Advisor strategies

Notable gap exists between what employers are demanding and what brokers are supplying

A PBE's consumer-facing portal may be "the sexy piece," an Accenture exec says, but many clients are looking for help beyond open enrollment.

Employers cite cyber threats as a top risk to their company, creating an opportunity for benefit advisers to quell their fears with education and product knowledge.

Commentary: We find our clients like having a guaranteed income, and they also like having buckets of income that start at different times and are taxed in different ways.

Generation Y employees want more customization and education about their benefits — and employers need to provide a broad range of offerings while taking a holistic view to contain rising health care costs.

Commentary: With most businesses, ours included, we derive 80% of our revenue from 20% of our clients. Frequently, we don’t take the time to analyze the characteristics of the 20%, says EBA Advisory Board member Andy Torelli.

Health and wellness startup HealthiestYou promotes productivity in the workplace and enables parents to conveniently meet with doctors, according to brokers who have firsthand experience.

Commentary: Zywave’s latest survey reveals what a range of employers across the country are looking for from their benefit adviser.

Commentary: Applying advice from two legendary coaches, adviser Eric Silverman shares the mantra that drives his recruitment efforts and creates the office culture that produces consistent levels of success for his entire team.

Covered California recently announced $10 million in new grants for the upcoming exchange open-enrollment season awarded to 68 “navigator” groups, including about 12,000 certified insurance agents who played a pivotal part in enrolling 43% of state residents for 2015.

Commentary: Many first impressions crash and burn because people are trying to present themselves as something they’re not. Here are four ways to avoid that fate.

Pilot program for Maryland Health Connection will have call centers directly transfer consumers to a broker to finish enrollment.

Brokers say they increasingly view the ACA as an avenue toward new revenue opportunities and roles around education and communication.

Commentary: Your clients need a roadmap, a strategic plan, to guide their tactical decisions; both their actions and reactions. To do this, you will need to become much more consultative in your approach, says columnist Jack Kwicien.

Commentary: Five ways to make positive progress with transforming your business, according to EBA Advisory Board Member Mark Gaunya.

This well-rounded Midwest adviser’s holistic approach to employee benefits, genuine character and trendsetting business practices set him apart.

Commentary: If the owner/seller has a management team that can’t sustain the growth of the company without his personal involvement, the business represents little value to a buyer.

Advisers need to help clients understand their workforce, outline clear objectives and communicate effectively if employers want to establish a successful wellness program.

Commentary: Is the way I think hurting my business, or is there a lot of groupthink going on? Should I do the opposite of what I think, like Seinfeld’s George Costanza, asks Joe Markland.

Commentary: EBA columnist Nelson Griswold says benefits RFPs are universally awful and HR should abandon them. Advisers, he says, should also be wary of them.