Client retention

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.

To motivate their teams, brokers need a rallying cry that evokes shared goals and a larger vision.

With a little name change, brokers are attempting to separate themselves from carrier rep competitors to form stronger partnerships with healthcare adviser specialists.

Advisers paid on commission often have conflicting interests. Performance-based pay resolves them in the clients’ favor.

Sometimes the strategy can eliminate a domino effect of other expensive tax problems down the road, Ed Slott writes.

No matter how competent, advisers who limit their services to benefits planning are more vulnerable to competition.

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.

With many large benefit brokerages focused on M&A, developing the next generation of producers is too often ignored.

Moving a client to an online platform has the potential to triple a broker’s profits while also expanding an employer’s benefit options.

Don’t be afraid to look past typical health brokers to make client introductions — even the office cleaning person could be a lucrative source.