We've all heard the stories: There's a more diverse work force than ever. For the first time, we've got four different generations—with completely different wants, needs and perspectives sharing office space. Communicating with them, and consequently, selling them benefit solutions, often comes down to not only getting behind those different perspectives but actually speaking their language, as well.

In the day's first round of breakout sessions at the Colorado State Association of Health Underwriters 2012 Annual Symposium, Warner Pacific Marketing Director Joe Navarro talked about those generational differences and what brokers need to do to bridge the gaps between them.

It all starts with the what he dubbed the "matures," the oldest members of today's work force, all of whom were born before 1945. These are people whose lives were defined by the Great Depression, the New Deal and World War II. The employees display the strongest loyalty and loathe challenge authority or the status quo. When it comes to benefits communication, these employees prefer images over the written word and hate to be rushed, according to Navarro.