Every spring, the nation is captivated by March Madness, watching over a two-week period as the field of 64 is steadily whittled down to the Final Four and, eventually, a single champion is left standing. Over the past few months, our editorial staff has undertaken a winnowing process of our own while selecting the five finalists for Benefits Selling's 2016 Broker of the Year.

Now, I'm not saying that anyone would be glued to their screen if we televised the process—a group of editors debating over a pile of nomination forms is hardly must-see TV. Still, it's something we take very seriously, and we've spent hours poring over hundreds of applications, talking with potential candidates, and going back and forth about the respective strengths of our favorites.

I'm not going to lie, it's an exhausting experience. But it's also a rewarding one.

I've said it before, but it's one thing to report on the benefits world—tracking trends, writing about regulations, reading the latest studies. But it's another to talk to the people who make up the industry. They always offer a fresh perspective and their stories add a human side to the business—it's my favorite part about the job.

This year's finalists hail from all over the country and represent a wide range of backgrounds, strengths, and philosophies.

Bradley Davis learned firsthand the importance of financial preparation when he filed for bankruptcy a decade ago. As he worked to make sure it never happened again, Davis decided to always be “one of the smartest guys in the room.” Ten years later, he spends much of his time teaching others what he has learned.
After nearly 40 years in the industry, Fred Garfield hasn't lost an ounce of the passion that made him successful in the first place. It comes through as he shares anecdotes about finding solutions for clients and helping them manage health care costs. In a time when many brokers would describe themselves as burned out or disillusioned, he's still using words like “hungry” and “growing” to describe his practice.
Nathaniel Garfield prides himself on doing the right thing, even when it isn't easy. Whether telling a client something they don't want to hear or leaving a high-paying job to start his own shop, his actions throughout his career show this philosophy is more than a talking point. Oh, and you'll never guess who he's related to…
Sallie Giblin doesn't give up when she sees an obstacle in her path. In a male-dominated industry, she describes herself as “a hard-charging female who doesn't pick up my toys and go home when I don't get my way.” After years of working to build a successful career of her own, Giblin created a mentorship program where she helps teach and inspire young female producers to take their careers to the next level while making a positive impact.
When Reed Smith talks about change, you can't help but listen. He views the turmoil currently taking place in the industry as a positive. Because when consumers are expecting change, he says, “that provides a great opportunity.” Smith started his career as a sales rep for several carriers, which has given him a larger perspective and helped him build strong relationships with clients.

Look for more on the finalists in the pages of our April issue and on BenefitsPro.com in the coming days. I hope you enjoy getting to know these five brokers as much as I have. One final tough decision is coming, and we will announce the Broker of the Year onstage at Benefits Selling Expo on April 19 (we hope to see you there) and in the May issue of Benefits Selling. Cutting down the net will be optional.

Instant Insights /

The final five: Benefits Selling's Broker of the Year Finalists

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