Industry veteran Vinnie Daboul says he wants you to be uncomfortable. Why? In order to stand out in a competitive market of brokers, you have to be disruptive and change your game. The vice president of national accounts at Employee Family Protection, Inc. told a group at the Workplace Benefits Renaissance in Atlantic City, N.J., on Tuesday that consultative selling is the transformation that will set brokers apart in this way.
He said the first step to becoming a consultant is viewing yourself as one, right next to your client’s banker, certified public accountant and lawyer. If you feel like you deserve that spot, your client will believe it. While that means moving to a fee-based billing system in many cases, it could open up a world of different projects with complex and varied new clients.
