest article, I explore what’s powering the RILA engine and what could cause it to stall. 👉 𝗥𝗲𝗮𝗱 𝘁𝗵𝗲 𝗳𝘂𝗹𝗹 𝗯𝗿𝗲𝗮𝗸𝗱𝗼𝘄𝗻 𝗵𝗲𝗿𝗲: https://lnkd.in/gp83Wjpb I’d love to hear your take. What trends are you seeing in the annuity space? Drop your thoughts below 👇 #Annuities #LifeInsurance #InsuranceInnovation #FinancialServices #InsuranceStrategy #IndexedAnnuities #InsuranceLeaders #MarketTrends #InvestmentStrategy #InsuranceIndustry

Grateful for the chance to work with Dan Berzansky and The Safer Swimmer team. They already had strong leadership and vision. My role was to help them step back, align, and focus on the right priorities for what’s next. Excited to see where they go from here 🚀

“What’s more important: strategy or execution?” I get this question a lot, and questions like this curl my hair (what’s left of it 😂). It’s a false tradeoff. They need each other. If you’re executing without a strategy, you’re just doing too many of the wrong things, faster. If you’re strategizing without execution, congratulations; you’ve built a very elegant fantasy. Here’s what I often see in practice: What many insurers call “strategy” is really 𝘁𝗮𝗰𝘁𝗶𝗰𝘀 𝗶𝗻 𝗱𝗶𝘀𝗴𝘂𝗶𝘀𝗲; sales plans, operational roadmaps, financial budgets. Important? Sure. Strategy? Not even close. Real strategy is the connective tissue, the process that drives the 𝘳𝘪𝘨𝘩𝘵 choices across functions so leaders can make their 𝘣𝘦𝘴𝘵 decisions. And if no one in your organization is responsible for facilitating that process, whether it’s an internal leader or an external partner, you’re leaving opportunity (and focus) on the table. So… how do you keep strategy and execution aligned? #LifeInsurance #Leadership #Strategy #Execution

Day 1 at the LIMRA Annual Conference 2025!   Looking forward to a packed agenda and to connecting with so many leaders shaping the future of life insurance, annuities, and workplace benefits.   Don’t be a stranger if you see me, I'm always glad to chat.   #LIMRAAC #LifeInsurance #Leadership #Networking

It wasn’t always obvious that the most transformational innovations would win. Examples: iPod/iPhone, Airbnb, Uber. The best innovations share a common trait: they recognize how people already behave and find ways to make the unpleasant parts better.  But they don’t really try to change behavior. But life insurance? Our industry requires consumers to act CONTRARY to their ingrained behaviors.  That makes innovation in our industry harder, and we need a different playbook. #LifeInsurance #Innovation #FutureofInsurance #InsuranceIndustry

A great article for founders or aspiring founders in the InsurTech space, written by the great Bryan Falchuk

How is AI moving the insurance CIO/CTO's cheese?  For years, tech leaders were expected to “keep the lights on”. Those days are long gone. Now, they’re shaping enterprise strategy, sitting at the same table as CEOs to define growth ambitions, risk governance, and responsible AI adoption.   AI isn’t just another wave of innovation; it’s redefining every link in the insurance value chain: - Distribution and underwriting - Fraud detection and claims - Customer experience and personalization   The result? CIOs and CTOs are no longer just operators. They’re strategic business partners and educators, helping boards and executive teams translate AI’s potential into measurable outcomes.   Read my latest paper, written with insurance technology expert Vijay Laknidhi to explore how AI is elevating the role of the CIO/CTO, and what the next 3–5 years will mean for insurers that scale AI responsibly: https://lnkd.in/gMYbdAhg   #CIO #CTO #AI #InsuranceIndustry #LifeInsurance #InsuranceLeaders

A big thanks to Dan Berzansky and the team at Premier Aquatics Services LLC. for bringing me in to help unlock their next chapter of growth. 🚀 In just two weeks, we surfaced the root causes behind their growing pains and identified clear, practical solutions to scale with confidence. Like many fast-growing businesses, Premier was so busy executing that early signs of strain (blended roles, training gaps, structural overload) risked becoming major barriers. Together, we: ✅ Identified root causes, grounded in data, through interviews and field insight ✅ Aligned leadership around a simple, actionable, and powerful path forward ✅ Began implementation the Monday after we wrapped “𝘔𝘢𝘵𝘵 𝘫𝘶𝘮𝘱𝘦𝘥 𝘪𝘯 𝘧𝘢𝘴𝘵 𝘢𝘯𝘥 𝘨𝘢𝘷𝘦 𝘶𝘴 𝘢 𝘭𝘦𝘷𝘦𝘭 𝘰𝘧 𝘤𝘭𝘢𝘳𝘪𝘵𝘺 𝘸𝘦 𝘩𝘢𝘥𝘯’𝘵 𝘩𝘢𝘥 𝘣𝘦𝘧𝘰𝘳𝘦. 𝘏𝘪𝘴 𝘪𝘯𝘴𝘪𝘨𝘩𝘵𝘴 𝘧𝘦𝘭𝘵 𝘣𝘰𝘵𝘩 𝘯𝘦𝘸 𝘢𝘯𝘥 𝘦𝘹𝘢𝘤𝘵𝘭𝘺 𝘳𝘪𝘨𝘩𝘵—𝘢𝘯𝘥 𝘸𝘦 𝘴𝘵𝘢𝘳𝘵𝘦𝘥 𝘪𝘮𝘱𝘭𝘦𝘮𝘦𝘯𝘵𝘪𝘯𝘨 𝘵𝘩𝘦 𝘧𝘰𝘭𝘭𝘰𝘸𝘪𝘯𝘨 𝘸𝘦𝘦𝘬.” —Dan Berzansky, CEO, Premier Aquatics 𝗖𝘂𝗿𝗶𝗼𝘂𝘀 𝗵𝗼𝘄 𝗶𝘁 𝗰𝗮𝗺𝗲 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿? See the full story here👉 https://lnkd.in/gyxMdsiS #LifeInsuranceStrategy #BusinessGrowth #PremierAquatics #StrategyConsultancy

