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How many products do you typically review in your usual enrollment discussion with a group client? Medical, ancillary, support (HSAs, benefit admin systems, compliance, etc.) and so on. It’s a bunch and it’s a lot more than in the past, isn’t it?

I believe your discussion and presentation strategy for all these additional products can make or break you. Here’s how I would differentiate the most successful brokers I see from the least successful:

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