There is a paradigm shiftoccurring in the small and mid-sized employer market that affectsthe way many prospects choose their benefits broker, and it mayimpact how agencies think about their business growth strategies in2019.
Increasingly, to be given the opportunity to solve anorganization's benefits challenges, brokers also have toprovide advice and solutions for the rest of the prospect's HRconcerns.
The rise of Zenefits showed that there is a sizable segment ofthe market that buys this way, and that segment will only continueto grow as tech-savvy millennials rise into decision-makingpositions within their organizations.
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