Arrow on dial pointing toward person An essential function among today’s benefits agencies is continually evaluating, refining and building in a thoughtful manner.

For a long time, the model of most, if not all benefits agencies looked nearly identical: a team of producers selling health insurance and other benefits products to employer clients, who were then passed on to account managers after the sale was made.

But as the traditional broker model has been replaced by a more consultative and service-focused approach, the makeup of agencies’ staffing has also evolved. And while many familiar and key roles still exist, new ones are also being added. Successful agencies today are often built around specialization, expertise and agility. But those aren’t the only differences from the past.

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Emily Payne

Emily Payne is the current deputy editor 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.

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