Rather than assuming you know the concerns of prospects and clients, use critical thinking and research to learn as much as you can about them and their organizations. (Image: Shutterstock)
Advisors have long partnered with HR in an effort to provide employees and their families with the best and most affordable benefits possible. Recently, there's been an increased focus on bringing the C-Suite into that dialogue.
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Paul Wilson
Paul Wilson is the editor-in-chief of BenefitsPRO Magazine and BenefitsPRO.com. He has covered the insurance industry for more than a decade, including stints at Retirement Advisor Magazine and ProducersWeb.
