Throughout his over 40-year career, Ed has earned many of the highest professional honors awarded in the insurance industry. He is a Life and Qualifying member of the Million Dollar Round Table with many Court and Top of the Table qualifications, as well as many other National Sales and Quality awards. With his extensive experience and two prestigious professional designations, Ed is a frequently requested speaker on a range of insurance topics. He is the go-to expert for various organizations and shares his insights with a national audience as a contributing author of two books and through dozens of articles in a monthly magazine.

Lessons That Shaped Success

In 2026, I am in my 41st year in a very tough and competitive business…Insurance Sales. Statistics show that most life and health brokers and agents transition to other careers within three years. So why have I lasted so long? Looking back at the early years of my career, I attended many insurance conferences to hear the best of the best tell their stories. Fortunately, at one of the first conferences I attended, a main platform speaker, an immigrant, came to this country to become one of the leading producers in our industry. During his presentation, he said something in his native language first, then translated it into English. That statement had a huge impact on me and has shaped how I interact with my prospects and clients since then. That proved to be one of the most important lessons of my business life. Translated, he said…”If it comes from the heart, it goes to the heart”.
The insurance industry is quantitative and sales-results-oriented. We are taught selling skills and how to overcome objections. There are sales conferences, countless books on selling, contests, qualifications for trips, awards and plenty of accolades to be given. There is enormous pressure to sell, as agencies and insurance companies invest significant money and resources in training new people, and they need to recoup their acquisition costs and make money on every “investment”. While I understood this is necessary in business, in my view, that shifts the focus from helping clients to qualifying for a trip. I always had a difficult time with that.

  • Focus on being in Service. Solve problems. Never compromise integrity.


What is it that makes some stand out and excel? Is it superior sales skills or something intangible, such as how you connect with prospects and clients? While I wasn’t the All-Star salesperson, I was and still am really good at focusing on my clients. They know they are the most important person when speaking with me. There will always be someone smarter than you. Someone who wakes up earlier. Works harder and longer. Sells more than you. What I am convinced has made me stand out in my career is that no one cares more than I do, no one! When engaged, people know immediately I am trustworthy, have integrity, am honest, have morals and that I care. In fact, the most frequent (and appreciated) comment I hear from clients is “I trust you”. Of course, I know my stuff. I’ve lived and breathed my industry’s products for 40 years. I’ve also worked hard and smart, put in long hours, provided remarkable service, and always done the right thing. Factor in caring, empathy, understanding and great listening skills, and it's a tough combination to beat.

Building a Lasting Legacy

If it comes from the heart, it goes to the heart is a great foundation. You also need to surround yourself with excellent people. The team at PSI Consultants is a dream team, which took me years to build. While my role is business development and their role is to support me, everyone is licensed. That sets us apart as well. Some other aspects for long-term success..... Focus on being in Service. Solve problems. Never compromise integrity. Invest in learning. Take care of your health to set a good example.