Step 1: Get your employer presentation together. This will knock out steps 1-4 on your client's end.

Do not start from scratch.
Find a solution that someone else in your network has already created or started.
Assign someone on your team to schedule group or one-on-one presentations with your clients.

Step 2: Assess your non-insurance solutions, and search for solutions to:

Improve employee and new hire communication through customized benefit books. Great first impression?
ERISA compliance. If ERISA compliance is an employer's responsibility, then typically an employer expects their broker to provide a solution and be responsible for it. Brokers counsel on ACA compliance and POP documents, so why not ERISA? Strengthen your relationships and help justify the compensation you will now need to disclose. Get ready for the comfortable conversation.
Start capturing your client service issues in one solution through industry-specific agency management solution (AMS). This can be done very simply through a "helpdesk" solution.

Step 3: Start capturing the data necessary to produce stewardship reports for all your clients.

Capture commission received in a way that you can easily summarize at the end of 2021. If you do not have a solution in place, there are many software solutions available. Implement one of them and make sure you keep your "end" in mind.
Start capturing the steps you take to renew your client's benefits and to summarzie the projects you do for them. The important part here is to show you are organized and have a process you follow to maximize the results for your clients. Be prepared to communicate these important milestones.
If you feel that providing a stewardship report is important to help you with the upcoming compensation conversation, start exploring solutions to provide to your clients/ Find a solution that can capture the data and produce these reports efficiently.

It's once again time for brokers to shine!

Instant Insights /

Transparency in Coverage Rules Act (TICRA): A 3-month plan