After a few months in our industry and 400 hours of research and analysis (believe me, he analyzed every aspect of our industry thoroughly), here is a partial summary of his research and analysis of six vulnerabilities that can bring benefits businesses down:

Brokers who chase individual and small group business are "dead men walking."
The industry is rapidly aging and filled with (primarily) men who had an amazing run of luck over the past 20+ years.
Most brokers know little to nothing about how to truly run a business.
Most owners are "cowboys" who will not be able to meet the consultative, technological, and cultural changes required in today's business world.
Providing quotes, reactively responding to client requests, and calling that "customer services" isn't going to cut it.
Because most owners don't have a "business owner" mindset, they will be slow to execute any real or meaningful change that the marketplace demands (i.e., technology platforms, cultural change, structure/systems, mentorship, accountability, and marketing), quickly making them extinct.

Is he right or wrong?

Is that an overly harsh assessment? I don't think so. I think it fairly and accurately describes some of our fundamental vulnerabilities as an industry.

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Will these 6 things take your benefits business down?

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