Benefits Think Climbing the pyramid of client relationships
The most successful benefit advisers move beyond routine service offerings and position themselves as trusted business consultants.
By
Jack Kwicien
Jack Kwicien
Managing partner
Benefits Think What a proper business plan and perpetuation strategy can do for a brokerage
Two success stories demonstrate the benefits for advisers who developing a specific client market and succession blueprint.
By
Jack Kwicien
Benefits Think Agency owners must act now on proper business planning and perpetuation
Put together a multidimensional strategy, including the financial resources and human capital that will be required to achieve personal and company objectives.
By
Jack Kwicien
Benefits Think Why benefit advisers need a business plan
Taking the time to think through and document your company’s game plan can pay big dividends
By
Jack Kwicien
A step-by-step guide to conducting effective sales meetings
Mondays are the most productive day to hold an all-staff discussion to promote the products and services that are the lifeblood of any brokerage.
By
Jack Kwicien
Benefits Think How to develop centers of influence and bring in new clients
Make business development activities a systematic, constructive work habit, and columnist Jack Kwicien says attracting and selling new clients will get that much easier.
By
Jack Kwicien
Benefits Think Advisers must step up for Harvey’s aftermath
Helping clients process claims, backing up data and volunteering in the next few weeks are a few survival steps in the wake of the storm, advises Jack Kwicien.
By
Jack Kwicien
Benefits Think How to make the most out of an industry conference
Advance planning optimizes results and turns any event into a productive business opportunity for a brokerage.
By
Jack Kwicien
Benefits Think 10 keys to boosting the sales of an employee benefit adviser practice
To remain relevant regardless of the changes in the benefits landscape or state of the economy, follow these tried and true business practices.
By
Jack Kwicien
Benefits Think The power of client testimonials
Do not passively wait for written reviews by an occasional client or two — consider developing a proactive campaign, says columnist Jack Kwicien
By
Jack Kwicien
Benefits Think How to align staff compensation with a benefit firm’s goals
Doing so is one of the most important initiatives a brokerage can undertake, says Jack Kwicien.
By
Jack Kwicien
Benefits Think How to reinvent a brokerage to keep it current with clients’ changing needs
Advisers should analyze their professional capabilities and look at their firm as if just starting out to determine the effectiveness of existing client relationships.
By
Jack Kwicien
Benefits Think Brokers must embrace reinvention
Advisers cannot afford to define their value as the point of access to benefits product information and services. They need to transcend client’s expectations, says consultant Jack Kwicien.
By
Jack Kwicien
Benefits Think How to solve a sales management problem with better recruiting
Looking for a new benefits specialist takes preparation and focus, says adviser Jack Kwicien.
By
Jack Kwicien
Benefits Think Looking to be acquired? Start here
Advisers who want to sell their businesses or merge with another company should start by asking themselves these vital questions, says columnist Jack Kwicien.
By
Jack Kwicien
Benefits Think The most wonderful time of year — to get to work
The holiday season is the ideal time to plan out the future of your business, says columnist Jack Kwicien.
By
Jack Kwicien
Benefits Think Sharpening sales management skills
In this business and political climate, advisers need to be optimally adaptive, flexible and prepared, says columnist Jack Kwicien.
By
Jack Kwicien
Benefits Think Adapting to the dynamic healthcare landscape
In this business and political climate, columnist Jack Kwicien says to think more holistically about your client’s benefits program.
By
Jack Kwicien
Benefits Think Adapting to the dynamic healthcare landscape
In this business and political climate, columnist Jack Kwicien says to think more holistically about your client’s benefits program.
By
Jack Kwicien
Benefits Think What to do today to dramatically expand centers of influence
Reach out to your clients’ other trusted advisers to multiply your list of prospective clients, says columnist Jack Kwicien.
By
Jack Kwicien