Getting To Know Me...

I have read a lot of biographies, self-development and business books over the years and just wanted to put down a few things I have learned and share a little bit about myself.  It may not be worth much to you but it is a good way of reminding me of the things I should be doing to build a profitable book of business and create valuable relationships along the way.  Also, hopefully by getting to know me a little bit we can find more common ground and it will give me an opportunity to know you better as well.  I dont want to be seen as some insurance freak that reads policies all day :)  Please feel free to comment and add your business insights and philosophies and share your interests also!

1)  "Never Eat Alone" This is a book I read by Keith Ferazzi about building your network.  This has been a hard thing for me to do but one way I have been able to use it is by trying to attend a lunch group at least once a week.  For me, these groups include Exchange Club, WSU roundball, Rotary, local business presentations, etc.  I find that I am able to spend about an hour of quality time with people who have some of my same interests and who are generally eager to stay in contact and help each other in our business endeavors.

2)  Never burn bridges.  This can be difficult when you get to the end of a conversation with a long-term client who is ending the relationship because they found a better price or some other reason.  My theory has been and always will be that I should respect my clients decisions and try my best to continue our relationship whether I get their business or not.  For me, it isnt about business so much as it is about people.  Nevertheless, I know that a clients business has to be earned each and every year and am committed to doing everything in my power to keep my clients and provide the best price and service possible.  Sometimes when you lose a client it is only a matter of time before they come back seeking your help.  If you act bitter and upset about their decision then chances are they won't ever be coming back.

3)  Apply your knowledge.  Many of us spend countless hours studying our trade and trying to become experts in our industry but when it comes down to finding new business we end up doing as little as possible to close the deal.  What happens when we apply our knowledge and spend adequate time analyzing and making recommendations for our prospects?  We win.  The amount of effort you put into a proposal will clearly show during the presentation.  Rather than getting the specs and quoting, we need to spend more time analyzing, making recommendations, asking questions, negotiating, and understanding the agreements if we are to truly bring value to our clientele.

4)  "The Golden Rule".  We all know what it is, but do we apply it in our business transactions?  Do we value relationships, service, expertise, and credibility instead of focusing only on the price?  I find it difficult when I am buying a new car or a house or negotiating my cable bill to try to suck every dollar I possibly can out of my provider.  I understand that they need to make a profit also and I seek a fair price based on the options available to me.  I hope that my clients accept this principle as well because I cant always guarantee that there isnt some unknown or overlooked insurance company that will pop up out of nowhere and beat my price.  I normally make suggestions to my clients after reviewing a number of viable and competitive options and it may not always be the one with the lowest price.

5)  Hard Work.  There really is no substitute for putting in the hours, making the phone calls, meticulously reviewing proposals and quotes, responding to emails, making yourself available, seeking others opinions, understanding the marketplace, providing excellent service, going the extra mile, and giving your all.  Day in and day out there are no excuses.  This is what it takes to be successful in any economy.  I am a firm believer that the harder I work the luckier I get.  It always takes a little luck but that luck is usually a direct product of doing everything in my power to make it happen.

6)  Have Fun.  For me, work is fun for the most part but it cannot fill this need.  I have decided that I need to take a break every once in a while to go on vacation, spend time with my family, or take an occasional day off so I can be my best self when I am in the office.  I like to know what my clients do for fun so we have things to talk about besides insurance when we get together.  I find that it is generally pretty easy to find common interests with people and it makes working with them much more enjoyable knowing that they are real people and not 100% business all the time. 

Here are a few of my interests you may not be aware of.  If you have some of these same interests, let's talk about it the next time we get together!

I am an avid exerciser, I played golf in high school, I served a church mission for 2 years in El Salvador, I lived in Puerto Rico for 5 months selling home security, I like to play/watch any sport, I am a snowboarder and a skiier, I love to boat in the summertime, I love to travel and have been fortunate to visit many states and other countries including:  Mexico, Canada, Peru, UAE, and India. I like to hunt and fish.  I like to read business books, american history, and biographies.  I enjoy Utah and BYU athletics but at heart I am a Weber State Wildcat!  Most of all I like spending time with my wife and my 10 nieces and nephews.

