Client relations

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.

For a business-to-business organization like a benefit advisory firm, a core function of growing the brand is to support sales efforts.

Trusted advisers have an emerging opportunity to broaden their value to clients by embracing a new expertise around provider quality.

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.

Two success stories demonstrate the benefits for advisers who developing a specific client market and succession blueprint.

With many large benefit brokerages focused on M&A, developing the next generation of producers is too often ignored.

The start of the year saw seasoned professionals joining the ranks of employee benefit organizations.

The start of the year saw seasoned professionals joining the ranks of employee benefit organizations.

Don’t be afraid to look past typical health brokers to make client introductions — even the office cleaning person could be a lucrative source.

CEO Joe Tatum and President of Benefits Keri Lopez explain how the move better reflects the brokerage’s culture and commitment to clients.

The right timing and messaging can open doors, demonstrate acumen, build trust and strengthen relationships.

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.

These three questions, The Standard’s Jeffery Smith says, will help prevent DI buyer’s remorse.

Four often-missed signs of depression that can have a hidden impact on workplace productivity and overall staff morale.

Four often-missed signs of depression that can have a hidden impact on workplace productivity and overall staff morale.

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.

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.

With the final rule about to be released, here’s why advisers may regret delaying their preparation for the new regulation.

With carriers such as Anthem/BCBS cutting commissions and the government continuing to throw down regulatory hurdles, these four steps can help agencies succeed in an ever-more demanding environment.

For employers, complying with the FMLA may feel like balancing on a tightrope. Here’s how advisers can assist their clients in managing the process.