Day 2 of the BenefitsPRO Broker Expo wrapped up with the unveiling of the 2026 Advisor of the Year. But, per tradition, editor-in-chief Paul Wilson first sat down with all of the finalists to discuss the secrets to their success and get their insights into the benefits industry.
There's a lot going on in the benefits industry right now for advisors to be excited about, including new cost-containment strategies, new technology, new vendors, and new products. And one topic that can't be ignored: the role of AI in the benefits industry.
Wilson asked panelists how they're incorporating AI into their current work, as well as how it will affect the benefits industry's ability to attract the next generation of advisors.
Here's what they said:
Kristine Scheer, CEO and co-founder, K2 Strategic
"I've been around for a long time; I've seen the shiny objects. I've been around long enough that what was old is new again in a lot of ways. I feel the same about AI. I see the new vendors, new solutions, new ideas. We're all using it to some degree, but we have to be incredibly thoughtful about it. I believe in using technology for the things it can do well, but remember to offset that with the human touch. We're too tech-heavy right now and not touch-heavy enough."
Al Schiebel, principal, Oakbridge Insurance Agency
"AI is a game-changer. I use it for marketing exclusively. It helps me gather my thoughts. A lot of the posts start with my ideas, then I use AI. I'm getting a lot of traction out of that. Most people are not using it for marketing purposes. I've used it for reviewing claims, comparing policies and quotes. There's a human element that you always have to keep track of, but it speeds up the process."
Dennis Hartin, executive VP, employee benefits, Mid-South office, HUB International
"You know I'm using AI if I send you an email and it's spelled correctly. We're using it to review contracts, look for discrepancies, and shorten timelines. It's been incredibly valuable from that standpoint. They're building stuff now that will eliminate file feed issues, eligibility… It's going to change the industry."
Allison De Paoli, founder and CEO, Altiqe Consulting
"Who wants to move data from point A to B to C? If we can eliminate that and teach people what we actually do, then we can be a more appealing industry. Right now, we're boring—we're insurance people. If they can work with tech and help people, that's very appealing to a lot of people. We use it that way. We look not at what we're getting rid of, but at how it expands our capacity. We're better at what we do, and it allows us to be higher-touch when we need to be."
Alex Dampf, founder amd president, Oakmont Benefits
"We're all here because we think the system is not working well. People say that's just how it is. If someone comes in now and you say that, it could be what drives someone to get into the business. I can fix that in two weeks with the help of AI. My goal with our team is to say, 'The things that keep you from doing the impactful work with clients—that's what you want the AI to do.'"
Photo: Lauren Lindley Photography
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