Banco Popular de Puerto Rico

Commentary: If the hard part of the job is prospecting, and the easy part is selling to qualified, interested prospective clients, what can you do to make prospecting easier and more productive? Jack Kwicien explains.

Commentary: Innovative technology is eliminating payroll deduction as the method of choice for collecting voluntary benefits premium, sounding the death knell for payroll deduction, says Nelson Griswold.

Commentary: There are murky new ACA liabilities for your benefit agency. Craig Davidson shares how these potential liabilities lie with insurance protection coverage that you may need.

Selecting the right partner requires focused consideration of the attributes of the ideal partnering relationship. Jack Kwicien shares the strengths and opportunity areas of your business that will determine who the ideal candidate will be.

Are you just one more agent with the same products and the same approach who is trying to win business by having a longer list of promised services? Or are you viewed by prospects and clients as an expert in benefits? Columnist Mel Schlesinger shares how to achieve thought leader status.

This is the time of year when most companies with calendar year plans start reviewing their discrimination test to see if they passed or if they have to refund any contributions to the highly compensated employee group. Columnist John Ludwig shares best practices for keeping your clients in compliance.

The Americans with Disabilities Act Amendments Act (ADAAA) has changed the way your clients manage their employees’ disability leaves. The Standard has found five mistakes employers may make when considering ADAAA accommodations.

How will the ACA and associated changes in the employee benefit market impact the role of the broker? A recent LIMRA survey of small businesses reveals areas where brokers need to step up to the plate.

Commentary: Everyone has them — and loves them. Customers who never complain, who keep coming back, who pay promptly and who appear satisfied. But beware of passive customer loyalty, says sales pro John Graham.

Commentary: So you want to expand your centers of influence, but you’re not sure where to start? Daymark Advisors’ Jack Kwicien shares a simple idea that works. And best of all, it is easy to implement.