I am generally an open book.  I like to be completely honest with my clients about who I am and what I can do for them.  I do not use shady sales tactics and I would never hesitate to answer a client's phone call.  I don't always have every answer immediately but I can always find the answer.  I dont overpromise or always say what you want to hear but I can back up my words every time.

IMPROVE YOUR INSURABILITY!

One of the things I try to do for each of my clients is to build a positive insurance profile and summary before submitting the account to an Underwriter.  Underwriters LOVE information.  They like to see details, descriptions, brochures, contracts, updates, etc.  Most importantly, they like to see an ongoing Risk Management program.  This shows the insurance company that the owner is doing everything in their power to prevent claims.  These are the companies that get the credits and have access to more insurance carriers. 

Often times, insurance carriers will offer quotes in certain industries based on their definition of “Best in Class.”  For example, they may not typically write a Waste Hauler but if they receive a detailed submission showing the things they want to see, then they will likely consider offering a very competitive quote.  Why? Because the truth is that most businesses purchase insurance in lieu of implementing proper risk management.  The ones that do implement a quality risk management program will reap insurance rewards.  Many insurance companies will request an inspection by an outside agency or send their own before deciding whether to provide a quote on something.  So, what are they looking for?

Things to make a building look better to an insurance company include:

• Hard-wired smoke detectors
• Proper handrails and fire escapes
• Child-safe window hardware
• Sidewalks free of major cracks
• Closed fire doors with proper panic hardware
• Well-lit hallways and walkways
• Following regulations for elevators and laundry rooms
• Control of all maintenance issues: Practice good maintenance–no wet floors
• Do routine repairs
• Mold eradication

Make sure your risk profile includes all safety-related improvements in the property such as any alarm systems, security cameras, addition of a doorman, improved lighting, and anything else that makes your building more appealing to an insurance underwriter who can then apply credits for the safety measures taken.

Advise your insurance broker of upgrades and repairs to your building. Upgrades to major systems such as heating, electric, and plumbing greatly improve your risk profile and can present your property better to the insurance company. This may lead to better pricing and broader terms when the insurance companies offer you quotes.  Insurance companies show their appreciation to those risks that have improved profiles and ongoing risk management by offering them lower rates and policies with broader terms.

Similar risk management principles apply to Auto Insurance, Workers Compensation, and General Liability.  Continued maintenance, proper safety restraints and trainings, quality PR and documentation, etc. will greatly improve your insurability.

WHY DO I NEED EMPLOYEE DISHONESTY COVERAGE??

WHAT IS IT?

This insurance protects the employer from financial loss due to the fraudulent activities of an employee or group of employees. The loss can be the result of the employee’s theft of money, securities or other property of the employer.

WHY DO I NEED IT?

Fraud and embezzlement in the workplace is on the rise. The Association of Certified Fraud Examiners (ACFE) estimates business losses $400 billion per year or about 6% of total annual revenue. Small companies can be especially effected by theft and embezzlement because they can’t afford extensive safeguards and aren’t large enough to absorb losses. Workplace crime is carried out by employees 80% of the time. One in four employees who has committed fraud against their employer had been with the company more than ten years.

WHAT DOES IT COVER?

Stand alone policies are designed to cover employee thefts, robbery and safe burglaries. Coverage can also include:

    1. Forgery or alteration

    2. Funds transfer fraud

    3. Computer fraud

    4. Credit card fraud

    5. Money order and counterfeit fraud

On a personal note, My brother in law owns a small business which in many instances requires that you hire one person who you trust to undertake a broad range of responsibilities.  In his case, he hired someone who was in charge of paying bills, balancing books, depositing checks, etc.  After being employed for several years with his company, they found out that this employee had been stealing money and making unauthorized charges on company credit cards then covering them up with other expenses.  This can be a huge devastation for a small business that lives by cash-flow. 