𝗪𝗵𝗲𝗻 𝗹𝗶𝗳𝗲 𝗴𝗶𝘃𝗲𝘀 𝘆𝗼𝘂 𝘁𝗼𝗺𝗮𝘁𝗼𝗲𝘀… You improvise. You innovate. And what comes next might just surprise you.

𝗟𝗲𝗴𝗮𝗰𝘆 𝗮𝘀𝘀𝘂𝗺𝗽𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲 𝘁𝗵𝗲 𝗲𝗻𝗲𝗺𝘆 𝗼𝗳 𝗶𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻. And in life insurance, they’re everywhere. Most executive teams are brilliant, but too close to the problem. Growth is often flat. The needle on expenses is moving the wrong way. Wall Street asks for more.  AI promises change, but it’s complicating prioritization.  To shift a stubborn market like ours, we need more than just actuaries and marketers. We need fresh perspectives: 🧠 Behavioral scientists - to find new avenues for growth 🧩 Systems thinkers - to see how hidden pieces fit together 🎯 Design-led strategists - to align resources where they’ll drive the most impact They don’t ask the usual questions. They reframe the problem. They expose blind spots. They help you get real results. That’s where the breakthrough starts. Not by optimizing the old model, but by challenging the thinking that built it. Let’s talk if you’re ready to bring new voices into the room and challenge the assumptions holding you back. #InsuranceStrategy #LifeInsuranceCarriers #CEOLeadership #InnovationInInsurance

In honor of Juneteenth, a day that marks a final milestone in the emancipation of enslaved people on June 19, 1865, let's all be reminded that:   This is a country built because of diversity, and built on the backs of diverse peoples. Diversity requires empathy.   We should therefore continue to deepen and celebrate empathy. We should use this empathy to seek understanding of each other. We should let this understanding fuel respect. And upon this respect, we can continue to build a powerful nation that embraces the diversity from which it was born.   Call it the "diversity flywheel." It made us great. Let's let it keep us great.

𝗪𝗵𝗲𝗿𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝗶𝗻𝘃𝗲𝘀𝘁 𝘄𝗵𝗲𝗻 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴 𝗳𝗲𝗲𝗹𝘀 𝘂𝗻𝗰𝗲𝗿𝘁𝗮𝗶𝗻? You don’t have unlimited capital. But you 𝗱𝗼 have control over where it goes next. In times like these, most CEOs do one of two things: 🔹 Spend too cautiously and stall 🔹 Spend too broadly and dilute impact You can’t afford either. When every dollar counts, investment needs to follow conviction, not fear. Try this: ✅ What drives growth 𝘳𝘪𝘨𝘩𝘵 𝘯𝘰𝘸? ✅ What builds resilience you’ll need six months from now? ✅ What unlocks progress in other areas? You don’t need perfect clarity. You need a sharp enough lens to move with intent. Your capital should back momentum, not just keep the lights on. __________________________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If this sounds like where you are right now, feel free to reach out. I’m offering a complimentary consultation to help you get clear and move forward. #Leadership #CapitalAllocation #SmallBusiness #SMB #CEO  #StrategicClarity #DecisionMaking

This post is a great reflection on why boutique consultants like me exist. We dig in, get deeply familiar with the situation, appreciate the nuanced context, and work until real results are achieved. Helping small- and mid-size insurers drive results when growth hits a wall or key projects/priorities bottom out.

