As a benefits adviser, it’s tempting to constantly look over your shoulder. Most of the time a client needs to fire their incumbent broker just to hire you. This leads to fierce competition in the marketplace, which is what encourages innovation and creativity. But I have also seen it send consultants to the “edge of the ledge” in the world of employer-sponsored benefits.
Starting out as an adviser, I thought I could only collaborate with advisers in other areas of the country. The funny thing is when I would attend a conference outside of my ZIP code and meet a fellow adviser from my area of the country, my competitive side would kick in, and I felt the need to keep strategies to myself. I would smile and quickly excuse myself. The belief that anyone who does business in your community is to be competed with, winner takes all, held back my growth as an adviser and limited my potential impact for the communities I served.