In another example, a local trucking company recently found out that their controller has been embezzling money from them for a number of years to the sum of about $1.3 million.

Many times the people who are found stealing money from their employer are people who feel they are very trusted and might feel entitled to more money or benefits.  The worst thing an employer could do is assume that they have great employees who would never do anything to harm the company.  Employee Dishonesty insurance can help protect you against these financial losses.  If you questions about this or would like to discuss ways to ensure proper limits and coverage please contact me!

Insurance Market

Here is a good short article about insurance pricing from the Council of Insurance Agents and Brokers.  It is definitely a buyers market right now with pricing being driven down by fierce competition in the industry.  We are seeing unprecedented drops in premiums tied to increased coverage.  Because of this, I am careful to select 5-7 insurance markets for each of my accounts so I can find the best combination of coverage and pricing for my customers.  I can't guarantee that there isnt a lower price out there somewhere, because it would be impossible to cover every market.  However, I feel that I am doing my job by approaching a good number of companies for each account so we know that our pricing is competitive among the top insurers for each industry.  In this type of market, buyers have to be aware that there are insurance companies out there that are trying to buy business by offering extremely low rates.  Some of these companies are dangerous to do business with because they have likely cut out portions of coverage or they might be financially unstable and trying to collect whatever premium they can because they know there are people out there who will choose them solely based on price.  Sooner or later the market will turn and pricing will start to tighten up and maybe increase.  When that happens, you will find much more value in having a relationship with an insurance broker who understands the coverage forms and rates and can negotiate a good product.

COUNCIL SURVEY SHOWS COMMERCIAL PROPERTY/CASUALTY RATES
MELTING IN SUMMER HEAT WASHINGTON, D.C., July 19, 2010
"It’s the same old story," said Council President Ken A. Crerar. "Carriers continue to fight aggressively for new business as capacity flows into the market. It’s like someone forgot to turn off the spigot. No one seems to know when the reservoir will dry up, but in the meantime, it’s definitely a buyers’ market."
Commercial renewal pricing for small, medium and large business accounts continued to decline in the second quarter, compared with the first quarter of the year. Large account rate declines were again slightly more than the other accounts, but pricing for all account sizes was soft, according to The Council’s survey data. All individual commercial lines included in the survey experienced rate decreases, compared with the previous quarter. – Excess capacity chasing market share in the commercial property/casualty marketplace has resulted in another quarter of declining renewal pricing, according to The Council of Insurance Agents & Brokers’ second quarter Commercial P/C Market Index Survey. On average, renewal rates dropped by about 6 percent in the second quarter, compared with a 5 percent decrease in the first quarter of 2010.  Brokers across the country reported that capacity was plentiful for all lines:
"New carriers continue to enter the marketplace, further driving rates down. The capacity seems endless at this point."
"Carriers have lots of capacity for new business, but also don’t want to lose renewals. If there’s competition they will lower price."
"Appetite for premium is at a desperate level. New capacity continues to come into the market (inexplicably) and there is not enough premium to feed all the mouths."
"There is an abundance of capacity for D&O and other management liability coverage. Carriers are seeking to maintain market share by cutting premium and expanding coverage."
Buyers found good deals not only on pricing last quarter, but on terms and conditions as well, according to survey comments. "Carriers are open to improving deductibles, terms and conditions in hopes of being able to keep premium flat," said one respondent. Another broker saw "lower deductibles, broader coverage terms, more liberal terms." Still another remarked that there are "generally broader terms, no additional restrictions in coverage."
There was no notable change in customer demand for insurance in the second quarter, the brokers said. Only 26 percent of those surveyed said demand was up – about the same response as in the first quarter.
The economy and credit crisis remain the top concern of brokers across the country.

phil heath Kai Greene Branch Warren after the 2009 Mr Olympia video phil heath met rx

phil heath

video of phil heath Kai Greene and Branch Warren after the 2009 Mr Olympia, phil heath was unlucky at the 2009 mr olympia due to some illness going into the mr olympia bodybuilding contest.

but aspect to see phil heath pushing for the 2010 mr olympia title and in much better condition then the 2009 mr olympia contest.

phil heath is wearing a met rx t-shirt in the video not sure if phil heath is still sponsored by met rx or not now.

