'Obamacare,' Exchanges, Medicare Surtax, MLR’s etc … it goes on and on, the litany of challenges, concerns and issues that may call into question our very survival. Perhaps this is really all about perspective. Sometimes we are so close to a situation that we lose sight of the big picture issues.

We get so mired in the small day to day minutia, that we fail to address the bigger picture issues. Where will we be in 10 years? Some of us will be retired. Some of us will have passed away, but most of us have the opportunity to grow our business or grow in the business, depending on the decisions we make today.

None of us has a crystal ball to know how things will play out. However, some things are certain. Most clients will want and need someone to represent them, be their advocate, be their strategic partner and help navigate the complexity of their employee benefits and HR issues. It won’t be about the product source or product delivery, it will be about our client/employee interface and the value that we deliver.

What are you doing to get beyond your current fear and anxiety? Here are some things to consider:

In what markets do you want to be, where you can bring the greatest value? In what industries and employer size? What services can you or should you deploy?

Does your team have the skills, attitude and ability to do what needs to be done for your clients over the next 5-10 years?

Are you equipped, educated and prepared for the future or do you need to elevate your game and further hone and refine your skills?

What technologies are you lacking? Appropriate CRM, podcasts, webinars etc.

Would it be more cost effective to roll up under a larger organization that has developed the infrastructure and services you need, not to just survive, but to flourish?

This is a wonderful time to be in our industry, if you can see the forest, don’t get bogged down in the trees and aren’t afraid to act!

. Torelli, CLU, ChFC, MSFS is president of Newport Beach, Calif.-based e3 Financial.


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