Sales and Marketing

Commentary: Columnist and management consultant Craig Davidson discusses what your prospect wants from you now, and in the near future, in return for an agent-of-record letter.

A day in the life of benefit adviser Bob White from Plan Benefit Analysts of Tulsa, Okla.

While the logistics of health care growing increasingly complex, benefit advisers could and should play a crucial role in helping employers and employees understand the new health care delivery system.

United Benefit Advisors has named insurance veteran Les McPhearson its new chief executive officer. In a Q&A with EBA he talks about trends in the benefits industry and the future role of the trusted adviser.

Employees are increasingly dissatisfied with their benefits, and therefore dissatisfied with their employers, but new research shows better benefits education can help.

Commentary: Blogger Sam Fleet says that in addition to offering new services to current clients to expand your business, brokers can prospect through new mediums and social networking platforms.

As some brokers continue to wait for their payments, it seems no one carrier is better or worse at this issue across the U.S. What is clear is that advisers who previously worked in group need to learn a new system to track and monitor commissions.

While there’s a great deal of industry hype about the rise in voluntary sales, some experts say that benefit brokers and advisers are still hesitant to sell it. Here’s a way in that one expert views as “a way to free up money” for voluntary.

Please nominate an outstanding female colleague — or yourself — for EBA’s Influential Women in Benefit Advising honor roll, new this year!

Benefit advisers and their employer clients are in a unique position to help the newest members of the workforce overcome investment fears and prepare for retirement.