Weary man climbing stairs Not only have we had to face change, but we’ve also had to do it at an unprecedented pace, level, and frequency in every aspect of our lives. (Image: Fotolia)

Have you ever been putting together a proposal for a prospect, and the more you work on it, the more excited you get? By the time it’s finalized, it’s all you can do to not run over to their office right away. It’s so obvious you have the right solution for them. There is no way they could say “no.” But the unexpected “no” happens all the time, doesn’t it?

I have regularly discussed the frustration advisors experience due to employers’ hesitation to make the changes necessary to put a new plan in place. “Thanks, but we’re going to stay where we are,” is a common, if seemingly irrational, response. Especially when the proposed change comes with increased benefits and may offer cost savings as high as seven figures.

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