I hear advisors talk about how they feel obliged to spend money on their clients. Entertaining, sports tickets, HR software, charity events...there are an endless number of ways to over-spend your commission on group benefits clients. Some advisors express unhappiness that they end up in a negative position in order to keep the group. I'm here to say that you can win an account without spending money entertaining them, and it all comes down to understanding the contract. Here are five real examples of sentences that advisors used to get AOR.