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Diversify your voluntary portfolio

By
  • Nelson Griswold
Published
  • March 01 2012, 1:00am EST

Are you still using just a hammer in your benefits practice? Too many benefit brokers have been showing up at the jobsite equipped only with the hammer of health insurance, limiting their ability both to add new revenue and to be consultative and solve other HR problems.

As the psychologist Abraham Maslow observed, "If you only have a hammer, you tend to see every problem as a nail."

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