Corporate finance

The suburban Chicago brokerage’s benefits department has grown 600% in recent years with this Most Influential Woman at its helm.

Brokers are killing their businesses by not discussing with employers what their work is actually worth and restructuring their payment system accordingly, says Q4intellligence’s Kevin Trokey.

There are three key components to this type of thinking, says Nelson Griswold: innovation, investment and implementation.

Adviser David Hatter (center) turned a desire to improve peoples’ financial security into a successful business that puts his employees first so that they can take care of clients.

Doing so is one of the most important initiatives a brokerage can undertake, says Jack Kwicien.

By understand how today’s clients consume information, firms can develop and present messaging that will resonate with employers.

Demonstrating demand, laying out the benefits and focusing on plan integration will help advisers to avoid selling clients short on voluntary.

Advisers in North Carolina and Virginia changed the way they interact with prospects and clients by revamping internal business practices, such as compensation models and company vision.

Advisers finding it harder to break into larger accounts are discovering that HR departments at those companies are rarely interested in their innovative ideas.

Evolving sales tactics are making an adviser’s ‘social selling index’ more important than ever, data show.