Client strategies

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.

Advance planning optimizes results and turns any event into a productive business opportunity for a brokerage.

It sounds counter-productive, but too many brokers hang on to bad business to the detriment of their firm.

If today’s client isn’t intrigued with what an adviser is sharing on sites like LinkedIn, there is no reason to believe that they’ll be interested in person, says Wendy Keneipp.

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.

Having a different conversation with clients will set you apart from the larger agencies, says Nelson Griswold.

At a NAHU summit, panel discusses future of healthcare reform and why brokers are needed now more than ever.

Why sitting down with employers to revisit the enrollment experience can provide valuable information.