Good point, Jonathan. May require an update to the P&Ps.

Thanks Richard – definitely means a lot coming from someone with your experience, savvy and forward-thinking.

bd

Peter – thanks for the validation here. I know I’m not alone in this. In fact, my hunch is the majority of us agree with many, if not most, of these sentiments, but the tyranny of the urgent and the rut of comfort zones just keeps us from getting around to doing something about it. Here’s to progress!

Clifton – thanks for the comment. I know where you’re coming from, and trust me I’ve been a part of many of these discussions. I’m not denying that this would take some work. Obviously, if you’re going to pay someone, you need that SSN. What I’m suggesting is we think first from the perspective of the consumer. Here’s what I do know: many field leaders have told me how asking for a SSN in the midst of the enrollment process with someone who is already sometimes not exactly sure of their decision to begin with can be a tough ask. My challenge is … a) can we ask for it later in the process, or possibly ask for it once we have something to pay them, or b) can we at least clarify in simple, welcoming terms why this information is needed. In my experience, most companies don’t even do this.

I also know that some companies do use this number to verify a true individual person (vs. a fake one), and that’s certainly valid. But I also know many companies are not checking that information real-time in the enrollment process.

Clifton, this may be a tough one to reconcile, but my hope is we can streamline the enrollment process and overcome any obstacles for the prospects and the field, while still making sure the company gets the necessary info it needs at the right time. My experience tells me this is one area that we typically start with what corporate needs first, and then leave it at that. I think we can try a little harder to do this better.