Benefit advisers urged to leverage power of personal touch
Million Dollar Round Table leaders share simple methods for taking sales of insurance and financial services to the next level.
Client retention
Benefits Think What is your competitive advantage as a benefit broker?
To stand out in a tight market, advisers need to transcend their clients’ expectations. The best way to do this is by becoming a human-capital consultant.
Jack Kwicien
Daymark Advisors
Benefits Think For benefit adviser success, create a winning theme
To motivate their teams, brokers need a rallying cry that evokes shared goals and a larger vision.
Wendy Keneipp
Q4intelligence
Rebranding benefits: Goodbye ‘voluntary.’ Hello ‘enhanced’
With a little name change, brokers are attempting to separate themselves from carrier rep competitors to form stronger partnerships with healthcare adviser specialists.
Benefits Think Who do you work really for—the insurance carrier or your clients?
Advisers paid on commission often have conflicting interests. Performance-based pay resolves them in the clients’ favor.
It pays to take RMDs early in the year
Sometimes the strategy can eliminate a domino effect of other expensive tax problems down the road, Ed Slott writes.
Benefits Think Want more enduring client relationships? Try offering a more strategic set of services
No matter how competent, advisers who limit their services to benefits planning are more vulnerable to competition.
Becoming the ‘True Trusted Adviser’
EBA Rising Star in Advising finalist Braden Monaco seeks to offer the total concierge package as his primary tool to drive growth for his firm and success for his clients.
Benefits Think Advising’s talent acquisition problem
With many large benefit brokerages focused on M&A, developing the next generation of producers is too often ignored.
Bob Gearhart, Jr.
DCW Group
How to boost ancillary commissions through enhanced enrollment tools
Moving a client to an online platform has the potential to triple a broker’s profits while also expanding an employer’s benefit options.
Benefits Think Finding sales partners in unexpected places
Don’t be afraid to look past typical health brokers to make client introductions — even the office cleaning person could be a lucrative source.
Eric Silverman
Voluntary Benefits
Ascension Insurance capitalizes on strong growth to rebrand as Relation Insurance Services
CEO Joe Tatum and President of Benefits Keri Lopez explain how the move better reflects the brokerage’s culture and commitment to clients.
Benefits Think The 5 best times to call on prospective clients
The right timing and messaging can open doors, demonstrate acumen, build trust and strengthen relationships.
Ken Waineo
Standard Insurance Retirement Services, Inc.