Sales and Marketing

Columnist Craig Davidson says extending your usual advice to clients to the HR realm is important to your business.

Selling disability insurance to small businesses can be a great way to secure a new client base. But, it can be tricky. Here are some tips to help employee benefit advisers navigate this space.

From the Midwest to Texas to the West Coast, these brokers are opening their doors to walk-ins who need help complying with the individual mandate portion of the Affordable Care Act. Will this store front trend catch on with others in the industry and, perhaps more importantly, is it sustainable?

To be a salesperson today isn’t easy — in fact, it’s difficult.

In the wake of Target’s much-publicized data breach, identity theft protection is a must-offer for brokers.

Freeing up resources that are used inefficiently can actually improve the quality of your relationships with both clients and employees.

In the advising business, you are your client list, so don't be afraid to fire a client who commits one of four cardinal sins, blogger Jerry Kalish writes.

A staple component of every independent brokerage and agency for marketing and service, this element changed dramatically for most brokers in 2013

A public employer in California is building its own marketplace to mirror public exchanges under the Affordable Care Act — a potential idea for brokers for prospecting.

Agents think the road ahead is between providing more value-added services, including compliance advice, versus losing business. Some agents think that the choice is between sell more ancillary products or continue to watch revenues fall. In my mind, the real choice is this: Do you want to be an insurance agent or a fee-based adviser? The difference is huge.