Banco Popular de Puerto Rico

Commentary: Take this small step now, says consultant Wendy Keneipp, and become the feared competitor in your market.

Commentary: Employers and advisers that embrace the full concept of wellness by implementing programs with these four elements have the ability to improve the physical health of employees and put corporate productivity and profitability back in the black.

Commentary: Blogger Kevin Hilst shares tips for benefit advisers and professionals on how to make sure a vision RFP zeroes in on what distinguishes a great product from a commodity.

Commentary: Benefit advisers hoping to remain relevant in this rapidly changing environment need to match their strengths to their client base, columnist Jack Kwicien says. In order to do that, some self-analysis is in order.

Commentary: Columnist Nelson Griswold reveals the "sales triangle" and why closing the sale is not the biggest part of the puzzle.

Commentary: You only get one chance to make a first impression. Columnist Mel Schlesinger shares his tips on how to make that first appointment with a prospective client a successful one.

Commentary: Have you heard of Medicare observation status? Columnist Craig J. Davidson says it is creating a payment nightmare for older plan participants with Medicare Part A as the primary payer. Educate your groups with Medicare beneficiaries, Davidson says, because the rule has real consequences.

Commentary: Good salespeople understand the impact of an effective opening statement. The Standard’s Doug Waters provides five examples of conversation starters to transition to IDI from another product.

Commentary: When talking to non-profit HR executives, the common reasons The Principal’s Aaron Friedman hears for low adoption include perceived cost and the idea that they don’t feel like they can tell people what to do. These reasons don’t hold water, he says.

Commentary: October is National Depression Awareness Month. Jeff Guardalabene, a mental health case manager with Standard Insurance Company, offers these tips on how to help your employer clients navigate this important but often uncharted territory.