Client strategies

To get your prospects’ attention, you need a highly visible presence that speaks to their needs.

At the event in Washington DC, benefit brokers learned new, innovative ways to reduce healthcare costs for their employer clients.

Lower incomes, longer lives and time out of the workforce means women lag men when it comes to preparing for retirement. Advisors can help.

Seniors who are retired or approaching retirement are advised to weigh their options carefully before deciding on how much income to draw from their portfolio

No matter how competent, advisers who limit their services to benefits planning are more vulnerable to competition.

The most successful benefit advisers move beyond routine service offerings and position themselves as trusted business consultants.

Profitable firms have several best practices in common to survive the early years of little revenue and funding struggles.

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.

These young benefit strategists are breaking through the benefits status quo and reimagining the brokerage market.

Institute an outbound call center and don’t rely on overtaxed account management staff.

Courtney Nelson was recruited to turn around an entire state’s falling sales and succeeded — while mentoring 25 up-and-coming brokers.

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.

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.

A strong economy and firms eager to sell are fueling the consortium’s acquisition wave.

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.

Industry observers say a strong economy and potential benefits from the Tax Cut and Jobs Act will continue to impact deals in 2018.

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.

Brokers clinging to ways of doing business in the past, such as insurance spreadsheeting, are headed toward a quick retirement.