Saturated Fat and Insulin Sensitivity

Insulin sensitivity is a measure of the tissue response to insulin. Typically, it refers to insulin's ability to cause tissues to absorb glucose from the blood. A loss of insulin sensitivity, also called insulin resistance, is a core part of the metabolic disorder that affects many people in industrial nations.

I don't know how many times I've seen the claim in journal articles and on the internet that saturated fat reduces insulin sensitivity. The idea is that saturated fat reduces the body's ability to handle glucose effectively, placing people on the road to diabetes, obesity and heart disease. Given the "selective citation disorder" that plagues the diet-health literature, perhaps this particular claim deserves a closer look.

The Evidence

I found a review article from 2008 that addressed this question (1). I like this review because it only includes high-quality trials that used reliable methods of determining insulin sensitivity*.

On to the meat of it. There were 5 studies in which non-diabetic people were fed diets rich in saturated fat, and compared with a group eating a diet rich in monounsaturated (like olive oil) or polyunsaturated (like corn oil) fat. They ranged in duration from one week to 3 months. Four of the five studies found that fat quality did not affect insulin sensitivity, including one of the 3-month studies.

The fifth study, which is the one that's nearly always cited in the diet-health literature, requires some discussion. This was the KANWU study (2). Over the course of three months, investigators fed 163 volunteers a diet rich in either saturated fat or monounsaturated fat.

The SAFA diet included butter and a table margarine containing a relatively high proportion of SAFAs. The MUFA diet included a spread and a margarine containing high proportions of oleic acid derived from high-oleic sunflower oil and negligible amounts of trans fatty acids and n-3 fatty acids and olive oil.

Yummy. After three months of these diets, there was no significant difference in insulin sensitivity between the saturated fat group and the monounsaturated fat group. Yes, you read that right. Even the study that's selectively cited as evidence that saturated fat causes insulin resistance found no significant difference between the diets. You might not get this by reading the misleading abstract. I'll be generous and acknowledge that the (small) difference was almost statistically significant (p = 0.053).

What the authors decided to focus on instead is the fact that insulin sensitivity declined slightly but significantly on the saturated fat diet compared with the pre-diet baseline. That's why this study is cited as evidence that saturated fat impairs insulin sensitivity. But anyone who has a basic science background will see where this reasoning is flawed (warning: nerd attack. skip the rest of the paragraph if you're not interested). You need a control group for comparison, to take into account normal fluctuations caused by such things as the season, eating mostly cafeteria food, and having a doctor hooking you up to machines. That control group was the group eating monounsaturated fat. The comparison between diet groups was the 'primary outcome', in statistics lingo. That's the comparison that matters, and it wasn't significant. To interpret the study otherwise is to ignore the basic conventions of statistics, which the authors were happy to do. There's a name for it: 'moving the goalpost'. The reviewers shouldn't have let this kind of shenanigans slide.

So we have five studies through 2008, none of which support the idea that saturated fat reduces insulin sensitivity in non-diabetics. Since the review paper was published, I know of one subsequent study that asked the same question (3). Susan J. van Dijk and colleagues fed volunteers with abdominal overweight (beer gut) a diet rich in either saturated fat or monounsaturated fat. I e-mailed the senior author and she said the saturated fat diet was "mostly butter". The specific fats used in the diets weren't mentioned anywhere in the paper, which is a major omission**. In any case, after 8 weeks, insulin sensitivity was virtually identical between the two groups. This study appeared well controlled and used the gold standard method for assessing insulin sensitivity, called the euglycemic-hyperinsulinemic clamp technique***.

