EBA’s 2017 Most Influential Women in Benefit Advising
30 leaders whose unique client management strategies, innovative data manipulation and other industry-leading skills are transforming the field
Finance
Benefits Think 10 keys to boosting the sales of an employee benefit adviser practice
To remain relevant regardless of the changes in the benefits landscape or state of the economy, follow these tried and true business practices.
Jack Kwicien
Daymark Advisors
Adviser’s unwavering commitment to clients and staff is the ‘lifeblood’ of her brokerage
Michelle Robleto dedicates herself to improving the benefits experience of all those she interacts with, extending client retention and firm stability.
30 benefit thought-leaders to know
These industry experts are making significant contributions to employee health and retirement plans.
How to grow, manage and incentivize a modern brokerage sales team
Building a book of business requires multiple branches of a production department and should not rest on the back of one broker to carry business forward.
Benefits Think Product hawking is out. Compelling ideas and advice are in.
There is often a major disconnect between an insurance-focused website and what advisers are actually doing for clients.
Wendy Keneipp
Q4intelligence
Assurance Agency sees massive growth under Liz Smith’s leadership
The suburban Chicago brokerage’s benefits department has grown 600% in recent years with this Most Influential Woman at its helm.
Advisers are not being honest with employers about compensation, and it’s hurting their business
Brokers are killing their businesses by not discussing with employers what their work is actually worth and restructuring their payment system accordingly, says Q4intellligence’s Kevin Trokey.
The right way to be emotional about investments
Emotion-driven decisions may result in portfolios that retirees find palatable, but they are also likely to result in lower returns.
Benefits Think Getting in a growth mindset
There are three key components to this type of thinking, says Nelson Griswold: innovation, investment and implementation.
Benefit broker grows his firm 300% by staying focused on his mission
Adviser David Hatter (center) turned a desire to improve peoples’ financial security into a successful business that puts his employees first so that they can take care of clients.
Benefits Think How to align staff compensation with a benefit firm’s goals
Doing so is one of the most important initiatives a brokerage can undertake, says Jack Kwicien.
Jack Kwicien
Daymark Advisors
Benefits Think How employee benefit advisers can become effective marketers
By understand how today’s clients consume information, firms can develop and present messaging that will resonate with employers.
Wendy Keneipp
Q4intelligence
Benefits Think How to sell more ancillary products
Demonstrating demand, laying out the benefits and focusing on plan integration will help advisers to avoid selling clients short on voluntary.
Andy Nunemaker
Dynamis Software Corp.
Two brokers challenge conventional thinking to transform their agencies
Advisers in North Carolina and Virginia changed the way they interact with prospects and clients by revamping internal business practices, such as compensation models and company vision.
Benefits Think The CFO is the key to winning in the mid-market
Advisers finding it harder to break into larger accounts are discovering that HR departments at those companies are rarely interested in their innovative ideas.
Why brokers need to increase their LinkedIn presence
Evolving sales tactics are making an adviser’s ‘social selling index’ more important than ever, data show.
Knowledge-focused adviser grows book of business more than 35% year over year
EBA Rising Star Daniel Hostetler meets rising client expectations by overcoming the challenges of youth through the power of information.
A broker who cuts through complexity for clients
Allen Nieves works to offer clear-cut advice for small businesses.
Knowledge-focused adviser grows book of business more than 35% year over year
EBA Rising Star Daniel Hostetler meets rising client expectations by overcoming the challenges of youth through the power of information.
