At the Benefits Selling Expo in May, I was invited to speak onthe topic of “Brokers under pressure.” The theme was that pressurecreates the need for change—and during the discussion we coveredsome tools for managing change effectively.

Of course, there is no single plan of action that can be used byevery broker to solve the issues driven by these differentpressures. Each pressure can be seen as an opportunity. Sun Tzuwrote in The Art of War: “Opportunities multiply as they areseized.” Effective responses are going to result in some form ofchange for the broker’s organization.

Before going into some of the alternatives facing brokers,consider the tools that can help brokers plan and manage changeeffectively. A good starting point is for each individual toconsider how they personally react to change.

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