At the Benefits Selling Expo in May, I was invited to speak on the topic of “Brokers under pressure.” The theme was that pressure creates the need for change—and during the discussion we covered some tools for managing change effectively.
Of course, there is no single plan of action that can be used by every broker to solve the issues driven by these different pressures. Each pressure can be seen as an opportunity. Sun Tzu wrote in The Art of War: “Opportunities multiply as they are seized.” Effective responses are going to result in some form of change for the broker’s organization.
Before going into some of the alternatives facing brokers, consider the tools that can help brokers plan and manage change effectively. A good starting point is for each individual to consider how they personally react to change.
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