Sales and Marketing

Commentary: While agents providing these value-added services have disrupted the market and changed the nature of the benefit sales game, they were but a precursor to the far bigger disruptor taking over huge chunks of the benefits marketplace, says columnist Mel Schlesinger.

Commentary: Not holding producers accountable does immeasurable damage to your culture and morale, says columnist Wendy Keneipp, who shares how to build a plan to keep your producers productive today.

Commentary: How to win the game by exiting the technology arms race — and saving money in the process. Tech expert Joe Markland shares 8 guiding principles.

Commentary: If you work with businesses that have high-income earners, you have an opportunity to sell IDI policies on a guarantee issue basis, which creates many advantages for the insureds, the employer and you.

Commentary: Benefit professionals still struggle to have a seat at the table with a company’s big decision makers. Workplace expert Brad Karsh shares five tips on how to get the C-suite to take notice.

How one brokerage’s dedication to community service strengthens its business and ties to its clients, changes lives, and honors the legacy of its people-focused founder

It’s been a year of massive growth for private exchanges, with estimates of more than three million people receiving employer health benefits through them by mid-2014, according to business management consultancy Accenture. Yet, 2015 is expected to see even more growth and acquisitions.

Industry hopes for a streamlined broker licensing process took a major hit Tuesday when the Senate adjourned without passing legislation that aimed to ease the ability of brokers to sell insurance in states across the U.S.

Without a well-conceived distribution strategy and enough methods of distribution, your carriers will find themselves with a dwindling customer base and shrinking revenues. So where does that leave you and your business? This is something brokers seriously need to consider, says columnist Jack Kwicien.

Commentary: Are you ready to move from opaque, largely hidden commission compensation to fully transparent fee compensation? The time is now, says columnist Nelson Griswold.