Sallie Giblin has some words of advice for P&C agents looking to expand their agency operations into group benefits.
"The most important thing that P&C agents need to know," says Giblin, executive vice president at Lockton Insurance Brokers in La Jolla, Calif., "is that benefits today is not what it used to be."
The Affordable Care Act (ACA) and its compliance requirements, rising insurance rates, reduced commissions, technology disrupters and even millennial demands have changed the ways in which agents and brokers sell group health. In 2016, it's all about consulting and risk management.
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