Cutting-edge tools an adviser needs to embrace online technology
Leverage the changing ways employees access and consume technology to improve benefits communications and look like a rock star to your clients.
Marketing
No one can compete with an independent agent
Insurance company CEOs discuss the essential role of the broker and how they can make themselves stand out as new players enter the insurance space.
Benefits Think Technology is the future of benefits, but its not what will make or break your business
Commentary: Technology is easily duplicated. Even for those who excel at it, technology is not their greatest asset. Brand, marketing and service model make a company.
Kyle Hodges
The Brokers Broker
Benefits Think What House of Cards can teach brokers
Commentary: In the popular Netflix series, the main character schemes his way to the pinnacle of power in Washington. Despite his despicable character, viewers cheering him along. But why? Columnist Nelson Griswold suggests a reason that is relevant to your business practice.
AXA targets underserved market with U.S. product launch
Its not often a company finds itself in a market position where it has the flexibility and agility of a newcomer, along with a storied history that provides name recognition and a solid base of existing expertise. Global financial services giant AXA is in this sweet spot as it enters the U.S. employee benefit business for the first time.
6 in 10 firms equip advisers with formal social media training
Consumer expectations demand advisers establish an online presence, LIMRA research shows. Financial advisory firms are stepping up to meet the demand, and following 3 critical steps to achieve social media success.
Benefits Think How to become a human capital consultant
Commentary: If you cant articulate your marketing position clearly in two or three sentences, value-conscious prospects and clients certainly are not going to take the time to figure it out, says columnist Jack Kwicien.
Jack Kwicien
Daymark Advisors
Benefits Think Selling voluntary benefits with extras: Extending the disability sale
Commentary: Additional benefits or coverages that adapt to an employers needs can create a niche offering that often can help employers think holistically about their employees financial future, says The Standards Breanna Scott.
Breanna Scott
The Standard
Benefits Think Marketing efforts that send the wrong message
Commentary: The quality of writing that appears on a brokerages website, newsletters and even social media needs to improve to represent the industry in a more client-centric, modern and sophisticated way, says Wendy Keneipp.
Wendy Keneipp
Q4intelligence
Benefits Think 7 sales mindsets that harm business
Commentary: Our minds tell us were on the right track, that weve got a winner. Unfortunately, we dont even know weve been tricked and it all results in costly and embarrassing missed opportunities, says sales expert John Graham.
John Graham
GrahamComm
How much does MLR harm brokers?
The decrease in compensation is negligible since the medical loss ratio took effect, study finds, but other industry organizations disagree.
The annuity thats attracting a different type of adviser
Theres room to grow in the investment-only variable annuity space, and educated advisers are the key.
State asks brokers to target elusive uninsured for HIX enrollment
After two enrollment seasons under the Affordable Care Act's exchanges, the easily accessible and amenable are signed up for health care. With year three starting this fall, the task will be tougher to target the remaining uninsured, who are harder to reach. Who better to drive the message home, Washington state thinks, than brokers?
Benefits Think From fire dept. to insurance sales: 5 leadership lessons
Commentary: The loyalty and bonds of the fire department can translate well into a successful insurance culture, says retired fire fighter, Colonial's Brian Summers.
Brian Summers
Colonial Life
Benefits Think How to overcome two of your biggest sales hurdles
Commentary: A new series from industry veteran Kyle Hodges highlights products designed to improve your bottom line.
Kyle Hodges
The Brokers Broker
Benefits Think How to turn around a decline in revenue
Commentary: Theres much to learn from rapidly growing firms. Columnist Jack Kwicien shares the business philosophies that make market leaders successful.
Jack Kwicien
Daymark Advisors
Benefits Think Rules of employee engagement
Commentary: True employee engagement comes from understanding the decision-making process and the brokers critical, proactive role, says columnist Nelson Griswold.
Benefits Think Improve employee contributions with a strong connection
Commentary: Getting started on better engagement can be a daunting task. Columnist Wendy Keneipp shares three areas to focus on in order to begin creating stronger connections with your employees.
Wendy Keneipp
Q4intelligence
Benefits Think 2 ways to fill your pipeline with the right prospects
Commentary: Agency growth is completely dependent on producer pipelines. Yet, we typically see producers struggling with one of two situations: either they have empty pipelines or ones filled with the wrong opportunities.
Wendy Keneipp
Q4intelligence
Finding the right carrier partner
The broker-carrier relationship, especially one as long-lasting as Bob and William Taylors with Florida Blue and Darnell Smith, is dynamic and continuously evolving. EBA examines what makes this necessary partnership tick and introduces the top large-group insurance carriers in the country.