A panel of brokers shared theirexperiences and tips for how to message to the C-Suite, getting aninitial meeting with them and how to keep HR in the conversation.(Photo; Charles Garnar/ALM)

“Forget that you're in the insurance business.”

That's one of the many pieces of advice, this one coming fromSeth Denson of GDP Advisors, offered forbrokers as they pivot from having conversations about employeebenefits with the HR department to having them with the C-Suite.Denson, along with Kim Eckelbarger of Tropical Benefits and KareimCade of great Lakes Benefit Group, shared their experiences andtips for talking to the C-Suite as part of a recent panel hosted byThe Olson Group's Andy Neary at the BenefitsPRO Broker Expo.

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Emily Payne

Emily Payne is director, content analytics for ALM's Business & Finance Markets and former managing editor for BenefitsPRO. A Wisconsin native, she has spent the past decade writing and editing for various athletic and fitness publications. She holds an English degree and Business certificate from the University of Wisconsin.