As a Packer fan, I can remember the game like it was yesterday.

January 24, 2015. Packers and Seahawks. NFC Championship. A spot in the Super Bowl on the line.

For most of the game, the Packers took it right to the Seahawks. They attacked…and attacked…and attacked. With about four minutes to go in the game, the Packers were ahead 19-7 and a trip to the Super Bowl for the green and gold looked like a foregone conclusion.

But…then something happened.

A mindset shift took place on the Packers’ sideline. Instead of continuing to attack, the Packers went conservative. They got passive. They started playing not to lose.

Little by little, the Seahawks started to chip away, and eventually forced overtime. When the final whistle blew it was the Seattle Seahawks representing the NFC in the Super Bowl.

Hmmm…this reminds me of so many benefits agencies today.

You grow, you attack, and you watch your revenue skyrocket. Things couldn’t be better!

But, at some point, a mindset shift takes place.

You get conservative. Instead of continuing your lethal attack and going for the win, you start playing not to lose. You start focusing on business protection vs. business growth. You get nervous about what your competition is doing. You make decisions from a place of fear. You lose your confidence.

Then…little by little, your competition starts chipping away at your revenue. Slowly, your long-time clients are ripped away from you by others who are on the attack.

Sound familiar?

If so, here’s my advice.

Keep attacking. Keep growing. Keep playing to win.

Focus on growth. Don’t focus on scarcity.


Whether you’re the Green Bay Packers or a thriving benefits agency, think abundance and continue to look to expand always in all ways!