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In this episode of the Benefits Broker Boost Podcast, Adam Smith sits down with Abner Aponte, an industry veteran who built his agency from a single desk in a Kinko’s to a successful acquisition by Acrisure.
With over thirty years of experience, Abner provides a masterclass in resilience in the trenches. The conversation explores the discipline required to grow a book from scratch, the strategic timing of agency acquisitions, and why human engagement remains the ultimate "game changer" even in an era of rapid digital transformation.
Abner didn’t start with a flashy office or a big brand name: he started with a PO box and a rental desk at a local copy shop. "What I’ve realized without a logo, without an office, without a brand... it was going to take a lot of grit," he recalls. His early success wasn't due to a "silver bullet" but rather a relentless commitment to leadership in the trenches.
By knocking on doors every single day, regardless of the weather or immediate results, he built relationships that have lasted decades. Adam notes the rarity of this path, stating, "Abner comes with tremendous, tremendous experience, and it's experience that I think a lot of brokers going into their career hope that they can build throughout their whole career". This focus on breaking the cycle by putting people before products allowed him to compete with much larger firms from day one.
For Abner, his career is not just a profession: it is a calling. He is vocal about the fact that his spiritual life dictates his professional conduct. "Faith is my foundation," he explains. "I lead with faith, and faith is also an action word. So I also lead with action".
This moral framework creates a level of predictability and trust that is essential in the high-stakes world of employee benefits. By putting others first, Abner believes the rest of the business naturally follows. Adam observes the impact of this mindset on leadership, saying, "It kind of gives you kind of like a North star that gives them trust in you as a leader... there's this conduct that we know they're going to live by". This authentic approach ensures that every decision is in the client's best interest.
When the conversation shifted to his agency’s acquisition, Abner emphasized that his decision was driven by a desire to scale smarter with AI and modern resources. He didn't just look for the highest bidder: he looked for the vision that best served his clients.
"I was watching it happen," he says regarding the industry’s consolidation. "The one thing I did intentionally was pay attention to anything that could potentially affect again my clients". By joining Acrisure, a fintech-heavy organization, he was able to maintain his high service standards while leveraging technology to scale, improve accuracy, and increase client impact.
Adam highlights the importance of this strategic shift, noting, "I think a lot of business owners make the mistake of just going where the money is the best... this aligns with allowing me to scale and do what I love and continue growing in this". For Abner, technology isn't a replacement for the broker: it’s the engine that allows the advisor to be more present during difficult renewal years.
As we look toward the future of the industry, Abner remains incredibly optimistic about the role of the advisor. While he acknowledges that choosing the right AI is essential for operational efficiency, he believes the "win" happens in the human connection.
"In 2026, I believe the human interaction will continue to be the game changer," Abner concludes. Whether it is speaking fluently with Spanish-speaking employees in the trenches or advising C-suite executives on funding strategies, the ability to listen and be available is what creates the broker's new moat. By prioritizing people and faith, he has built a career that serves as a blueprint for winning in the modern benefits landscape.
Success in the benefits industry isn't about finding a shortcut: it’s about the discipline to show up every day and the foresight to adopt the tools that protect your time. As Adam says, "There's a lot to learn in there in terms of leadership, growing the book of business, retaining the book of business". When you prioritize the client's needs above your own efficiencies, growth becomes an inevitable byproduct of your service.
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