Benefits Think The hard truth about agency growth
Commentary: More than empty theories, columnist Nelson Griswold shares business-building and growth strategies that work.
Benefits Think Cracking the agency growth code
Commentary: Hell tell you his efforts were imperfect. And he didnt get to everything. But what one adviser did do his commitment to action, to implementation produced 55% growth in 24 months.
Benefits Think The forgotten key to agency growth
Commentary: Benefit firms hoping for agency growth must manage their producers or suffer the consequences of relinquishing control of the firms future, says EBA columnist Nelson Griswold.
Benefits Think Why advisers should just say ‘no’ to RFPs
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.
Benefits Think Anthem/Cigna deal: Not a big deal for benefit advisers
Commentary: The brokers dependence on the medical carriers and their value to the brokers business business has about run its course, says columnist Nelson Griswold.
Benefits Think The antidote to Zenefits
Commentary: Brokers across the country have horror stories of Zenefits stealing their clients. So, columnist Nelson Griswold asks, what can a broker or adviser do to defend his book from Zenefits?
Benefits Think Why self-funding is about more than just savings
Commentary: Columnist Nelson Griswold discusses why sophisticated employee benefit advisers are increasingly discussing self-funding of the health plan with mid-size employers.
Benefits Think Why the Aetna/Humana deal signals the need for a fee-based model
Commentary: What should brokers and benefit advisers take away from all the merger and acquisition activity among the medical carriers? The message is crystal clear. Now would be the time to move away from a dependency on medical commissions and take a fee.
Benefits Think Willis and Towers Watson are playing offense
Commentary: With their merger, both Willis and Towers Watson are playing offense, creating a synergy that strengthens both firms by combining the unique strengths of each the brokerage experience of Willis and the analytical, consultative services of Towers Watson.
Benefits Think The real lesson from SCOTUS subsidy decision
Commentary: The ACA is unremovable, says columnist Nelson Griswold, so advisers must learn how to leverage it.
Benefits Think The benefits formerly known as voluntary
Commentary: By reframing and renaming these benefits, you can avoid any knee-jerk reaction to or bias against voluntary benefits, says columnist Nelson Griswold.
Benefits Think What House of Cards can teach brokers
Commentary: In the popular Netflix series, the main character schemes his way to the pinnacle of power in Washington. Despite his despicable character, viewers cheering him along. But why? Columnist Nelson Griswold suggests a reason that is relevant to your business practice.
Benefits Think Rules of employee engagement
Commentary: True employee engagement comes from understanding the decision-making process and the brokers critical, proactive role, says columnist Nelson Griswold.
Benefits Think Referrals are dead. Long live referrals!
Commentary: Want to grow your business? Then never ask a client for a referral, says columnist Nelson Griswold. Referral marketing is one of the most effective marketing strategies, but it must be done the right way, he adds.
Benefits Think Are you using these two key growth strategies?
Commentary: To survive the ongoing thinning of the herd, columnist Nelson Griswold asks what are you planning to do differently in 2015 to remain relevant to your clients and grow your business?
Benefits Think How to master the fee-for-service model
Commentary: Are you ready to move from opaque, largely hidden commission compensation to fully transparent fee compensation? The time is now, says columnist Nelson Griswold.
Benefits Think How to sell like a Girl Scout
Commentary: If you want to be successful at voluntary sales, columnist Nelson Griswold says you should concentrate on selling a solution, not a product much like the Girl Scouts aim to solve your cookie craving.
The defined contribution storm
A massive defined contribution storm is about to crash onto the employee benefits landscape. You can choose to ride it out to continued – or even greater – profitability, or you and your firm can get swept away. I've written that employer interest in the defined contribution model will explode in the next 12 months.
How independent brokers can select a private exchange
Nelson Griswold provides four tips for making sure you make the right decision for your client.
New ways to leverage voluntary in a consumer-centric world
Nelson Griswold on how to adapt some of the most out-there consumer-centric strategies for your business.