Sales and Marketing

Commentary: Small things get big in a customer’s mind, and the next thing you know, the customer is gone — for good.

Commentary: Many benefit brokers live by the idea that face-to-face onsite service is the only way to provide quality service. Certainly that is one of the advantages a local broker has, being local. But times change, says HR Technology Advisors’ Joe Markland.

Success on Wall Street and buyer demand has created ‘a crazy marketplace right now.’

Of the five types of sales profiles, one sticks out as significantly more successful than the rest, but in order to emulate that success, advisers must change their habits.

Leverage the changing ways employees access and consume technology to improve benefits communications and “look like a rock star” to your clients.

Insurance company CEOs discuss the essential role of the broker and how they can make themselves stand out as new players enter the insurance space.

Commentary: Technology is easily duplicated. Even for those who excel at it, technology is not their greatest asset. Brand, marketing and service model make a company.

Commentary: In the popular Netflix series, the main character schemes his way to the pinnacle of power in Washington. Despite his despicable character, viewers cheering him along. But why? Columnist Nelson Griswold suggests a reason that is relevant to your business practice.

It’s not often a company finds itself in a market position where it has the flexibility and agility of a newcomer, along with a storied history that provides name recognition and a solid base of existing expertise. Global financial services giant AXA is in this sweet spot as it enters the U.S. employee benefit business for the first time.

Consumer expectations demand advisers establish an online presence, LIMRA research shows. Financial advisory firms are stepping up to meet the demand, and following 3 critical steps to achieve social media success.