Sales and Marketing

Brokers say they increasingly view the ACA as an avenue toward new revenue opportunities and roles around education and communication.

Commentary: Five ways to make positive progress with transforming your business, according to EBA Advisory Board Member Mark Gaunya.

Commentary: If the owner/seller has a management team that can’t sustain the growth of the company without his personal involvement, the business represents little value to a buyer.

Commentary: Is the way I think hurting my business, or is there a lot of groupthink going on? Should I do the opposite of what I think, like Seinfeld’s George Costanza, asks Joe Markland.

Class action lawsuits claim the professional services firm breached its fiduciary duty by agreeing to the $18 billion deal.

Commentary: As you grow and hone your craft, you should feel the privilege and obligation to limit those who get your attention, for your own benefit as well as the clients’, says columnist Wendy Keneipp.

Commentary: The broker’s dependence on the medical carriers — and their value to the broker’s business business — has about run its course, says columnist Nelson Griswold.

Independent insurance brokers recorded a median organic growth of nearly 6% for the second quarter of 2015, continuing a growth trend that’s been steady for the past few years.

Commentary: More often than not, misreading customers causes them to look elsewhere. It doesn’t need to happen, says sales expert John Graham.

There are three types of brokers: the transactional broker, the Zenefits-style broker and the new school premier broker — but soon only one of them will be successful.