Why brokers must “un-think” their approach to client acquisition

As brokers quickly shift gears from open enrollment to selling season, now’s a great time to take a step back and assess every client you met with to ensure your relationships are solid and none are at risk of leaving. We all know that from now through late summer, producers will be determined to acquire accounts from incumbents that didn’t deliver great experiences during open enrollment. 

Those that stand out will use technology as a lever and really differentiate themselves by showing their compliance and human capital management (HCM) expertise. Nowadays, brokers are not only trusted advisors on all things HCM, but should also consider themselves the “hunter-gatherers” of resources, charged with bringing the best solutions to the table.