Cultivating the ideal client base

With limited funds, here's how to become a client's trusted adviser

By Jack Kwicien, CLU, ChFC
May 1, 2012

Creating a benefits strategic plan for your clients (50 lives and larger) is a great way to engage clients in a discussion about what are they trying to accomplish with their benefits program and expenditures over the next three to five years. Your clients are going to be coping with all the market dynamics and the rippling effects of regulatory compliance, so what they need is a process for managing change. And you can be their "change agent."

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