Bob White is a benefit adviser with Plan Benefit Analysts of Tulsa, Okla., a full-service insurance agency specializing in employee benefits. White is a past president of both the local and state chapters of the National Association of Health Underwriters, and a past recipient of the Oklahoma Health Underwriter of The Year award. 

5:45 A.M.

The clock radio begins my day—a very hot one for Northeast Oklahoma. I get on the bike and ride, while organizing and prioritizing the day in my mind. I shower, get dressed, eat some berries, check some email, and jot down some phone numbers I’ll need later while in the car.

7:50 A.M.

Meet with our Chamber of Commerce’s Health Care Advocacy Task Force comprised of other health care stake-holders. We’re coming up with legislative goals for our state legislature. I learned early on in our business that you must become politically involved to help prevent being legislated out of business.

10:00 A.M.

Meet with one of our producers at a new prospect’s office to see if we will be able to help them with their benefits plans. Turns out to be a good appointment and we might get the business based on our higher than expected level of service versus what they are getting now.

11:30 A.M.

I meet up with a fellow broker/long-time friend for lunch. Discussions centered on our favorite subject — Obamacare — and how much the landscape of the law has changed since the last time we met.  We chuckle about how we have to check ourselves—just to be safe—before we answer seemingly simple client questions on the law.

1:30 P.M.

With my vacation looming, I leave some free time to go out and hunt for new prospects—cold calling.  I’m very fortunate in that our agency president, Dan Wheeler, has built a finely-tuned machine with plan analysts who prepare proposals and spread sheets; producers who specialize in presentations, employee communications, and negotiating renewals to make sure we can maximize our client’s situation; and seasoned specialists who help with claims issues and administrative details. It frees up my time to hunt for new prospects. 

3:00 P.M.

We have a brief staff meeting with a rep to review some new products. Then, the staff reviews current and upcoming renewals. I also research the leads that developed from my calls. 

4:15 P.M.

Dan and I meet to plan a little strategy on how to get our leads to grant us a meeting. I work on the agency’s colder leads and Dan works on warmer leads from existing and past clients, attorneys and CPAs.

5:15 P.M.

I drive out to the sailboat to check on it. It’s too hot to actually sail, but the drive out to the lake and being on the water helps me relax after a long day. I eat an apple and think about one of my other passions—BBQ judging. I phone a friend to discuss an upcoming contest as I watch a nice sunset developing over the lake.

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