Brokers and consultants spend so much time focusing on clientsand on the myriad outside threats to the industry that they toooften overlook their own businesses. This idea ofself-reflection—for both the industry as a whole, and theindividuals who make it up — was a common theme during NAHU'srecent Annual Convention in Albuquerque.

“What's your business philosophy?” Mark Gaunya asked. Gaunya,co-owner and chief innovation officer at Boston-based BorislowInsurance, urged the audience to think of themselves “not asbrokers, producers or agents, but as business owners. Those otherterms are the roles we fill; that's not who we are. You are abusiness owner who needs to run your business in a responsibleway.”

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Paul Wilson

Paul Wilson is the editor-in-chief of BenefitsPRO Magazine and BenefitsPRO.com. He has covered the insurance industry for more than a decade, including stints at Retirement Advisor Magazine and ProducersWeb.