Building a successful broker business requires diligence — before, during and after the sale. Being deliberate about using data, deploying automation and communicating regularly with employers and their employees can attract and keep customers over time. Brokers who focus on four key areas can jump-start their path to sustainable, long-term success in the benefits arena. 

Leverage data

Too often, brokers neglect a gold mine of information that resides with carriers. For larger accounts, carriers can provide aggregated medical and health reimbursement account data on employee benefits utilization. Knowing trends and understanding how insurers are applying benefits to their families can help guide future plan designs. 

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