Wendy Keneipp

Putting the sales process in perspective and getting these steps right will improve your business, says Wendy Keneipp.

For communication to be successful, it has to be the right message, delivered to the right audience, says Wendy Keneipp.

Marketing has changed and benefit advisers must learn the new rules, says Q4intelligence’s Wendy Keneipp.

Commentary: Limiting thinking to what we already know only allows us to do what we already know.

Commentary: It will be the single most critical contributor to agency success, says columnist Wendy Keneipp.

Commentary: If you listen to your clients — and I mean really listen to what they’re saying and not saying — you’ll know exactly what they need and what they’re willing to spend money on, says columnist Wendy Keneipp.

Commentary: Statistics show this is an industry that doesn’t believe in social selling. Too many agencies are not meeting goals at the same time they are rejecting social selling business practices.

Commentary: Our focus on each item that comes along in the employee-employer relationship blinds us to the bigger picture issues.

Commentary: As you grow and hone your craft, you should feel the privilege and obligation to limit those who get your attention, for your own benefit as well as the clients’, says columnist Wendy Keneipp.

Commentary: Your internal work environment may be holding you back from attracting top people and creating exceptional new experiences for clients. The definition of “work” is changing as quickly as technology emerges and millennials enter the workforce, moving into spheres of influence. None of us, including clients, are limited by a single idea of work and we need to re-imagine it altogether.

Commentary: Chances of the industry ever being the way it was prior to the ACA are nonexistent, which we should all hail as a good thing, says columnist Wendy Keneipp following the Supreme Court’s decision to uphold ACA subsidies.

Commentary: Many brokerages fear technology is going to replace them, so they hold on tighter and refuse to budge, says columnist Wendy Keneipp.

Commentary: There’s no worse way to set your business up in the eyes of your clients than to call yourself a free service, says columnist Wendy Keneipp.

Commentary: The quality of writing that appears on a brokerage’s website, newsletters and even social media needs to improve to represent the industry in a more client-centric, modern and sophisticated way, says Wendy Keneipp.

Commentary: Getting started on better engagement can be a daunting task. Columnist Wendy Keneipp shares three areas to focus on in order to begin creating stronger connections with your employees.

Commentary: Agency growth is completely dependent on producer pipelines. Yet, we typically see producers struggling with one of two situations: either they have empty pipelines or ones filled with the wrong opportunities.

Commentary: Not holding producers accountable does immeasurable damage to your culture and morale, says columnist Wendy Keneipp, who shares how to build a plan to keep your producers productive today.

Helping your agency become more successful starts with setting your people on the right path. Done properly, it will lead to an internal evolution, says Q4intelligence's Wendy Keneipp.

Commentary: The marketing efforts of independent brokers are “woefully behind,” says consultant Wendy Keneipp, who shares tips on how to keep up with your employer clients’ changing business practices.

It’s been 70 years since benefits originated, and brokers would be wise to remember that innovation as inspiration to keep their businesses in the future.