Michael Kapustin is a senior vice president with Brown & Brown’s Alpha Benefit Division outside of Philadelphia, Pa.

4:30 A.M.

Alarm goes off…hit snooze button several times.

5:00 A.M.

Alarm goes off for 3rd or 4th time.  My wife utters an irritated comment and dogs look at me like I’m nuts for getting out of bed this early. (They are smart dogs.)

5:05 A.M.

I sit down at the computer to check sports scores, read the news and industry related materials, and check email. I head for the shower.

7:30 A.M.

Phone calls to carriers and vendors regarding any opportunities or issues from a list I prepared last night.

8:20 A.M.

My wife and daughter call me on the way to the school bus stop. Best call of the day.

8:25 A.M.

Check in with my director of enrollments, check emails, review my proposal for upcoming meetings, and eat breakfast in car.

9:00 A.M.

Meet new prospect and ask a lot of questions to learn about them personally, their business, and their insurances. I carefully describe our firm’s diversified abilities. Very nice and friendly meeting, but they have good relationship with current medical broker. I ask about looking at the non-health insurance benefits as they are often less relationship driven or on long term auto-pilot. She agrees to meet with me again regarding these lines of coverage and review proposals.  

10:30 A.M.

Meeting with existing client. It goes well. I learn we have to fix an issue relating to a health insurance claim and we then review voluntary benefit proposals. Voluntary benefit conversations relate to our multi-carrier approach, guaranteed acceptance for their employees, and ways of making the enrollment process easy and non-invasive for the client. It looks like they will move forward, but we need sign off from the operations director.

12:15 P.M.

Drive back to office and grab a quick lunch on the way. Listen to favorite Pandora stations if time permits (Pink Floyd, John Hiatt, Allman Brothers and a variety of blues artists of which most people have never heard).

1:45 P.M.

Get out my list of prospects and make calls. I can’t seem to do this enough. Get involved with various services issues that need my attention.

3:30 P.M. 

On phone with director of enrollments getting update on ongoing enrollments, processing of previous cases, and set up of upcoming business.

5:15 P.M.

Review list of upcoming prospect/client meetings and decide which carriers and vendors will be presented and what presentation materials are needed. Need to decide what has to be customized.

5:30 P.M.

Review emails and reply to anything and everything. I’m also working on an ongoing project regarding a new area of our practice. Interruptions are few at this time of the day.

6:45 P.M.

Declare to the boss that I am tired, cranky, and I am going home.

8:00 P.M.

Home with wife, daughter, and the dogs. Life is good.

10:15 P.M.

Watching Law & Order (it is on at any time on some channel). While playing with cell phone, I get an e-mail from a client. I respond immediately — absolutely making an impression.

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