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Your sales tactics need to change depending on the economic outlook of the times. Columnist Jack Kwicien outlines these sales tips so that you can be optimally adaptive, flexible and prepared for any challenge that comes your way.
Commentary: Columnist Jack Kwicien tells you to take a step back and evaluate each client from a sales management consultant approach.
Columnist Jack Kwicien on how you go about selecting the right merger candidate.
Over the last 15 years, Daymark Advisors has worked with hundreds of benefits professionals and voluntary benefits firms across the nation. We've observed that some of the most successful practices create strategic plans for their clients. These observations are consistent across all types of firms and goals. The very best advisers are highly consultative and strategic in their approach to client engagement.
Jack Kwicien tells you what you need to do now to make 2014 a break-out sales year
Jack Kwicien tells you how to expand your centers-of-influence year round.
Jack Kwicien explains how there is no sales management problem that cannot be solved by effective recruiting and selection.
Jack Kwicien on what forward-thinking advisers have to do to survive health care reform.
Jack Kwicien on how brokers can change their business to meet their clients needs through a variety of ways.
Jack Kwicien on how brokers can monetize relationships they already have by unveiling a new action plan.
Jack Kwicien on how advisers must commit to a plan to adapt to coming change with insurance reform
Jack Kwicien on what forward-thinking advisers are doing to adjust to ACA changes.
Jack Kwicien on how to engage clients in a meaningful way
Jack Kwicien on how brokerages should become consultative in this era of health reform.
Jack Kwicien on why and how brokerages should be more than just a vendor
Four steps for brokers advisers and consultants to add value to their business by Jack Kwicien.
How to develop a business plan for success by Jack Kwicien.
Jack Kwicien shares how brokerages can conduct a business valuation
So we now know the U.S. Supreme Court's ruling on the most bitterly disputed provisions of PPACA. Regardless of your political persuasion, you may not have found that ruling to be favorable. In fact, I'd be stunned if you were prepared to embrace the overall commentary of the ruling. Many of you were absolutely convinced that the entire piece of legislation would be found to be unconstitutional. Others thought that surely certain provisions would be overturned. Even we thought that some portions of the legislation would be thrown out.
Instead of focusing on the external issues that you cannot control, you should be focused on your business model and figure out how to reinvent your practice to enhance your value proposition to your clients and prospective clients. How can you make up any lost revenue? Why will your clients find your services relevant – and perhaps even more necessary? What additional revenue streams can you add to optimize the value of your existing and new client relationships? That's what you need to focus on and that's all within your control. That's also why we have been discussing strategic alliances over the last several months as a strategy to adapt to the changing market conditions. Joining forces with like-minded benefits professionals just might be the right approach.