Advisor strategies

The carriers offering the supplemental benefits see a value-add for employers that sign on, but experts say advisers will play a critical role in getting employees engaged.

Cornerstone Insurance Group beefs up its offerings – and even hires a staff wellness director – to win over plan sponsors.

Some of the early entrants to the PBE market may plateau because their strategy to selling exchanges is flawed, says Frenkel Benefits’ Craig Hasday.

Ted Benna, who was instrumental in designing early 401(k) plans, comes out of retirement to help small and mid-sized businesses determine whether they’re getting their money’s worth from plan charges.

Advisers and employers are incorporating managing healthy senses with well-being benefits for a more holistic approach.

With carriers such as Anthem/BCBS cutting commissions and the government continuing to throw down regulatory hurdles, these four steps can help agencies succeed in an ever-more demanding environment.

Accommodating employees who are experiencing disabling illnesses or injuries can help them work more comfortably, boost output and minimize absences.

The strategy to sell exchanges as a product rather than a solution could lead to employer disinterest, says Craig Hasday.

Benefit agencies often thrive by hiring more salespeople, but this can undercut the firm’s long-term viability, says adviser Eric Silverman.

Faced with rising insurance premiums, employees are poised to change the rules of the game by demanding cost transparency and quality information, says adviser Mark Gaunya.