Nelson Griswold
FounderNelson Griswold is founder of the NextGen Benefits Mastermind Partnership and founder and chairman of the ASCEND Agency Growth & Leadership Summit.
Nelson Griswold is founder of the NextGen Benefits Mastermind Partnership and founder and chairman of the ASCEND Agency Growth & Leadership Summit.
Separate brokers from their fee dependence and watch the smart ones evolve into consultative advisers, urges consultant Nelson Griswold.
Move a broker’s value proposition beyond the renewal, and provide strategy around the medical and benefits plan that positions them as a strategic adviser and not a mere vendor, says consultant Nelson Griswold.
An adviser’s biggest competitor is the status quo — the infuriating inertia that keeps the incumbent safe, says columnist Nelson Griswold.
Like little hinges that swing big doors, Nelson Griswold suggests highlighting incremental differences that have a disproportionately positive impact.
A shift in employees’ perception of these products can make a dramatic difference in the sales process, says columnist Nelson Griswold.
Giving up control to let someone else figure out what to do next is not the right move, says columnist Nelson Griswold.
Most advisers completely misunderstand where their real competition is coming from, says columnist Nelson Griswold.
It’s a logical move for the brokerage and consulting firm and a strong step in the process of mainstreaming voluntary, says columnist Nelson Griswold.
It’s a logical move for the brokerage and consulting firm and a strong step in the process of mainstreaming voluntary, says columnist Nelson Griswold.
To gain control of the consultative selling process, advisers must think like a physician, says Bottom Line Solutions’ Nelson Griswold.