Kevin Trokey kicked off the recent Q4Live member conference with a quote to warm the heart of any literature fan. "It was the best of times, it was the worst of times," he told a crowded room of top consultants in Tampa, Florida. More than 150 years after it was written, Dickens' "A Tale of Two Cities" remains a great read, and the opening lines continue to resonate in today's benefits industry, where the frantic rate of change creates fear, confusion and, most importantly, opportunity.

"With the changes, challenges and level of disruption that's going on in our industry, you can see why people fall into the trap of thinking it's the worst of times," he told attendees. "And for some, that will prove to be the case."

He noted that there will be those who will not survive the obstacles currently facing benefits advisors but emphasized that it's not because the challenges can't be overcome.

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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.