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The business process has always been interesting to me. What do we do and how do we do it? We all seem to follow a similar process with varying results. The typical new business progression is as follows: We obtain a potential prospect . . . referral, direct mail, telemarketer or someone we meet on a plane, etc. We attempt to arrange an initial meeting If successful, we tell our story. What is our differentiator? What are their
October 20
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As the cost for health insurance continues to rise, the relationship between a benefit professional and a customer looking for affordable health care benefits can become strained. Despite the tough times, Read in today's BeAdvised why a broker who can provide a silver lining will stand out from the competition as a credible, valuable consultant.
October 18 -
Are you overlooking or denying these three valuable lessons? If so, you are destined to repeat them. Read how you can learn and adapt to become more successful in the industry.
October 17 -
It’s getting close to Halloween, which has many of us thinking about ghosts, witches, vampires and zombies. Apparently, the Obama administration is even getting into the spirit of the season, with a zombie of its own. Perhaps, though, you know it better as the CLASS Act. CLASS (Community Living Assistance Services and Supports) is the famous/infamous portion of the Patient Protection and Affordable Care Act that would allow voluntary enrollees to participate in a public long-term care
October 13 -
Open Enrollment. Those two words are at once frightful and insightful. It’s a time when you’re able to make decisions with clients and do the work you love to do, but it’s also filled with late nights, long meetings, and at times, intense frustration. Research has shown that the open enrollment period also is a time of added stress for employers seeking to protect their financial health while offering a cost-effective and robust health plan for
October 11 -
Here’s a scenario for you: a group health and wellness client you’ve represented for over ten years approaches you to be his/her adviser on a 401(k) plan. Congrats! You’ve worked hard to position yourself as a valued adviser. No doubt you’d like to reap the fruits of your labor. But your next action is extremely important. It may have not only ethical consequences, but legal ones as well. It is vital that you go forward with a
October 6 -
According to recent studies employee and employer perspectives on voluntary benefits vary greatly. Read in today's BeAdvised about one possible explanation for the discrepancy.
October 4 -
Weight management is a popular wellness trend as the country deals with the health implications of obesity in our society. Similarly, benefits communications have become more and more bloated. Brokers need to help their clients communicate their benefits suite properly.
October 3 -
Just to recap, in my previous post I argued that as benefits advisers we need to change the conversation with our clients. I used the example of my client who asked me to present at a sales seminar on solution-based (vs. product-based) selling. I also said I would share some thoughts on how to effectively move our role as advisers forward. If you don’t remember or need to remind yourself, please go here.
September 29 -
QUESTION: With all of the buzz surrounding alternative funding these days, can you please provide a couple of strategies that can assist clients in better controlling health care costs? ANSWER: The bottom line is that it is time for brokers to understand that the new reality means a smaller market and less commission for their fully insured groups.
September 27