Thank you for sharing!

Your article was successfully shared with the contacts you provided.

The 2011 MetLife Broker/Consultant Study found that 58 percent of brokers plan to become more consultative to survive the regulatory and industry changes from PPACA. Yet few brokers really understand what it means—and how—to be consultative.

For decades, insurance sales have been based on a product-centric model. Driven by carriers, whose sole purpose is to sell products, insurance sales expertise has been defined largely by product knowledge. Broker product training teaches “features and benefits.” Sales training, when provided, generally is characterized by old-school techniques such as overcoming objections, trial closes, and the acronym ABC: “Always Be Closing.”

Complete your profile to continue reading and get FREE access to BenefitsPRO.com, part of your ALM digital membership.

Your access to unlimited BenefitsPRO.com content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical BenefitsPRO.com information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events.
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com

Already have an account?



Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join BenefitsPRO.com now!

  • Unlimited access to BenefitsPRO.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
  • Exclusive discounts on BenefitsPRO.com and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2021 ALM Media Properties, LLC. All Rights Reserved.