Benefits Think Want more enduring client relationships? Try offering a more strategic set of services
No matter how competent, advisers who limit their services to benefits planning are more vulnerable to competition.
Client relations
10 key findings: Sexual harassment in the professional workplace
An unprecedented, industrywide survey of sexual harassment in the professional workplace reveals industries with the highest prevalence of unwanted sexual behavior, the differences between large and small companies, and blind spots that may be preventing corrections. Fortunately, the data also lights a path forward.
Collateral Benefits Group adviser brings youthful energy to a leading position
EBA Rising Star in Advising Mark Fox went from being broker services rep at Aflac to small brokerage owner to his current position at a larger firm all before age 30.
Benefits Think An adviser’s pipeline needs both prospecting and marketing
For a business-to-business organization like a benefit advisory firm, a core function of growing the brand is to support sales efforts.
Wendy Keneipp
Q4intelligence
Benefits Think What is the central aim of the broker-employer relationship?
Trusted advisers have an emerging opportunity to broaden their value to clients by embracing a new expertise around provider quality.
Shane Wolverton
Quantros, Inc.
Becoming the ‘True Trusted Adviser’
EBA Rising Star in Advising finalist Braden Monaco seeks to offer the total concierge package as his primary tool to drive growth for his firm and success for his clients.
Benefits Think What a proper business plan and perpetuation strategy can do for a brokerage
Two success stories demonstrate the benefits for advisers who developing a specific client market and succession blueprint.
Jack Kwicien
Daymark Advisors
Benefits Think Advising’s talent acquisition problem
With many large benefit brokerages focused on M&A, developing the next generation of producers is too often ignored.
Bob Gearhart, Jr.
DCW Group
Benefit pros on the move: New hires inside Hodges-Mace, SS Nebsitt, ASH and other leading firms
The start of the year saw seasoned professionals joining the ranks of employee benefit organizations.
Benefit pros on the move: New hires inside Hodges-Mace, SS Nebsitt, ASH and other leading firms
The start of the year saw seasoned professionals joining the ranks of employee benefit organizations.
Benefits Think Finding sales partners in unexpected places
Don’t be afraid to look past typical health brokers to make client introductions — even the office cleaning person could be a lucrative source.
Eric Silverman
Voluntary Benefits
Ascension Insurance capitalizes on strong growth to rebrand as Relation Insurance Services
CEO Joe Tatum and President of Benefits Keri Lopez explain how the move better reflects the brokerage’s culture and commitment to clients.
Benefits Think The 5 best times to call on prospective clients
The right timing and messaging can open doors, demonstrate acumen, build trust and strengthen relationships.
Ken Waineo
Standard Insurance Retirement Services, Inc.
Grooming the next generation of brokers
Finding young talent in the advising field can be difficult, as evidenced by the growing median age of advisers, but family firms are enlisting children and grandchildren as eventual successors.
Benefits Think How to improve disability sales this year
These three questions, The Standard’s Jeffery Smith says, will help prevent DI buyer’s remorse.
Jeffery D. Smith
Standard Insurance Company
Benefits Think How to help clients identify and support employees with mental health issues
Four often-missed signs of depression that can have a hidden impact on workplace productivity and overall staff morale.
Jeff Guardalabene
The Standard
Benefits Think How to help clients identify and support employees with mental health issues
Four often-missed signs of depression that can have a hidden impact on workplace productivity and overall staff morale.
Jeff Guardalabene
The Standard
Benefits Think Employers’ actions changing in response to the ACA
Having had time to take measure of the healthcare reform law, their focus is shifting from ensuring compliance to controlling costs, says Eric Helman of Hodges-Mace.
Eric Helman
Hodges-Mace
Benefits Think Employers’ behavior changing in response to the ACA
Having had time to take measure of the health care reform law, their focus is shifting from assuring compliance to controlling costs, says Eric Helman of Hodges-Mace.
Eric Helman
Hodges-Mace
Views Answering advisers’ urgent questions about DOL fiduciary rule
With the final rule about to be released, here’s why advisers may regret delaying their preparation for the new regulation.
John Anderson
SEI Adviser Network