The evidence from controlled trials is rather consistent that saturated fat has no appreciable effect on insulin sensitivity.

Why Are We so Focused on Saturated Fat?

Answer: because it's the nutrient everyone loves to hate. As an exercise in completeness, I'm going to mention three dietary factors that actually reduce insulin sensitivity, and get a lot less air time than saturated fat.

#1: Caffeine. That's right, controlled trials show that your favorite murky beverage reduces insulin sensitivity (4, 5). Is it actually relevant to real life? I doubt it. The doses used were large and the studies short-term.

#2: Magnesium deficiency. A low-magnesium diet reduced insulin sensitivity by 25% over the course of three weeks (6). I think this is probably relevant to long-term insulin sensitivity and overall health, although it would be good to have longer-term data. Magnesium deficiency is widespread in industrial nations, due to our over-reliance on refined foods such as sugar, white flour and oils.

#3: Sugar. Fructose reduces insulin sensitivity in humans, along with many other harmful effects (7).

As long as we continue to focus our energy on indicting saturated fat, it will continue distracting us from the real causes of disease.


* For the nerds: euglycemic-hyperinsulinemic clamp (the gold standard), insulin suppression test, or intravenous glucose tolerance test with Minimal Model. They didn't include studies that reported HOMA as their only measure, because it's not very accurate.

** There's this idea that pervades the diet-health literature that all saturated fats are roughly equivalent, all monounsaturated fats are equivalent, etc., therefore it doesn't matter what the source was. This is beyond absurd and reflects our cultural obsession with saturated fat. It really irks me that the reviewers didn't demand this information.

*** They did find that markers of inflammation in fat tissue were higher after the saturated fat diet.

Malocclusion: Disease of Civilization, Part IX

A Summary

For those who didn't want to wade through the entire nerd safari, I offer a simple summary.

Our ancestors had straight teeth, and their wisdom teeth came in without any problem. The same continues to be true of a few non-industrial cultures today, but it's becoming rare. Wild animals also rarely suffer from orthodontic problems.

Today, the majority of people in the US and other affluent nations have some type of malocclusion, whether it's crooked teeth, overbite, open bite or a number of other possibilities.

There are three main factors that I believe contribute to malocclusion in modern societies:

1. Maternal nutrition during the first trimester of pregnancy. Vitamin K2, found in organs, pastured dairy and eggs, is particularly important. We may also make small amounts from the K1 found in green vegetables.
2. Sucking habits from birth to age four. Breast feeding protects against malocclusion. Bottle feeding, pacifiers and finger sucking probably increase the risk of malocclusion. Cup feeding and orthodontic pacifiers are probably acceptable alternatives.
3. Food toughness. The jaws probably require stress from tough food to develop correctly. This can contribute to the widening of the dental arch until roughly age 17. Beef jerky, raw vegetables, raw fruit, tough cuts of meat and nuts are all good ways to exercise the jaws.
   

And now, an example from the dental literature to motivate you. In 1976, Dr. H. L. Eirew published an interesting paper in the British Dental Journal. He took two 12-year old identical twins, with identical class I malocclusions (crowded incisors), and gave them two different orthodontic treatments. Here's a picture of both girls before the treatment:


In one, he made more space in her jaws by extracting teeth. In the other, he put in an apparatus that broadened her dental arch, which roughly mimics the natural process of arch growth during childhood and adolescence. This had profound effects on the girls' subsequent occlusion and facial structure:

The girl on the left had teeth extracted, while the girl on the right had her arch broadened. Under ideal circumstances, this is what should happen naturally during development. Notice any differences?

Thanks to the Weston A Price foundation's recent newsletter for the study reference.