Delivering rate increases to clients is hard to do, but that’s only a small part of the role of a benefit adviser, says Brian Drummond, a broker at Walton Insurance Group in Jackson, Miss., adding that a well-run benefits firm that stands apart from others will offer clients and prospects solutions for employee engagement.

“Employee engagement is the missing piece of your marketing strategy,” Drummond told attendees of EBA’s Workplace Benefits Summit in Boca Raton, Fla., last week.

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