Advisor strategies

Commentary: More often than not, misreading customers causes them to look elsewhere. It doesn’t need to happen, says sales expert John Graham.

For the first time, brokers and agents will be eligible to receive continuing education credits through the training, which is required to eligible to sell on the federal marketplace.

Advisers are needed now more than ever to help individuals reach their retirement goals as employees assume the responsibility of managing their financial future.

Advisers who provide a variety of distribution methods, year-round support and targeted messages help employees better understand their benefits, which leads to increased participation.

There are three types of brokers: the transactional broker, the Zenefits-style broker and the new school premier broker — but soon only one of them will be successful.

Health reform has put a spotlight on ben admin and HRIS systems, but there are many factors to consider when choosing a new platform, experts say.

Focusing on the end result of what voluntary benefits can do for an employer makes the proposition of introducing the products a no-brainer, says Willis’ Mike Meredith.

Waiting to see how private exchanges play out is no longer a business strategy; and to succeed, brokers must change their business practices, speaker at EBA/EBN Private Healthcare Exchanges conference says.

Benefit advisers have an increasing responsibility to keep client data secure, says Tinker Kelly, president and CEO of VEBA. He explains practical prevention tips and what to do if a breach occurs.

Spousal exclusions are usually implemented as a cost-saving tactic but they can be a difficult sell to employees whose spouses may be affected.

Not according to employers, who are turning to brokers to help them navigate the ACA, explore technology capabilities and administer group plans, a new study finds.

Commentary: As a broker offering these benefits to your employer groups, it is important to become proficient in voluntary benefits or choose to outsource this expertise.

Michael Turpin, the former CEO of UnitedHealthcare’s Northeast region, shares his thoughts on the new landscape and the potential impact the deal could have on benefit brokers and the insurance industry.

With just three major insurance companies, brokers must distinguish themselves from carriers, create additional approaches to serve clients and develop alternative risk approaches to health benefits, industry experts say.

Worksite voluntary benefits are gaining in popularity on standard ancillary benefit offerings, but the adviser’s sales approach to each needs to be varied.

As a value-added reseller, Apprize Technology sells and services to brokers three different benefit administration platforms, what many call a private exchange— bswift, benefitsCONNECT and Infiniti HR. Gary Wert, Apprize’s president, discusses why Apprize and other resellers may have to turn away business in the fourth quarter and why some brokers aren’t building their own exchange, but rather using a reseller.

Commentary: Technology helps, but it does not replace the expertise and experience of a broker. Rather, it helps to elevate what the broker can supply to a level that is equal to consumer demand, says Zywave’s Dave O’Brien.

How San Francisco-based Equity Risk Partners’ focus on private equity firms had made the small firm a big player in the niche market.

Commentary: Hiring a part-timer in commission insurance sales is never a bad thing, says adviser Eric Silverman, who shares two tips to make the best out of the process.

Commentary: It is not necessary to have an intricate knowledge of every IDI product provision to help clients get the income protection they need.