This article is the fourth in a five-part series that we started in July with “A Little Less Conversation a Little More Action”, that will take you step-by-step through the process of becoming a next-generation advisor examining the challenges and many non-intuitive issues you will face, so you will be ready to tackle them head on. 

The advisor of tomorrow wants a better way to contain health care costs for clients. That means adopting a fee-for-service payment model and building independent, high-performing health plans.

Not all of your clients are ready for a transition like this and that’s OK. The first step in this part of the process is figuring out which clients are a good fit for the direction you want to go. We classify companies into two distinct buying styles: the price buyer and the strategic buyer.

Complete your profile to continue reading and get FREE access to BenefitsPRO.com, part of your ALM digital membership.

Your access to unlimited BenefitsPRO.com content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical BenefitsPRO.com information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events.
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com

Already have an account?

 

BenefitsPRO

Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join BenefitsPRO.com now!

  • Unlimited access to BenefitsPRO.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
  • Exclusive discounts on BenefitsPRO.com and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2023 ALM Global, LLC. All Rights Reserved.