Pogo* once famously said, “We have met the enemy and he is us.” And if we didn’t know better, we might have thought the author, Walt Kelly, was talking about the broker shakeout in the small and middle markets.

In years past, two types of brokers often coexisted in these cases. The employee benefit brokers (EBBs) handled the medical and employer-paid products, while the classic worksite brokers handled the employee-paid products. In general, these two brokers ignored each other, sold only their own types of products, and rarely came into conflict. They came from different backgrounds in terms of the types of carriers they represented, the products they sold, the filing platform of those products, their compensation, etc.

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