𝗪𝗵𝘆 𝗜 𝗖𝗼𝗻𝘀𝘂𝗹𝘁? I’ve built a career solving complex problems and helping organizations move from ambiguity to action. But if I had to explain why I consult—why this work, why this path—it’s not about strategy frameworks or transformation roadmaps. 𝗜𝘁’𝘀 𝗮𝗯𝗼𝘂𝘁 𝘀𝗲𝗿𝘃𝗶𝗰𝗲. That thread runs through everything I’ve done. I joined the Navy out of high school out of a desire to serve. In my twenties, I spent nearly a year volunteering with the Student Conservation Association, teaching environmental education and restoring public lands in Massachusetts. I became a financial advisor to help people make smarter choices about their money. And even as a kid, I was the one offering help, doing odd jobs, driven by curiosity and the satisfaction of being useful. Today, I bring that same spirit of service to my consulting practice, working with leaders across the insurance and financial services industries to tackle their most pressing strategic and organizational challenges. I specialize in helping mid-sized carriers and financial institutions clarify their strategy, align stakeholders, and design practical roadmaps that accelerate growth, change, and execution. When a client calls, it’s rarely because things are easy. It’s because something isn’t working, or a big opportunity feels just out of reach. They’re stuck, or overwhelmed, or unsure where to begin. That’s when I show up with sleeves rolled up. Yes, I bring experience in strategy, transformation, and leadership. But more importantly, I bring clarity. I help leaders navigate complexity, align their teams, and move forward with confidence. I take deep pride in that journey—from confusion to clarity, from frustration to momentum. To me, service means being “kind, not nice.” It means showing up with intellectual honesty, asking the hard questions, and designing solutions that are built to work in the real world—not just on a slide. That’s how I’ve helped clients launch bold new growth strategies, reimagine their operating models, and accelerate results that once felt out of reach. That’s why I consult. It’s not just a career. 𝙄𝙩'𝙨 𝙝𝙤𝙬 𝙄 𝙨𝙚𝙧𝙫𝙚.

#LaborDay reminds us that work takes many forms. It’s not just what shows up on a paycheck. It’s the early mornings The late nights The quiet sacrifices The unseen effort that keeps communities and businesses moving forward From frontline workers to caregivers, from innovators to educators, your labor matters. Here’s to the people who build, create, care, and keep pushing us all forward. That includes consultants, the ones who translate chaos into strategy🔥 𝗛𝗮𝗽𝗽𝘆 𝗟𝗮𝗯𝗼𝗿 𝗗𝗮𝘆!

I’ve seen significant growth initiatives catastrophically, but AVOIDABLY fail during times of crisis. 2008. COVID. Tariffs. Times of major upheaval. But many of these weren’t because of the external environment. They were because of the reaction.  “Too many priorities” is a reality for many companies, even in the best of times.  When crisis strikes and panic sets in, the pain from a lack of focus becomes all too real.  The highest opportunity ideas get shelved. Decision-making grinds to a halt. Progress stalls. Results falter. When priorities aren’t clear and uncertainty is all around, start with a few simple tricks.  ✅ Name what’s working best, and why, and protect it! ✅ Cut only the in-flight efforts you wouldn’t start today ✅ Talk to 3 customers, real conversations, not surveys, and adjust to meet their shifting needs Prioritization isn’t necessarily about doing less. It’s about 𝗱𝗼𝗶𝗻𝗴 𝘄𝗵𝗮𝘁 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝗻𝗼𝘄. ____________________________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If you missed earlier posts, feel free to scroll back or reach out! #SmallBusiness #Leadership #DecisionMaking #SMB

I’m excited to be speaking at the 𝗟𝗶𝗳𝗲 𝗜𝗻𝘀𝘂𝗿𝗮𝗻𝗰𝗲 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲 𝗙𝗼𝗿𝘂𝗺 this week in Chicago on one of the most pressing challenges in the insurance industry: reversing the decades-long decline in life insurance ownership. Huge thanks to Lisa, Eric, and the team at Greenwald Research for bringing together such a powerhouse group of industry leaders—each committed to tackling the growing underinsurance gap. In my session, we’ll move beyond the usual suspects and dig into the deeper, structural barriers to life insurance adoption. Then, we’ll shift into an action-oriented workshop aimed at generating practical, cross-industry steps that can drive real change. Reach out if you'd like to learn more! #LIEF #LifeInsurance #Leadership #Chicago #GreenwaldResearch

I’ve been having thoughtful conversations with the team at AltexSoft about the promise, and the real complexity, AI brings to life insurance. There’s no question AI has transformative potential. But realizing that potential isn’t just about the technology. It requires leaders to step outside normal day-to-day operations and adopt different behaviors, decision norms, and execution discipline than “business as usual.” That’s where most transformation efforts succeed. . .or stall. If you’re navigating AI or other high-stakes change initiatives, I’d welcome a conversation about how to turn ambition into measurable business value.

The life insurance gap isn’t about affordability, education, or underwriting. Those are excuses, but not the reasons. The real problem lies deeper: - Consumer behavioral dynamics: 13+ cognitive biases that push people away from buying protection, even when they know they need it. - The decline of traditional distribution: We lost the human guidance that once helped people overcome those barriers. Until we address these realities head-on, billions spent on “disruption” will continue to fall short. That’s the argument I lay out in my latest piece: Solving the Life Insurance Gap Means Facing the Real Problem. 𝗥𝗲𝗮𝗱 𝘁𝗵𝗲 𝗳𝘂𝗹𝗹 𝗮𝗿𝘁𝗶𝗰𝗹𝗲 𝗵𝗲𝗿𝗲: https://lnkd.in/g9AxFzDD What do you think is the most overlooked barrier to solving this gap? #LifeInsurance #InsuranceIndustry #Growth #Leadership #Innovation

