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Complete the following assessment to determine your benefit firm’s ability to remain profitable, independent & relevant and to grow in the post-reform world.

The four categories of questions represent each of the four reinvention steps from Nelson Griswold’s acclaimed new book, DO OR DIE: Reinventing Your Benefits Agency for Post-Reform Success, that a firm must implement in order to survive, prosper and capitalize on the tremendous growth opportunities that PPACA is creating.


Simply click YES or NO for each question.
If you are uncertain on an answer,the answer most likely is NO.

Have you strategically diversified and optimized your portfolio based on your firm’s value proposition,your market, your client’s needs, and your capacity to deliver?
Does at least 30% of your portfolio consist of non-insurance products & services?
Do your non-insurance offerings generate at least 25% of your firm’s annual revenues?
Do you have a written “Ideal Client Profile” that identifies which prospects are most likely to becomethe most valuable long-term clients?
Do you currently have at least eight active and effective marketing/prospecting methods that consistently attract new accounts?
Can you clearly and concisely describe the standardized consultative selling process that your producersuse to convert prospects into clients?
Have you automated, delegated and/or outsourced all lower-level activities in your firm to free up stafffor higher-value activities?



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What clients are saying...

This four-step approach to creating a 21st Century Agency...will give any employee benefits agency a manageable and progressive process to transform itself and become a more valuable, more dominant, and more profitable business.

Robert Shestack
Natl. Sales Leader / Employer Benefits
Marsh U.S. Consumer
Princeton, NJ

Those brokers that adopt the plan clearly laid out here and reinvent their agency will quickly dominate their markets and find more success than they ever imagined.

- Joshua Hilgers
Health Partners America
Birmingham, AL