Advisor strategies

Commentary: Whether we call ourselves consultants, relationship managers, advisers, producers or anything else that tends to disguise our objective, we’re salespeople.

In today’s increasingly technology-focused benefits industry, brokers need to compete on a new level in a new playing field. How can brokers reposition themselves as trusted advisers and use technology to their advantage?

A more competitive health insurance market is favorable, but not always possible. Brokers operating in a market controlled by only a few carriers need to offer a wide variety of services in order to retain clients and increase sales.

Commentary: Hundreds asked adviser Eric Silverman for the secret to his prospect-winning thank you note. Now, he shares the formula to his success.

ADP has agreed to drop its defamation lawsuit against Zenefits after a months-long dispute fought in the public eye. What does the Zenefits win mean for established industry stakeholders and the benefit startups that threaten their way of business?

The agents have completed mandatory training to sell on the federally-facilitated marketplace for 2016, with 10,000 more in the process. For the first time, producers can train through non-government organizations, including NAHU and AHIP.

Commentary: Female leaders have the unique challenge of cultivating perception to avoid the typical stereotypes, walking a tight rope between the bitchy tyrant and the obliging child, says ACI Specialty Benefits’ Erin Krehbiel.

Commentary: Although the assistance is appreciated, are advisers truly capturing the potential opportunity by outsourcing this process, asks Arthur J. Gallagher & Co.’s Andy Torelli.

The professional employer organization industry is experience massive growth, but the co-employment arrangement isn’t right for everyone. Here are the benefits of a PEO and the red flags to watch out for.

The ACA’s 2018 Cadillac tax looms large in the minds of employers and benefit experts have already begun to see trends in the plan design options and benefit offering changes employers have made to avoid the hefty excise tax.

Commentary: He’ll tell you his efforts were imperfect. And he didn’t get to everything. But what one adviser did do — his commitment to action, to implementation — produced 55% growth in 24 months.

Brokers and agents are meeting with senators in an effort to garner support for the Equalizing the Playing Field for Agents and Brokers Act, which aims to offer advisers the same access to marketplace enrollment information as is available to navigators and certified assisters.

Baby boomers, Generation X and millennials all have different attitudes about saving for the future and varying work styles, and it’s crucial that advisers know these differences before discussing retirement savings options.

Commentary: Rookie adviser Brian Murphy embraces “the complexity, the challenge and the intellectual stimulation” of onboarding a new client for the first time.

Education is often hailed as the key to employee benefit satisfaction, but new research shows it also increases enrollment and employee engagement. Experts say advisers are well-positioned to expand employer education and communication strategies.

Brokers send mixed messages on technology needs, strategy and spending plans in EBA’s second annual technology survey.

Tennessee CO-OP becomes latest to shut down, with more expected to announce closure before the next public exchange enrollment period begins in the next two weeks.

Commentary: Many employers don't know what their PBMs are doing today to actually manage their specialty drug programs, says Lockton's Sarah Martin. It's up to advisers to shine a light on PBM practices.

The use of technology is not just novel in the benefits industry anymore, it’s imperative. Benefit adviser Steve Williams predicted its usefulness over a decade ago and he and his team have used technology solutions to help transform Heffernan Insurance into one of the largest independent brokerage firms.

Commentary: After a terrific phone conversation, a prospect hangs up before booking an appointment. Consider sending a handwritten note to thank them for hanging up on you, and you just may close the sale, says adviser Eric Silverman.