𝗪𝗵𝘆 𝗱𝗼𝗲𝘀 𝘁𝗵𝗲 𝗹𝗶𝗳𝗲 𝗶𝗻𝘀𝘂𝗿𝗮𝗻𝗰𝗲 𝗴𝗮𝗽 𝗸𝗲𝗲𝗽 𝗴𝗲𝘁𝘁𝗶𝗻𝗴 𝗯𝗶𝗴𝗴𝗲𝗿 𝗱𝗲𝘀𝗽𝗶𝘁𝗲 $𝟭𝟬𝟬𝘀 𝗼𝗳 𝗺𝗶𝗹𝗹𝗶𝗼𝗻𝘀 𝗼𝗳 𝗶𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁? The life insurance industry has made tremendous investments in the usual suspects behind the coverage gap: - Accelerated underwriting - Streamlined new business processes - Education and awareness And we continue to point to other culprits as to why the gap keeps widening: - Our products are too complex - People think it’s too expensive - Demographics have shifted While all of these play a role, they miss the underlying culprit.  People don’t buy life insurance like they used to for two interconnected reasons: 𝟭. It’s always been hard for people to buy, because our behavioral tendencies force us to avoid thinking about death, loss, and uncertainty. It’s called “the invisible wall,” and it’s unavoidable.   𝟮. The “life insurance agent” has been the only effective tool for getting folks over this wall. And the agency model continues its decades-long decline To turn this trend around, new underwriting and faster policy issuance aren’t going to be enough. 𝗪𝗲 𝗻𝗲𝗲𝗱 𝘁𝗼 𝗴𝗲𝘁 𝗰𝗿𝗲𝗮𝘁𝗶𝘃𝗲 𝗶𝗻 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴 𝗮𝗯𝗼𝘂𝘁 𝗵𝗼𝘄 𝗵𝘂𝗺𝗮𝗻𝘀 𝗮𝗻𝗱 𝘁𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝘆 𝗰𝗼𝗺𝗲 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿 𝘁𝗼 𝗵𝗲𝗹𝗽 𝗽𝗲𝗼𝗽𝗹𝗲 𝘁𝗿𝗮𝘃𝗲𝗿𝘀𝗲 𝘁𝗵𝗶𝘀 𝗻𝗲𝗮𝗿𝗹𝘆 𝗶𝗺𝗽𝗼𝘀𝘀𝗶𝗯𝗹𝗲 𝗷𝗼𝘂𝗿𝗻𝗲𝘆. I have a framework to help insurers figure this out. Let’s connect and discuss it! #LifeInsurance #InsuranceLeadership #CEOInsights #GrowthBarriers #CEO #leadership

𝗜𝗳 𝘆𝗼𝘂’𝗿𝗲 𝗮 𝗖𝗘𝗢 𝘄𝗮𝗶𝘁𝗶𝗻𝗴 𝗳𝗼𝗿 𝗰𝗹𝗮𝗿𝗶𝘁𝘆, 𝘆𝗼𝘂’𝗿𝗲 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝗯𝗲𝗵𝗶𝗻𝗱. Markets shift, customers evolve, and competitors experiment, whether you have a plan 𝘰𝘳 𝘯𝘰𝘵. Never does the dreamed-of day come where all the pieces fit neatly in place. The question isn’t “Can I do strategy in this uncertainty?” It’s “What happens if I don’t?” The role of strategy isn’t to predict the future. And it usually isn’t about what’s 3 to 5 years out. It’s about 𝘁𝗼𝗱𝗮𝘆! It’s to help you act without knowing everything. To stay anchored when the ground moves. To find the signal in the noise. That’s not optional. 𝗜𝘁’𝘀 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽. #TodaysQuote #Strategy #Leadership #Uncertainty #DecisionMaking

When “𝘿𝙤 𝙬𝙝𝙖𝙩 𝙮𝙤𝙪 𝙡𝙤𝙫𝙚 𝙖𝙣𝙙 𝙩𝙝𝙚 𝙢𝙤𝙣𝙚𝙮 𝙬𝙞𝙡𝙡 𝙛𝙤𝙡𝙡𝙤𝙬” is bad advice. Most of us spend most of our time working, then sleeping, then with our families, and doing our own thing. That’s why it’s so critical to find fulfillment in our work and to do work we love. Below is a word of caution and a simple recipe for a more sustainably rewarding career. Many go astray when guided by a quest to ”Find your passion” in their work. Why? 𝗡𝗼𝘁𝗵𝗶𝗻𝗴 𝗰𝗮𝗻 𝗱𝗿𝗮𝗶𝗻 𝘁𝗵𝗲 𝗷𝗼𝘆 𝗼𝘂𝘁 𝗼𝗳 𝗮 𝗽𝗮𝘀𝘀𝗶𝗼𝗻 𝗳𝗮𝘀𝘁𝗲𝗿 𝘁𝗵𝗮𝗻 𝘁𝘂𝗿𝗻𝗶𝗻𝗴 𝗶𝘁 𝗶𝗻𝘁𝗼 𝘆𝗼𝘂𝗿 𝗷𝗼𝗯. Lacing your passion with budget meetings, long hours, and endless bureaucracy, or even just with the pressure to make it pay your bills, can drain the color from the palette.  And not everything you love is lucrative. If your financial aspirations are out of sync with your passions, your career journey will be a constant struggle.  But this is a happy story!  It is still possible to get deep fulfillment out of your work while preserving time to pursue your passions.  A better approach looks more like this.  Aim to generally do work that: - You enjoy (at least most days) - Leverages your skills - You’re willing to work hard at - Offers a real path to the money you want The sweet spot is usually at the intersection, not in chasing passion blindly. The practical truth is the most rewarding truth: 𝗟𝗼𝘃𝗲 + 𝗮𝗯𝗶𝗹𝗶𝘁𝘆 + 𝗲𝗳𝗳𝗼𝗿𝘁 + 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆 = 𝘁𝗵𝗲 𝗽𝗮𝘁𝗵 𝘄𝗼𝗿𝘁𝗵 𝗯𝗲𝘁𝘁𝗶𝗻𝗴 𝗼𝗻. And as a happy outcome, this path tends to fall into alignment with passion over your career. What’s a piece of career advice you’ve heard that sounded good… but turned out half true at best? #LeadershipDevelopment #ProfessionalGrowth #ExecutiveThinking #WorkWisdom

