Do or Die: Stop Using Just A Hammer

Diversify Your Portfolio into a Well-Stocked Toolbox By Nelson L. Griswold Are you still using just a hammer in your benefits practice? Too many benefit brokers have been showing up at the jobsite equipped only with the hammer of medical insurance, limiting their ability both to add new revenue and to be consultative and solve…

Do or Die: Creating a Consultative Practice

Building the Foundation for the NextGeneration Benefits Firm   By Nelson L. Griswold While working for a benefits communication & enrollment firm, I managed to get a coveted appointment with the SVP for voluntary benefits at a major regional brokerage. He started the meeting with an invitation to pitch: “We already work with several enrollment…