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Baffled By Brokers™

For sales and client service professionals working through employee benefits brokers

Less than 5 hours to become more effective.

Whether you're in carrier sales or client service—new to the business or an industry veteran—this will help you get better results from your broker channel.

Most participants see immediate impact in their next broker interaction.

We aim for a 10X ROI in as little as an hour (maybe two).

Work on your own timeline—no homework, no deadlines, nothing to add to your calendar.

Here’s what you’ll get:

  • Get direct answers to real broker situations when you're stuck
  • Know which brokers to prioritize—and which are costing you time
  • Stay in control during Q4 instead of reacting to last-minute chaos

  • Write emails brokers respond to—without chasing

  • Get ahead of renewal and planning instead of reacting

  • Navigate broker pushback, ghosting, and bad direction

Built from real input across carrier and solution teams dealing with the same broker challenges every day.

The Questions Nobody Prepares You For in Employee Benefits — Until Now

If any of these sound familiar, you’re exactly who this was built for:

You’re told to “build relationships” and “add value”—but no one shows you what that actually looks like in the broker channel.

How do I know if the broker is telling me the truth?
Ask better questions to uncover what’s really driving the decision.

How do I re-engage brokers who go silent?
Bring deals back without chasing or becoming a nuisance.

How do I lead when the broker is wrong?
Correct the course without damaging the relationship.

How do I understand broker roles and titles?
Figure out who actually influences decisions—and who doesn’t.

How do I know if a meeting was actually successful?
Stop confusing good conversations with real progress.

How do I know if my manager’s advice actually works in today’s broker environment?
Spot the difference between outdated guidance and what actually works now.

If you’ve asked even one of these, you don’t need more theory—you need a better way to handle what’s actually happening.

For teams of 10 or more—or if you'd like more details—email team@genuineshift.com.

 

 

 

Baffled By Brokers™

  1. Let's Get Started

    5 lessons
    1. BBB Playbook
    2. Ask A Coach
    3. Onboarding
    4. Working Together
    5. Next Step Snapshot

  2. Clients hire you to be led.™

    5 lessons
    1. Context
    2. Broker or broker
    3. Core
    4. EveryFirm
    5. Next Step Snapshot

  3. Know Your Broker

    7 lessons
    1. Structure
    2. Industry Challenges
    3. Roles & Goals
    4. The Innovation Dilemma
    5. The Broker Relationship Lifecycle
    6. Broker Partnership Inventory
    7. Next Step Snapshot

  4. The Client Lifecycle

    24 lessons

    1. Lifecycle Overview

      1. Client Lifecycle
      2. EveryFirm
      3. Don't Be Risky
      4. Next Step Snapshot

    2. New Business & Strategic Planning

      1. New Business
      2. Strategic Planning
      3. EveryFirm
      4. Don't Be Risky
      5. Next Step Snapshot

    3. Renewal, Marketing, Decisions & Implementation

      1. Renewal
      2. Marketing
      3. Decisions & Implementation
      4. EveryFirm
      5. Don't Be Risky
      6. Next Step Snapshot

    4. Open Enrollment and Post-Open Enrollment

      1. Open Enrollment
      2. Post-Open Enrollment
      3. EveryFirm
      4. Don't Be Risky
      5. Next Step Snapshot

    5. Ongoing Client Management

      1. Ongoing Client Management
      2. EveryFirm
      3. Don't Be Risky
      4. Next Step Snapshot

  5. Inbox Overload

    6 lessons
    1. Context
    2. BLUF
    3. Video > Email
    4. EveryFirm
    5. QuickShift
    6. Next Step Snapshot

  6. How do I...

    7 lessons
    1. How do I get brokers to respond to emails?
    2. How do I explain the Employee Benefits ecosystem?
    3. How do I know if I’m getting reliable advice?
    4. How do I lead when a broker makes a mistake?
    5. How do I know who does what in a brokerage?
    6. How do I first build trust?
    7. Next Step Snapshot

  7. Share Feedback

    1 lesson
    1. Testimonial

  8. Bonus

    1 lesson
    1. Brokers & Carriers Podcast

Chris Fisher, BenefitsAlly

Jenn was an invaluable resource as I formalized the launch of a new program at BenefitsAlly. If you are looking for a fresh perspective on anything in the employee benefits arena, you should be working with Jenn Walsh.

Jim Wachtel, HealthEZ

Jenn brings a comprehensive understanding of the client lifecycle… her approach resonated deeply with our team, leading to measurable improvements in retention, revenue growth, and Net Promoter Scores… I highly recommend Jenn Walsh and GenuineShift… her career spans agency owner, national practice leader, and now visionary coach developing the next generation of high-performing professionals.

Chris Calderone, Difference Card

Jenn has worked with the Difference Card sales team for over two years and has had an incredible impact on our organization. Jenn's expertise on both the carrier and broker side has given our team industry insight that we could not find anywhere else.

Jim Banahan, Apex-MEC

Jenn Walsh offers superb methods for building relationships that result in business opportunities. Proven veteran with practical experience. Jenn is strategic and creative.