Disruption in life insurance isn’t one-size-fits-all. In this industry, we often discuss disruption as if it were a single force; something that will either wipe us out or fade away, leaving us unchanged. The truth is far more nuanced. Some changes are existential. Others are opportunities in disguise.  The key is knowing which is which and responding with precision, not panic. To help, I’ve created a simple framework: 𝗧𝗵𝗲 𝗙𝗼𝘂𝗿 𝗙𝗮𝗰𝗲𝘀 𝗼𝗳 𝗗𝗶𝘀𝗿𝘂𝗽𝘁𝗶𝗼𝗻.  The four faces are: - Deep disruption - watch out! - Collision - be ready to adapt - Enablement - good things come to those who win in execution - Incumbent defense - sorry (not sorry) to the disruptive entrants In my latest article, 𝗜 𝗯𝗿𝗲𝗮𝗸 𝘁𝗵𝗲𝘀𝗲 𝗙𝗼𝘂𝗿 𝗙𝗮𝗰𝗲𝘀 𝗼𝗳 𝗗𝗶𝘀𝗿𝘂𝗽𝘁𝗶𝗼𝗻 𝗱𝗼𝘄𝗻 𝘄𝗶𝘁𝗵 𝗲𝘅𝗮𝗺𝗽𝗹𝗲𝘀 𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝘁𝗼 𝘁𝗵𝗲 𝗹𝗶𝗳𝗲 𝗶𝗻𝘀𝘂𝗿𝗮𝗻𝗰𝗲 𝗶𝗻𝗱𝘂𝘀𝘁𝗿𝘆, and I offer a simple playbook for what CEOs should do about each one. Companies that misdiagnose these shifts risk overreacting or missing the real opportunity. For the full article and framework, check the comments 👇🏼👇🏼 #LifeInsurance #InsuranceIndustry #Disruption #BusinessStrategy #Leadership #Innovation #FutureOfInsurance

𝗘𝘃𝗲𝗻 𝘁𝗵𝗲 𝗯𝗲𝘀𝘁 𝗖𝗘𝗢𝘀 𝗻𝗲𝗲𝗱 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘁𝗼 𝗵𝗲𝗹𝗽 𝘀𝗵𝗮𝗿𝗽𝗲𝗻 𝘁𝗵𝗲 𝘁𝗼𝘂𝗴𝗵 𝗰𝗮𝗹𝗹𝘀. If you’re a CEO, especially in a smaller company, here’s the reality: Most of the big calls? You’re making them on your own. That isolation is real. And it’s exhausting. This isn’t about needing advice. It’s about having someone to sharpen your thinking. ✅ Someone who challenges your assumptions, not your authority ✅ Someone who helps pressure-test decisions before they go live ✅ Someone who brings clarity—fast Great CEOs don’t have all the answers. They know when to get the right eyes on the problem. You don’t need another voice telling you what to do. You need the one that helps you see what you’re missing. __________________________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If this sounds like where you are right now, feel free to reach out. I’m offering a complimentary consultation to help you get clear and move forward. #Leadership #CEO #SmallBusiness #DecisionMaking #SMB #StrategicSupport

RIAs don’t pivot with products. They plan for decades. Tech hurdles are improving. Education is improving. Transparency is improving. And yet, RIAs still aren’t embracing annuities at scale. One often-overlooked reason is the product strategy cycle. Carriers pivot with markets in ways RIAs rarely do. Read my article below to get the full picture 👇🏼👇🏼 #LifeInsurance #InsuranceIndustry #Annuities #RIAs

