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The changes I’ve seen in over 27 years in benefits and the process to provide those benefits are extraordinary. Once we only could take paper apps. Now we can enroll people on a tablet. Brokers able to adapt to that evolution were and are able to continue to grow their business. Now, our understanding of the process to have a successful enrollment is changing. When I first began it was understood the only way to do an enrollment, especially a voluntary one, was to get conditions. An enrollment firm had to be able to sit face-to- face with every employee for 15 minutes. Today, especially for larger groups, HR directors aren’t wanting or willing to provide that access. We have to be flexible and creative.

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