Advisers Latest

Commentary: Columnist Nelson Griswold reveals the "sales triangle" and why closing the sale is not the biggest part of the puzzle.

Commentary: You only get one chance to make a first impression. Columnist Mel Schlesinger shares his tips on how to make that first appointment with a prospective client a successful one.

A new broker-friendly private exchange is launching that will allow employees at companies with less than 50 lives to buy health insurance using pre-tax dollars.

Earlier this week, Walmart announced it was dropping health care coverage for employees who work fewer than 30 hours a week, a move the company estimates will affect about 2% of its workforce. Here’s a wrap-up of our analysis, plus a look at the ways other large companies are handling rising health care costs.

The number of employees with long-term disability plans has dropped and employees paying more for coverage, despite the fact that that 1 in 8 will need it during their career.

Under the ACA, control group status could make your small-group client an applicable large employer subject to the employer mandate. It’s time to revisit control group rules.

Commentary: Have you heard of Medicare observation status? Columnist Craig J. Davidson says it is creating a payment nightmare for older plan participants with Medicare Part A as the primary payer. Educate your groups with Medicare beneficiaries, Davidson says, because the rule has real consequences.

Commentary: Good salespeople understand the impact of an effective opening statement. The Standard’s Doug Waters provides five examples of conversation starters to transition to IDI from another product.

With an endorsement from the Affordable Care Act, outcomes-based wellness programs are gaining popularity. In the process, the way employers incentivize participation is changing in step with evolving user-friendly technologies.

Aon Hewitt expects more than 1.2 million employees, retirees and their families to choose health benefits through the company’s exchanges — revising their earlier estimates upward.