You can do anything, but you can’t do everything at the same time. That’s why 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗶𝘀 𝗳𝘂𝗻𝗱𝗮𝗺𝗲𝗻𝘁𝗮𝗹𝗹𝘆 𝗮𝗯𝗼𝘂𝘁 𝗽𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗮𝘁𝗶𝗼𝗻: making hard decisions with finite resources and aligning leadership around them. Some of the tradeoffs insurance leaders face right now: - Invest in distribution relationships or update an aging annuity chassis? - Deepen with IMOs for short-term wins or build RIA capabilities for long-term growth? - Focus AI on growth, efficiency, or risk management? - How much AI investment is enough… and when does it become too much? This isn’t about 5-year roadmaps.  It’s about the next 3 months. What you’ll act on today, tomorrow, and next week. But 𝗵𝗲𝗿𝗲’𝘀 𝘁𝗵𝗲 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲: leaders are often too close to their priorities, too in love with their own “babies.” That’s why structured, external support matters. An outside advisor can: - Surface the things your team won’t say directly - Provide an objective lens - Do the heavy lifting (research, quantifying opportunities, modeling returns) - Guide the group toward a definitive outcome That’s where 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 becomes more than theory; it 𝗯𝗲𝗰𝗼𝗺𝗲𝘀 𝗮𝗰𝘁𝗶𝗼𝗻. #Leadership #Strategy #Prioritization #Growth #LifeInsurance #InsuranceIndustry

There’s a silent killer in times like these: 𝗛𝗲𝘀𝗶𝘁𝗮𝘁𝗶𝗼𝗻 𝗱𝗿𝗲𝘀𝘀𝗲𝗱 𝘂𝗽 𝗮𝘀 𝗱𝗶𝘀𝗰𝗶𝗽𝗹𝗶𝗻𝗲. It sounds like caution. It looks responsible. But often, it’s just fear in disguise. And it comes at a real cost. 📊 After the 2008 crisis, companies that moved early and decisively were 𝟮𝘅 𝗺𝗼𝗿𝗲 𝗹𝗶𝗸𝗲𝗹𝘆 to outperform long-term (McKinsey). 📉 During past recessions, cautious firms saw profits drop -𝟯𝟯%, while growth-focused firms grew by +17% (Bain). 🔎 HBR found that top performers were 𝟯𝟳% 𝗺𝗼𝗿𝗲 𝗹𝗶𝗸𝗲𝗹𝘆 to act with intent—to cut and invest smartly. 𝗧𝗵𝗲 𝗹𝗲𝘀𝘀𝗼𝗻? Waiting may feel safe, but it’s often where opportunity quietly dies. If you’re hesitating, ask yourself: Do I have enough clarity to move forward, even in uncertainty? Here’s how to break out of decision paralysis this week: ✅ 𝗡𝗮𝗺𝗲 𝘆𝗼𝘂𝗿 𝘁𝗼𝗽 𝟯 𝗽𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝗲𝘀. Can’t do it in 10 seconds? You probably don’t have them. ✅ 𝗥𝗲𝗰𝗼𝗻𝗻𝗲𝗰𝘁 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗯𝗲𝘀𝘁 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀. What do they need now? Are you showing up? ✅ 𝗣𝗶𝗰𝗸 𝗼𝗻𝗲 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝘆𝗼𝘂’𝘃𝗲 𝗯𝗲𝗲𝗻 𝗮𝘃𝗼𝗶𝗱𝗶𝗻𝗴. Pressure-test it against your goals—and make the call. Bold doesn’t mean reckless. It means moving with purpose, before the window closes. __________________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If you missed earlier posts, feel free to scroll back or reach out! #SmallBusiness #Leadership #DecisionMaking #SMB

Margins Tight? It Might Not Just Be the Economy Rising costs hurt, but they often reveal deeper problems: — Underpriced offerings — Low-value segments — Ops built for where you were, not where you're going Before you raise prices or cut costs, ask: ✅ Who are we over-serving? ✅ Are we charging enough for what works? ✅ Are our operations helping or holding us back? Try this: 🔍 Focus on high-value customers 💸 Audit what it really costs to serve them 🔧 Align how you work with where you're headed Margins don’t just shrink. They signal it’s time to refocus. ___________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If you missed earlier posts, feel free to scroll back or reach out! #SmallBusiness #Leadership #DecisionMaking #SMB

AI is nowhere close to being more human than humans.  Don’t let it break your human connections! AI can automate tasks. It can streamline support. But 𝗶𝘁 𝗰𝗮𝗻’𝘁 𝗰𝗮𝗿𝗲. Customer experience is still a human experience. That moment of frustration, confusion, or urgency? It doesn’t need efficiency. It needs 𝙚𝙢𝙥𝙖𝙩𝙝𝙮. Let AI handle the repetitive questions. Let your people handle the real conversations; the ones that build loyalty, trust, and retention. Because a bot can close a ticket. But only a human can make someone feel heard. #TodaysQuote #CustomerExperience #CX #AI #CXStrategy #DigitalTransformation #Leadership

