At my core, I am a salesperson. I can be easily distracted bynew technologies, innovative ideas, and dataanalytics. For many years, I was relegated to getting my innovationfix in places outside my industry. But times, they area-changing.

At industry events, booths formerly sponsored by carriers havebeen replaced by tech vendors, new transparency tools, wellnessstrategies, and tax schemes designed to reduce tax liability andused to fund other products.

For the last five years or so, an innovative, successfulconsultant could gain clients by bringing new ideas to the table,but now, some consultants are losing business by bringing too manyor unproven ideas to their customers. This is a warning to not bedistracted by all the “new ideas,” but still be careful enough tobring the right ideas to clients.

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