Benefits Think How to optimize enrollment and improve worker engagement
Institute an outbound call center and don’t rely on overtaxed account management staff.
Allison De Paoli
Altiqe
Client strategies
Persistency key to skyrocketing growth for young adviser
Courtney Nelson was recruited to turn around an entire state’s falling sales and succeeded — while mentoring 25 up-and-coming brokers.
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.
Benefits Think How to determine ‘reasonable’ compensation for a broker
Advisers who rely on the Best Interest Contract Exemption need to comply with the three Impartial Conduct Standards, otherwise they fall under non-exempt prohibited transactions.
Josh Waldbeser
Drinker Biddle
Alera Group acquires four brokerages
A strong economy and firms eager to sell are fueling the consortium’s acquisition wave.
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.
What is driving strong M&A activity in the benefit brokerage market?
Industry observers say a strong economy and potential benefits from the Tax Cut and Jobs Act will continue to impact deals in 2018.
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
Benefits Think Still selling products? Your days are numbered
Brokers clinging to ways of doing business in the past, such as insurance spreadsheeting, are headed toward a quick retirement.
Wendy Keneipp
Q4intelligence
AI poised to transform open enrollments
Signing up for new benefits in the future will be powered by artificial intelligence, says Richard Silberstein of SIG.
How benefit brokerages can prepare for a profitable sale of the company
Key factors that make for a strong agency valuation include a demonstrated history of growth, diversification of clients and a consulting-focused business model.
AI poised to transform open enrollments
Signing up for new benefits in the future will be powered by artificial intelligence, says Richard Silberstein of SIG.
How to boost ancillary commissions through enhanced enrollment tools
Moving a client to an online platform has the potential to triple a broker’s profits while also expanding an employer’s benefit options.
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 3 ways advisers can successfully navigate health plan networks
For agents, the days of identifying, offering and then helping clients select from a handful of broad-based options are in the rearview mirror.
Ron Goldstein
Choice Administrators