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10 key takeaways from EBA’s Workplace Benefits Mania
Addressing the realities of today’s employee benefit market, speakers at the conference shared tips for advisers to improve sales and better leverage client relationships.
Know your customer
The average age of an employee benefit broker is 55, but the audience using employee benefits consists of one-third millennials, said David Reid, CEO of EaseCentral. “The customer buying is … different than our customer (employers) and ourselves,” he explained. “A millennial buyer is a completely different buyer than the rest. … They will shut a message down very quickly.”