Advisers Latest

Mel Schlesinger on how brokers can sell more in a how-to guide.

How to develop a business plan for success by Jack Kwicien.

Push employers fear buttons to sell and renew business says Craig Davidson.

John Lamb shares how health care can be fixed by using an IT mindset.

Fred Barstein on how new advisers are critical to growth of DC market.

How the downside of technology affects brokers, insurance

As I coach producers, I see one common theme that really seems to hold them back: a lack of planning and accountability. It's a shame, and completely unnecessary. For whatever reason, producers within agencies seem to be off-limits when it comes to setting expectations and monitoring (the right) results. I always hear, "As a producer, I have the ultimate accountability because I am paid on commissions."

As CEO of United Benefit Advisors, I hear continually about the issues facing our 36,000 employer clients. Managing prescription drug costs continues to be paramount. The UBA 2012 Health Plan Survey shows that 64.2% of prescription drug plans utilize three co-pay tiers (generic, formulary brand, and non-formulary brand); 2.9% have a one-tier plan, 8.2% retain a two-tier plan; and 24.7% add a fourth tier (specialty). Consultants should watch these plan structures carefully as many brand-name drugs go off their patents and pricing is determined for the influx of generic drugs. On the other end of the spectrum, we're watching increases in specialty drugs, which are driving up costs significantly.

Silberstein Insurance Group, Companion Life Insurance Co., BenefitMall and Ultimate Health Matter recognize employees in this week’s Comings & Goings. Check to see if a colleague is mentioned today.

Republican Mitt Romney cited a Massachusetts health care law he backed as showing his “empathy,” then later reiterated his pledge to repeal national legislation modeled after the state’s measure as he and President Barack Obama crisscrossed Ohio yesterday.