Benefits Selling expo speaker: Make sure to attend NelsonGriswold's session, “The Winning Hand: Move to ConsultativeSelling,” May 19 at 2:45 p.m. in Trailblazer B.
The 2011 MetLife Broker/Consultant Study found that 58percent of brokers plan to become more consultative to survive theregulatory and industry changes from PPACA. Yet few brokers reallyunderstand what it means—and how—to be consultative.
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