The most important lesson I have learned is to never make assumptions. I was working with a small business owner to design employee insurance coverage. In my past dealings with small businesses, I had found they usually try to minimize their costs as much as possible while giving the employees adequate coverage. I assumed this would be the case again, but it turned out he wanted to provide excellent coverage for his employees regardless of the cost to him. I quickly switched my way of thinking and found him an excellent plan that was affordable, too. He ended up being very pleased and turned into a loyal client.