Finance

There are three key components to this type of thinking, says Nelson Griswold: innovation, investment and implementation.

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.

Doing so is one of the most important initiatives a brokerage can undertake, says Jack Kwicien.

By understand how today’s clients consume information, firms can develop and present messaging that will resonate with employers.

Demonstrating demand, laying out the benefits and focusing on plan integration will help advisers to avoid selling clients short on voluntary.

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.

Advisers finding it harder to break into larger accounts are discovering that HR departments at those companies are rarely interested in their innovative ideas.

Evolving sales tactics are making an adviser’s ‘social selling index’ more important than ever, data show.

EBA Rising Star Daniel Hostetler meets rising client expectations by overcoming the challenges of youth through the power of information.

Allen Nieves works to offer clear-cut advice for small businesses.

EBA Rising Star Daniel Hostetler meets rising client expectations by overcoming the challenges of youth through the power of information.

Growing a business by 120% in a year requires unique individuals to take on the responsibilities in a fast-paced broker environment, says Kevin Hennessey.

Brokers are boosting enrollment by analyzing different buyer groups and customizing marketing to appeal to unique clientele.

She was promoted four times by the time she was 27 years old and Lauren Fabbri doesn’t plan to slow down anytime soon.

Growing a business by 120% in a year requires unique individuals to take on the responsibilities in a fast-paced broker environment, says Kevin Hennessey.

The Graham Company recently announced its 100% employee ownership status after five decades of growth and a staff increase from its starting six to 180 full-time workers.

Advisers cannot afford to define their value as the point of access to benefits product information and services. They need to transcend client’s expectations, says consultant Jack Kwicien.

She was promoted four times by the time she was 27 years old and Lauren Fabbri doesn’t plan to slow down anytime soon.

Most advisers thinking about business relationships haven’t changed since the days when men ran everything and women were secretaries, says Wendy Keneipp.

From sales tips to product reviews, these industry insiders are sharing can’t-miss information on the social media platform.