Justin Donald Leader

Benefits Professional
  • Brokers & Consultants, Here Today, Not Gone Tomorrow

    Aug 20, 2015

by Justin Leader


Progress.  What is progress and how do we define it?  I know how I think of progress.  To me progress is a lot like playing football.  No matter how many times you get knocked down, pushed back and sacked you keep pushing the ball forward.  That to me is progress.  At the end of the field a touchdown awaits.

In our business so many individuals have talked about setbacks and limitations.  The affordable care act, regulation, cost, unhappy employees and even unhappier executives.  I have to imagine that the conversations today are no different than those that occurred with the introduction of events such as ERISA, The Sarbanes–Oxley Act of 2002, Social Security, Medicare, and many more.  Call me a “hopeless optimist” however I feel that no matter what regulations are occurring in the industry or how much the game changes there is great value in what we as brokers and consultants do.

Let’s face it.  There is no way that one can become an expert of everything that encompasses our industry.  Unless you are a savant like Rain Man it is not going to happen.  Times change, laws change, and the needs of our clients change.  What we cannot do is stop changing.  There has to be a constant and consistent evolution of self to meet the needs of our clients.  In all honesty out of these difficult times those evolving will be the ones that rise above adversity.  I think of two quotes that echo in my head as I am out attending conferences and meeting with other brokers/consultants in the industry.  The first is a personal quote of mine.  “You are only limited by the extent of your creativity.”  The other is from Kindergarten Cop starring Arnold Schwarzenegger: “Stop Whining.”

We all have to take a good hard look in the mirror at the end of the day and ask: “Am I providing value to my clients and what is that value?”  and “How am I going to find the partners in the industry who are credible, innovative and passionate about what they do?”  These are constantly questions that ring in my head.  There are no excuses not to be thinking in this way. If you are making excuses I encourage you to read one of the greatest Football stories that I have ever heard.  That is the tale of Rocky Bleier of the Pittsburgh Steelers and Owner Art Rooney giving this injured Vietnam Veteran a chance to play.  Despite any limitations we can find a way to impact our industry, initiate positive change as well as bring extraordinary value to our clients.  We all have an opportunity to win in this scenario just as Rocky did in catching the touchdown pass from Terry Bradshaw in Superbowl XIII.

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