Field Notes
Notes from the climb
Mentorship-grade essays on building a Life and Annuity practice that serves people first — trust, planning, and what the field actually teaches you.
June 13, 2026 · Craft · Mentorship
How You Get to Carnegie Hall
There's the famous answer — practice, practice, practice. And then there's the part of the joke nobody tells you.
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June 13, 2026 · practice mastery · relationships · sales
People Skills Are the Last Real Edge
Your competitor has the same products, software, and rates. What they can't copy is how a client feels sitting across from you. A practical playbook drawn from Carnegie and Giblin.
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June 12, 2026 · client-skills · trust
The quietest skill in the room
Top advisors don't out-talk their clients. They out-listen them. Here's what that actually looks like in a Life and Annuity conversation.
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June 10, 2026 · career · onboarding
Your first 90 days as a Life & Annuity advisor
Most new advisors flame out in the first quarter. Here's the 90-day pattern we've watched separate the ones who build a career from the ones who don't.
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June 7, 2026 · mentorship · training
Why mentorship beats memorization
The Life and Annuity industry trains agents to recite products. It rarely trains them to think like advisors. Mentorship is what closes that gap.
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