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Commentary: Because selling is a tough job, it’s often necessary to do things differently to close sales. Columnist John Graham shares six ways to go about it.

Road to Workplace Benefits Mania: Ahead of the July conference, speaker Rick Cavanaugh outlines the highlights of a legal insurance plan for benefit brokers to consider.

Road to Workplace Benefits Mania: Ahead of the July conference, speaker Scott Snow says that most employers have a large health care cost problem and aren’t aware that many employees have working spouses who can be covered by their own plan.

Blogger Mark Gaunya breaks down these concepts as they relate to client and prospect relationships in today's ever-changing business world. Follow his principles and tips for improving in these areas.

Road to Workplace Benefits Mania: Ahead of the July conference, keynote speaker Ben Geyerhahn previews his strategy for brokers to mitigate health costs — Medicaid migration.

Road to Workplace Benefits Mania: Ahead of the July conference, speaker Craig Lack blogs about why employers need to change their health care strategy and not just stay “safe."

Commentary: Improve external communications, including your sales system and your marketing efforts, to enhance benefit brokerages overall.

Commentary: Blogger Aaron Friedman reports good news for benefit advisers interested in working with employers on 403(b)s

Commentary: With all the controversy around the new fiduciary definition, blogger Jerry Kalish reminds benefit advisers and brokers that there’s on fiduciary protection that is not in question — the support from the retirement plan.

Commentary: Blogger Cyndy Nayer discusses a new and important opportunity for advisers to bring value to consumers — the potential for subsidy issues around reported income to the public exchanges.