Companies keep investing in AI to improve CX, but many do the opposite. The issue? Not the tech. It’s the implementation. Instead of 𝘴𝘶𝘱𝘱𝘰𝘳𝘵𝘪𝘯𝘨 real customer needs, 𝗔𝗜 𝗶𝘀 𝗼𝗳𝘁𝗲𝗻 𝘂𝘀𝗲𝗱 𝘁𝗼 𝗱𝗲𝗳𝗹𝗲𝗰𝘁, 𝗱𝗲𝗹𝗮𝘆, 𝗼𝗿 𝗳𝗿𝘂𝘀𝘁𝗿𝗮𝘁𝗲. Here’s what that looks like: - Bots that confuse “efficient” with “helpful,” sending generic answers to nuanced problems - Interfaces full of technical jargon instead of plain language - Human support is buried five layers deep, like it’s something to avoid Customers don’t just want fast. They want clear, respectful, 𝘩𝘶𝘮𝘢𝘯-𝘤𝘦𝘯𝘵𝘦𝘳𝘦𝘥 𝘴𝘦𝘳𝘷𝘪𝘤𝘦—even if it starts with AI. AI should handle the routine so your people can handle the emotional. It’s not about removing humans from the process. It’s about making space for them where it matters most. #TodaysQuote #CustomerExperience #CX #AI #CXStrategy #DigitalTransformation #Leadership

In the insurance industry, we love to differentiate. Heck, it’s exactly what my expensive business degree said we’re supposed to do. That’s why ten carriers will proudly build ten separate “Next Best Action (NBA)” systems to drive sales, all eventually predicting… the same next best action. Here’s the punchline: those carriers share the same distribution, going after the same customers, using roughly the same data. So maybe the real next best action is… collaboration. I explore this tension between innovation and execution, and who should really own NBA, in my latest article. I believe the answer changes over time. Check it out here: https://lnkd.in/gTmkjwQj #LifeInsurance #Annuities

𝗜𝘀 𝘆𝗼𝘂𝗿 𝘁𝗲𝗮𝗺 𝗿𝗼𝘄𝗶𝗻𝗴 𝗶𝗻 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝗱𝗶𝗿𝗲𝗰𝘁𝗶𝗼𝗻 𝗼𝗿 𝗷𝘂𝘀𝘁 𝗿𝗼𝘄𝗶𝗻𝗴 𝗵𝗮𝗿𝗱? “Busy-ness” creates misalignment, so a busy team is too often not an aligned team.  Without clear direction, people default to what feels 𝘀𝗮𝗳𝗲 or 𝘂𝗿𝗴𝗲𝗻𝘁, not what actually matters.  And often not what reinforces your vision. That’s how hard work turns into sideways energy. 📌 Clarity gives more than tasks. It gives purpose. 📌 Aligned teams multiply results, not effort. Quick gut check: ✅ If you asked three team members for your top priorities, would you hear the same answer? If not, it’s time for a reset. Because momentum without alignment? That’s just noise. _______________________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If you missed earlier posts, feel free to scroll back or reach out! #Leadership #SMB #TeamAlignment #Execution #Clarity #SmallBusiness #Focus #Priorities  #DecisionMaking

📢𝗖𝗘𝗢𝘀: 𝗙𝗲𝗲𝗹𝗶𝗻𝗴 𝗼𝘃𝗲𝗿𝘄𝗵𝗲𝗹𝗺𝗲𝗱 𝗯𝘆 𝗱𝗮𝘁𝗮? 𝗛𝗲𝗿𝗲’𝘀 𝗵𝗼𝘄 𝘁𝗼 𝗳𝗶𝗻𝗱 𝘄𝗵𝗮𝘁 𝗿𝗲𝗮𝗹𝗹𝘆 𝗰𝗼𝘂𝗻𝘁𝘀. We’re swimming in information. Most of it? Just noise. Real signals don’t shout. They show up as quiet patterns: - Consistent - Cumulative - Directional You don’t need to know everything. What matters is focusing on the insights that actually change your decisions. Reground in first principles: ✅ What do your customers truly need right now? ✅ What does your business economics say about where you must act? ✅ What have you learned lately that would change a call you’d make today? Insight cuts through the fog. It’s not about more data; it’s about the right data. __________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If this sounds like where you are right now, feel free to reach out. I’m offering a complimentary consultation to help you get clear and move forward. #Leadership #CEO #DecisionMaking #SMB #SmallBusiness #ExecutiveLeadership #StrategicThinking #GrowthMindset

I’ve seen insurers launch strategies ranging from powder puff to powerhouse. What I’ve learned: Strategy isn’t about trying harder. It’s about focusing on where you have leverage. 𝗦𝗲𝗲 𝗮 𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝗰𝗮𝘀𝗲 𝘀𝘁𝘂𝗱𝘆 𝗹𝗶𝗻𝗸𝗲𝗱 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀 𝗯𝗲𝗹𝗼𝘄.  Where can you pull levers to: - Overcome stalled growth… most profitably? - Breakthrough operational barriers? - Address customer pain points that your competitors can’t address? - Get your team aligned and rowing in the same direction? Finding answers to these questions doesn’t come by happenstance. It requires a well-designed process, analytical rigor drawing on both quantitative and qualitative data, and a perspective that can see across silos and get the team looking objectively at the problem.  Many organizations find they don’t have the skillset, bandwidth, or specific discipline to chart their best next course.  Before locking into key decisions that will define your future, ask: - Can we overcome internal biases and old ways of thinking on our own? - Have we been successful in the past at deeply cross-functional efforts? - Do we have someone to design and run an objective, inspiring process? If you answered “No”  to any or all of these questions, consider an external resource - a strategy sherpa.  Reach out, and we can see if there may be a fit! #InsuranceLeadership #StrategicExecution #LifeInsurance #CEOStrategy #GrowthStrategy

