It's so important that all group benefits advisors read a group benefits booklet and contract from cover to cover. It's critical because most of the answers are in there, and 90% of people will never read it from start to finish. Highlight anything you don't understand and ask someone for help - an insurer, peer or mentor. In this episode, we cover a few examples of how contract wording can cause the broker to win an account or worse, lose an account.