The diversity of thesebrokers' backgrounds—an apt reflection of the industryoverall—is a testament to what it takes to succeed in the benefitsworld. (Photo: Joe Ariniello/ALM)

Our Broker of the Year finalists sat down for onemore interview with editor-in-chief Paul Wilson, and at the end,one would be named our 2018 Broker of the Year. There were sixchairs on stage at this year's BenefitsPRO BrokerExpo panel instead of the usual five, Bob Gearhart Sr. and Gearhart Jr.'scomplementary achievements earning them a shared spot on thepanel.

They started with a softball question about how each got theirstart in the business, giving the packed room a bit of insight intothe myriad paths that can all lead to the benefitsindustry. Gearhart Sr. started in finance, whilehis son had aspirations to play Major League Baseball.Beth Robertson made her foray into benefitsfrom the HR side, and Julie Freidus started in health careunderwriting. Bret Brummitt shared Gearhart Jr.'s dreams ofplaying pro baseball (but it was his exploration of a career incriminal justice that led him into insurance), and the possibilityof majoring in something related to insurance never occurred to ourBroker of the Year Billy Potter when he was an economics major incollege.

Related: 2018 Broker of the Year: Billy Potter

The diversity of their backgrounds—an apt reflection of the industry overall—is atestament to what it takes to succeed in the benefits world. It'snot a set of knowledge taught in school but a passion for peopleand problem-solving.

Further reinforcing this benefits pro persona were the responseseach finalist gave when asked what they considered the key to theirsuccess.

"Diversity and my background," said Gearhart Sr.,drawing comparisons between the level of regulation in the financeindustry compared to what's currently happening in benefits andhealth care.

"Commitment to being a lifelong learner,"Gearhart Jr. said,adding, "and then coming in from the outside band being new to thebusiness, the ability to simplify things."

Learning was also top of the list for Potter, who specificallycited information that would help him learn more about himself."All of my downfalls in life have been attributable to my ego," headmitted. "The way that I've been able to grow has been byestablish relationships in my life where I feel comfortable withthem telling me how I can grow. You learn so much about yourselfover time."

For Robertson, it was the perspective and experience gleanedfrom her previous career working on the employee side. "When Ifinally entered the world of being a consultative broker, everyinteraction was driven by what did I need, what did I expect? I'malways trying to put myself in that place. I'm always focusing onthe employee experience and meeting employees where they are."

The clients are also the top priority for Freidus, but it's nota "yes-man" relationship. "Sometimes they don't know what's bestfor them," she said. "I challenge my clients to think about newideas, new concepts, and bring in new technology wherever Ican."

Also important, Freidus admits, is the threat of competition."What drives me as well is that I don't want any other brokercoming in and presenting something to my client that I haven'talready spoken about."

Brummitt credited an alternative perspective for his success,the "community call" or "emerging village." He explained it as adeconstructionist way to look at the metrics of a successfulcommunity, focusing less on the success itself but more on thequalities that define that success. "Things like high schooldropout rates, whether people beautify their lawns," he said. "Itook that and extrapolated it to our practice. It's not about thenumbers, it's about satisfaction."