A famous shrimp boat captain once said, “Life is like a box of chocolates.” What he must have meant: too many choices, no clear view of which is right... so let’s keep analyzing! More data. More analysis. More time. (On repeat.) Data matters, but this approach is often a losing formula for strategy. A recent client was exploring growth opportunities and faced a fork in the road: 𝗢𝗽𝘁𝗶𝗼𝗻 𝟭: Inventory every possible opportunity, gather every dataset, and analyze every trend. 𝗢𝗽𝘁𝗶𝗼𝗻 𝟮: Trust their strategy, know their strengths, and narrow the field fast. They took the road less travelled (Option 2), and that made all the difference! That 20-minute decision freed up 3 months; time we used to build a focused go-to-market playbook that drove 𝟭𝟬%+ 𝗬𝗢𝗬 𝗴𝗿𝗼𝘄𝘁𝗵. What made it possible? • A clear strategy. • Confidence in their capabilities. • And when that wasn’t enough… structured processes and the right support to align leadership. Simple. Not easy. But transformative. Curious, how does your team handle those “say no” moments? #LifeInsurance #Leadership #Strategy #Execution

Counting down to the 𝗟𝗜𝗠𝗥𝗔 𝗔𝗻𝗻𝘂𝗮𝗹 𝗖𝗼𝗻𝗳𝗲𝗿𝗲𝗻𝗰𝗲! ✈️ #LIMRAAC   Beyond the sessions, the real value is in the conversations; swapping ideas, comparing perspectives, and exploring where our industry is headed next.   I’ll be in Orlando starting Monday. Who else is going? Let’s make sure to connect 👋🏻   #LifeInsurance #Leadership #Networking

𝗕𝘂𝗿𝗻𝘁 𝗢𝘂𝘁? 𝗬𝗼𝘂’𝗿𝗲 𝗡𝗼𝘁 𝗔𝗹𝗼𝗻𝗲. CEOs aren’t tired because they lack energy and endurance. They’re tired because they’re doing 𝘁𝗼𝗼 𝗺𝘂𝗰𝗵 𝗼𝗳 𝘁𝗵𝗲 𝘄𝗿𝗼𝗻𝗴 𝘀𝘁𝘂𝗳𝗳. Scattered tasks. Back-to-back meetings. Constant fire drills. And somehow, you’re still supposed to lead with vision? This isn’t a time problem. It’s a 𝗰𝗹𝗮𝗿𝗶𝘁𝘆 problem. Because here’s the truth: ⚡ Energy is finite 🎯 Focus is renewable 📈 Clarity multiplies both Want to reset? Start here: ✅ List your top 3 priorities this quarter—no cheating ✅ Look at last week. How much time backed them up? ✅ Cut one low-impact task and reinvest that time You don’t need more hustle. You need a sharper focus on what matters. ______________________________________________________________________ This is part of my 10-post series sharing bite-sized insights to help SME leaders cut through the noise and move forward with confidence. If you missed earlier posts, feel free to scroll back or reach out! #Leadership #SMB #Burnout #Productivity #SmallBusiness #CEO #Focus #Clarity #Execution #DecisionMaking

𝗥𝗜𝗔𝘀 𝗮𝗻𝗱 𝗰𝗮𝗿𝗿𝗶𝗲𝗿𝘀 𝗮𝗿𝗲𝗻’𝘁 𝘀𝗽𝗲𝗮𝗸𝗶𝗻𝗴 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝗹𝗮𝗻𝗴𝘂𝗮𝗴𝗲. RIAs want steady tools they can trust for decades. Carriers understandably switch gears depending on the market cycle. No wonder annuities feel like an awkward fit in the RIA channel. I wrote about this mismatch and how it might be solved. See the complete story in my article 👇🏼 https://lnkd.in/gqjneN3n #LifeInsurance #InsuranceIndustry #Annuities #RIAs

In the life insurance industry, we spend our time thinking about risk, protection, and resilience. But World Mental Health Day is a reminder that protection must go beyond finances. The hardest risks to protect against are often the ones we can’t see. Mental health struggles are one of those risks. They’re real, but often invisible; quietly shaping lives, families, and workplaces. Just like with life insurance, acknowledging the risk is the first step. Having open conversations and support systems is what turns awareness into action. As leaders, we have a responsibility to recognize and address the invisible risks that shape people’s lives every day. This week, I’m taking time to pause, intentionally blocking a few hours to step away and focus on reflection. It’s a small act, but a powerful way to protect my own mental clarity so I can show up stronger for clients and colleagues. What about you? What’s one small way you’re supporting mental health? #WorldMentalHealthDay #Leadership #Wellbeing #InsuranceIndustry #LifeInsurance