Banco Popular de Puerto Rico

It was only a matter of time before several leading U.S. life insurers with business dealings in Japan felt reverberations from the devastating 9.0 earthquake on March 11, followed by a major tsunami and nuclear reactor leaks. While industry observers are still assessing the long-term financial impact of these events on Aflac, MetLife and The Hartford, disaster may have been averted on their balance sheets.

Greg Scandlen has long been regarded as one of the nation’s most outspoken experts on health care financing, insurance regulation, and employee benefits. EBA caught up with Scandlen to get his take on implementation of the Patient Protection and Affordable Care Act and its impact on brokers and advisers.

It's finally spring and what seemed like a very long, hard winter has drawn to a close. And we have reached the first anniversary of PPACA and survived that as well. Both the weather and government intervention in our business can be difficult to deal with, but all us entrepreneurial types always figure out a way to successfully deal with adversity, right? When we get lemons, we make lemonade.

To partner or not to partner. That is the question ... and it can mean a variety of different things. If you are an individual proprietor, at some point you may decide to find a partner to share some of your workload with, as well as to bring new business to the table. In many ways, this is a great idea. When you add another mind to the mix, you will typically be given new ideas, have someone to bounce your own ideas off of, receive help with paperwork and phone calls, and have backup when you are sick or out of town. These are all very positive aspects of having a business partner.

When it comes to addressing end-of-life needs and services, most people know it's important to plan ahead in order to make sure that their family will not be burdened with overwhelming decisions during a difficult time. Even so, many people put it off because they would rather not have to think about the topic.

Years ago when I approached a crusty old broker from down south about enrolling his voluntary benefits cases, he told me he didn't sell voluntary because, "Boy, the juice ain't worth the squeeze."

More than a year later and the impact of health care reform continues to be debated. Some features have been implemented and the regulatory definitions continue even with the uncertainty of potential legislative changes. It's murky at best. One thing is clear: The broker world is changing and a consulting-oriented approach seems the best course. Now is a great time for brokers to expand their assistance to employer groups and provide expertise and technology on health care cost transparency - with the ultimate benefit being the reduction of health care spend.

The March issue taught us the importance of being a well-rounded benefit adviser and what making the effort can do to improve our business.

In this month's installment in our sales training series - which follows February's and March's columns on buyer motivation ("If you want to sell, do this ..." pgs. 56 and 68, respectively), we'll look at the art of painting mental pictures for your buyer - an art that can result in an AOR.

There are numerous reasons to move the sale of ancillary products to the forefront of your sales strategy, not the least of which is a significant increase in your revenue.