Just started getting into the ESP’s have most you expanded your business solely into ESP’s or do you still meet with individual clients that are not part of your group plans also?

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Just really getting into the ESP’s myself. Some I use as loss leaders to meet with the individuals until the ESP makes me enough money to support all the work I do on it. Most of these are startups or smaller plans. The larger plans I get reasonable comp on but I still try to meet with individuals. Because I only have so much time, I bring in junior advisors that are hungry to get in front of people. They take the majority of base level employee meetings and let me focus on the c suite

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