This is a time of significant change for the employee benefits industry, but rather than respond with panic, consultant Alan Katz urges brokers and advisers to prepare for whatever lays ahead by learning from the habits of successful producers.
In a speech Wednesday to brokers gathered in Nashville for the annual Benefits Selling Expo, Katz described the time-honored techniques of the country’s high-growth producers that are detailed in his book, Trailblazed: Proven Paths to Sales Success. Successful producers share practices, processes and perspectives that Katz organizes into three paths.
