Sales and Marketing

Nelson Griswold on how most advisers have not committed to a plan to adapt to the coming Affordable Care Act change in the insurance business.

Aetna Inc., the third-biggest health insurer by sales, raised its full-year forecast, helped by a surge in Medicare and Medicaid premiums and medical claims that were lower than the company anticipated.

This formerly discounted, underinsured and underpenetrated generation now presents a larger sales opportunity than boomers.

Mercer’s private exchange now has more than 20 carriers signed on to provide benefits, including dental, vision, life and disability products. Find out what carriers were added.

EBA editor Elizabeth Galentine on why brokers should shift their focus to youth in the industry to come.

Craig Davidson on three good reasons to think about selling voluntary.

John Lamb on how to redefine a request for proposal RFP process for a meaningful experience.

Mel Schlesinger on why advisers shouldn’t let health care reform control their future

Nelson Griswold on how to deliver a less-is-more human resources HR solution for a valuable payday

Kids are no strangers to accidents. No matter how it happens or where students are hurt on school property, schools are liable for the cost of student injuries and need to be prepared for these sometimes devastating expenses. This presents an opening for brokers, says EBA blogger Sam Fleet.