Consultative selling is not a talent, but a skill a broker can learn. Join industry icon Nelson Griswold in this high-energy webinar as he reveals three steps to begin your transition to a consultative approach and start growing your book.
Today, brokers are commoditized, the result of standardized, almost identical, fully insured plan offerings with nearly identical pricing from just a handful of carriers. Since it’s almost impossible to differentiate themselves, brokers struggle to stand out from their competitors. And with regional and national brokers moving downstream for groups as small as 35 lives, few independent brokers can compete with their brand equity and binder of capabilities.
Rejecting the commoditized transactional broker role, savvy independent brokers are moving to a consultative adviser role to take bigger, mid-market accounts from larger agencies and even national houses.