Mel Schlesinger

Commentary: While agents providing these value-added services have disrupted the market and changed the nature of the benefit sales game, they were but a precursor to the far bigger disruptor taking over huge chunks of the benefits marketplace, says columnist Mel Schlesinger.

If you want to significantly increase your business in 2015 you will have to make some decisions, says columnist Mel Schlesinger, who shares five steps to new sales.

Commentary: Columnist Mel Schlesinger shares the secrets of selling your knowledge rather than relying on value-add services to close the sale.

Commentary: The importance of the online marketing strategy cannot be overstated, says columnist Mel Schlesinger. Whether you realize it or not, he says, your prospects are going online and learning what they can about you before they ever actually meet with you.

Columnist Mel Schlesinger on why you shouldn't be afraid to prospect on LinkedIn, and he says that includes connection with clients.

Agents think the road ahead is between providing more value-added services, including compliance advice, versus losing business. Some agents think that the choice is between sell more ancillary products or continue to watch revenues fall. In my mind, the real choice is this: Do you want to be an insurance agent or a fee-based adviser? The difference is huge.

Mel Schlesinger addresses how the seemingly age-old tactic of direct mail can still boost sales today.

Mel Schlesinger on how to properly make a sale by telling enough people just what you do through these five steps.

Tips on how to a broker can use LinkedIn to gain new clients from EBA Columnist Mel Schlesinger.

Mel Schlesinger on how important online testimonials are to closing an important sale.

Mel Schlesinger on how insurance brokers can make up lost income by correctly using fees.

Mel Schlesinger on how insurance brokers should market themselves with the agent or agency at the front.

Mel Schlesinger on why advisers shouldn’t let health care reform control their future

Mel Schlesinger on how brokers, advisers can redesign a benefit proposal.

Mel Schlesinger on what one thing would you change in your business?

Mel Schlesinger on the imperative of marketing with new media tools

Schlesinger on how to have better sales appointments for broker.

Mel Schlesinger on how to standout from the sales crowd.

Mel Schlesinger on how brokers can sell more in a how-to guide.

Mel Schlesinger shares how brokers salesperson can double their income using a sales mindset