Sales and Marketing

Commentary: True employee engagement comes from understanding the decision-making process and the broker’s critical, proactive role, says columnist Nelson Griswold.

Commentary: Getting started on better engagement can be a daunting task. Columnist Wendy Keneipp shares three areas to focus on in order to begin creating stronger connections with your employees.

Commentary: Agency growth is completely dependent on producer pipelines. Yet, we typically see producers struggling with one of two situations: either they have empty pipelines or ones filled with the wrong opportunities.

The broker-carrier relationship, especially one as long-lasting as Bob and William Taylor’s with Florida Blue and Darnell Smith, is dynamic and continuously evolving. EBA examines what makes this necessary partnership tick and introduces the top large-group insurance carriers in the country.

Commentary: Six ways to engage customers that are most helpful, according to sales expert John Graham.

Commentary: These C-suite level positions are needed for a brokerage to run right, says MarshBerry’s Rob Lieblein.

Commentary: Sometimes the market changes in a way where these size businesses may be better positioned for success. Now may be that time, says tech adviser Joe Markland.

Commentary: Brokers who can step in and learn the business of voluntary benefits and some of the newer products hitting the market will be well-suited to bring in new clients and keep them protected against financial loss with a combination of relevant and cost-efficient solutions, says AmWINS' Sam Fleet.

AXA S.A. is entering the U.S. employee benefits market, citing its assessment that employers with between 20 and 200 employees are under-served.

The many tradeoffs that health insurers had to make from both a regulatory and plan-design standpoint in order to adapt under the Affordable Care Act appear to be paying off as the landmark legislation approaches its five-year mark.