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All too often we get caught up in day-to-day activities and forget who it is that we ultimately serve: employees. Without employees signing up for benefits, querying accounts, using services provided and generally trying to take care of themselves and their families, we wouldn't have businesses to run. To bring this point home, I offer the following composite sketches (based on anecdotes from brokers, vendors and employers) - oh to be a fly on the wall ...

Your sales organization has a mix of players. Some are great, some OK and some, well, not making the grade. Yours is like many - but not all - organizations. Not all employees are titans, but that's what your goal should be. This column will look at profiling employees into three categories. It is about improving the ranks of superstars and changing out substandard players. We want to create a stronger army for you with higher productivity and profits.

If you are looking for an idea that can capture the attention of employers, consider helping them provide employees the means to bridge the gaps in their medical plan. I have identified five distinct gaps that, if addressed, can create a huge sales opportunity for group health agents.

How are breakthrough innovations created? What is the process and can it be replicated or facilitated? These are the fundamental questions tackled by Frans Johansson in his seminal book, "The Medici Effect."

As new retirement fee disclosures go into effect this summer, a coalition of 15 retirement industry groups are urging the Department of Labor to allow broader use of electronic communication for retirement plan participant disclosures, which are now mailed in paper form to plan participants.

Susan Bianco is a woman on a mission. Since starting her own business in Cleveland almost 25 years ago, she has achieved considerable sales success and is a member of the Million Dollar Round Table. Having achieved six Top of the Table qualifications from MDRT, Bianco spoke with EBA about how others can duplicate her success at Benefit Enrollment Services, Inc. Her accomplishments are not all business-related; Bianco also serves on the board of directors for Opera Cleveland and served as president of the Women's City Club of Cleveland for four years.Susan Bianco shares her path to success

Leading insurance carriers have withdrawn from the group long-term care insurance market, prompting employers to think twice about implementing new programs — are we witnessing the death throes of worksite LTC?

Despite employees reporting a strong interest in their company vision program, today's workforce isn't taking full advantage of the coverage - especially baby boomers.

The U.S. Supreme Court has upheld the Patient Protection and Affordable Care Act with the individual mandate being upheld under the Congressional power of taxation.

A sharply divided Supreme Court on Thursday upheld the centerpiece of President Barack Obama's signature health care overhaul law that requires that most Americans get insurance by 2014 or pay a financial penalty.