Sales and Marketing

Low interest rates and new capital from private equity firms are driving demand, as baby boomer owners look to sell.

Clients and prospects desperately need professional benefits counsel. If you don’t provide it, your competitors surely will.

Doing the obvious – expressing appreciation to clients on a regular basis – may have a bigger impact than most advisers think, says Michael Sciortino

Engaging employees is a year-round process that requires constant improvement, says Daniel Freund.

For communication to be successful, it has to be the right message, delivered to the right audience, says Wendy Keneipp.

Advisers looking to maximize the impact of their client- and prospect-facing material should take these factors into account, says Selden Beattie’s Beverly Beattie.

The benefits market is undergoing a transformation and few operations seem fully prepared.

When advising the youngest generation in the workforce, brokers must focus on education and technology-driven tools to enhance understanding.

If the owner and the executives are the only folks working during a storm, wouldn’t those be ideal days to reach your intended target?

A brokerage’s most valuable asset is not prouducts, but the quality of its relationship with clients, says Bottom Line Solutions’ Nelson Griswold.