Deep industry knowledge key to young adviser’s success
At 30 years old, Brett Fowler proves market knowhow trumps age in growing business, obtaining client respect.
Finance
Benefits Think The rewards of prospecting off-cycle
Move a broker’s value proposition beyond the renewal, and provide strategy around the medical and benefits plan that positions them as a strategic adviser and not a mere vendor, says consultant Nelson Griswold.
Benefits Think How to solve a sales management problem with better recruiting
Looking for a new benefits specialist takes preparation and focus, says adviser Jack Kwicien.
Jack Kwicien
Daymark Advisors
Benefits Think How advisers can breathe life into a boring brand
Focusing on a shared vision and building the culture of a brokerage will naturally lead to a better product, says columnist Wendy Keneipp.
Wendy Keneipp
Q4intelligence
Benefits Think Aligning sales incentives for aggressive agency growth
Account management teams should be completely in sync with sales teams through the entire client relationship.
Meg Murphy
Maxwell Health
Benefits Think Why Q1 is the perfect time to go after new business
Employers recalling a less-than-perfect renewal experience are often eager for change, says Dynamis’s Andy Nunemaker.
Andy Nunemaker
Dynamis Software Corp.
Benefits Think Why advisers must move faster to untether commissions from group health rates
Carriers are using their brokers to control their agenda based on what they need to sell, says adviser Suzy Johnson.
Suzy K. Johnson
Employee Benefit Advisors of the Carolinas
Benefits Think Advisers may not be monitoring the right competitors
Many brokers say they never lost a client to Namely or similar companies — what they don’t know is how many prospects they lost to these firms.
Joe Markland
Nfor1
Benefits Think 5 clients advisers must fire
It sounds counter-productive, but too many brokers hang on to bad business to the detriment of their firm.
Kristi Birkeland
Q4intelligence
Benefits Think Get smart about sales resolutions for 2017
Start the year out right with smart, aggressive goals that will motivate your team and transform your business.
Kurt Jasin
Maxwell Health
30 people to watch in employee benefits in 2017
From tech firm CEOs to brokers and HR professionals, these industry innovators will help shape the coming year as trends emerge and a new administration takes office.
Benefits Think How to close deals faster
Eliminate common objections from prospects’ vocabulary through adviser Eric Silverman’s ‘proven system.’
Eric Silverman
Voluntary Benefits
Benefits Think Adviser skepticism is preventing a full sales pipeline
Brokers don’t realize marketing directly influences buyers and the selling process, says consultant Wendy Keneipp.
Wendy Keneipp
Q4intelligence
The 50 biggest benefit brokerages, part 2
Employee Benefit Adviser, in partnership with business intelligence data analytics firm miEdge, presents the 2016 list of the top employee benefit brokerages in the country, ranked exclusively on health and welfare revenue. Revealed in descending order, the listing is based on Form 5500 reporting data as of Aug. 31.
Benefits Think Why brokers can’t get marketing right
Knowing your message and strategy are the cornerstones of an effective campaign, according to consultant John Graham.
John Graham
GrahamComm
The 50 biggest benefit brokerages, part 1
Employee Benefit Adviser, in partnership with business intelligence data analytics firm miEdge, presents the 2016 list of the top employee benefit brokerages in the country, ranked exclusively on health and welfare revenue. Revealed in descending order, the listing is based on Form 5500 reporting data as of Aug. 31.
Benefits Think How to optimize a brokerage website for lead generation
Advisers who want to bring in new clients should make their homepage priority No. 1, says HealthJoy’s Rick Ramos.
Rick Ramos
HealthJoy
Can Microsoft do for sales what Google did for search?
By acquiring LinkedIn, the software giant hopes to help salespeople zoom in on their prospects.
Benefits Think Five ways Trump can help workers left behind
If Donald Trump is serious about helping the blue-collar workers who helped put him in the White House, how should he proceed?
Brokers’ organic growth jumps significantly
Steady ascent for advising firms could be bolstered further by Trump presidency.
