Getting a potential client to switch their broker is a lot like trying to get them to skydive: they've been meaning to do it for years, they'll feel much better for having done it; they just need a little push.
My goal here is to introduce you to one particular push that will hopefully result in more sales for you and fewer bloodcurdling screams than you'd get shoving your prospects out of an airplane.
As you're probably aware, the Form 5500 provides geographic information on the plan sponsor. You can look up Microsoft's 401(k) or health plan and see that they are located in Redmond, Wash. What you might now know is that you can also look up the location of the plan brokers: Microsoft's broker (Axa) is located in Chicago. Suite 1100 on 122 S. Michigan Ave., to be precise.
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