The client-broker relationship has evolved quite a bit throughout the insurance world – but perhaps nowhere as much as that between an employer and their benefits broker.
What was once a grind of one annual enrollment period followed by relative quiet as employees’ traditional plans renewed – often unchanged – has become a market where employers increasingly turn to their brokers for solutions to an array of new challenges that have cropped up over the past 5-10 years.
Successful brokers agree that it’s essential to fully understand your clients if you are to effectively address their particular challenges. But how can you go about uncovering the nuances that present themselves from employer to employer – nuances which are often dependent upon industry, employee demographics, and group size?
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