Client strategies

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.