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.

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