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.

Signing up for new benefits in the future will be powered by artificial intelligence, says Richard Silberstein of SIG.

Key factors that make for a strong agency valuation include a demonstrated history of growth, diversification of clients and a consulting-focused business model.

Signing up for new benefits in the future will be powered by artificial intelligence, says Richard Silberstein of SIG.

Moving a client to an online platform has the potential to triple a broker’s profits while also expanding an employer’s benefit options.

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.

For agents, the days of identifying, offering and then helping clients select from a handful of broad-based options are in the rearview mirror.

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