This article is the fifth in aseries that we started in July with "A little less conversation a little moreaction." The collection will take you step-by-stepthrough the process of becoming an advisor of tomorrow, examiningthe challenges involved in so many of the non-intuitive issues youwill face, so you will be ready to tackle them headon.
To better meet their clients' needs today, advisors of tomorroware building independent, high-performing health plans for theirclients. When you do that, it can ultimately put you in theposition of competing directly with the major carriers, and thatmeans some difficult conversations are probably in order.
At one time, these carriers probably represented the majority ofyour firm's revenue and will likely call to ask why you moved acertain group, or even threaten to pull your appointment. We arehearing this from all over the country from advisors we know.Before you have these conversations with the carriers, you need tobe ready.
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