Are you driving the benefits strategy?

Getting proactive with solutions will put you in the driver's seat with your clients

By Nelson Griswold
August 1, 2011

The traditional model of the benefits brokerage is terminal and on life support. As I talk with brokers and consult with agencies across the U.S., there's a growing desperation as they realize that "carrying quotes" isn't enough anymore. Even modifying the plan design and then shopping the medical for the lowest quotes no longer will get - or keep - the account.

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