Just to recap, in my previous post I argued that as benefits advisers we need to change the conversation with our clients. I used the example of my client who asked me to present at a sales seminar on solution-based (vs. product-based) selling. I also said I would share some thoughts on how to effectively move our role as advisers forward. If you don’t remember or need to remind yourself, please go here.
I believe finding ways to change the conversation with your clients is perhaps the single most important topic for benefits shops across the country. Yet how we change the conversation is almost nearly as important.
