How to have better sales appointments
Schlesinger on how to have better sales appointments for broker.
Marketing
Your business model could spell doom
Nelson Griswold on why your brokerage business model could spell doom.
Brokerages should be more than just a vendor
Jack Kwicien on why and how brokerages should be more than just a vendor
The pros and cons of a benefit practice offering retirement plan services
The pros and cons of a benefit practice offering retirement plan services.
Benefits Think When to end a client partnership
When was the last time you took a good, introspective look at your client base and thought about saying goodbye to a client? For EBA Blogger Beverly Beattie, its important to give clients tremendous value and for my clients to know they are fully receiving it.
How to stand out from the sales crowd
Mel Schlesinger on how to standout from the sales crowd.
4 steps to add value to your business
Four steps for brokers advisers and consultants to add value to their business by Jack Kwicien.
The Man With The Plan
Client dedication, employee happiness propel FirstPerson CEO Bryan Brenner to EBAs 2012 Health Plan Adviser of the Year
Benefits Think Using PPACA to overcome the obesity challenge
One of the most troubling areas that brokers and agents hear from clients is how to address the growing incidences of obesity and diabetes. But the answer is as complex as the problem, says EBA Contributor Susan Rider.
Fear will motivate 1/1 renewal sales
Push employers fear buttons to sell and renew business says Craig Davidson.
The secret to sales success
Mel Schlesinger on how brokers can sell more in a how-to guide.
Focused fiduciary
Retirement readiness is just not a buzz word for EBAs Retirement Adviser of the Year.
CDHPs increasingly popular among employers
Consumer-driven health plans have bypassed health maintenance organizations to become the second most common plan design offered by U.S. employers, according to an Aon Hewitt survey.
Studies: Target couples for life insurance
Thirty-nine percent of U.S. adults do not have life insurance, according to survey results released by InsuranceQuotes.com. And many of the 2,000 Americans surveyed who do have life insurance appear to be underinsured and not as knowledgeable as they should be about their policies.
By
Carrie Burns
3 steps to improve the sales process
When asked who plans to be doing the same job, in the same way, three years from now, not one broker raised a hand Tuesday during a session on growth and profitability at the 7th Annual Employee Benefit Adviser Summit.
Benefits Think Why relationships matter in this business
Having spent my entire career in the insurance industry, I’m not sure how much of an understanding I can claim for other industries. However, it’s hard for me to imagine an industry where the purchasing decision has historically been tied to the “relationship” as much as it is in ours.
Benefits Think How do advisers survive and thrive in a post-health care reform world?
In the immortal words of Albert Einstein, “the definition of insanity is doing the same thing over and over again, expecting a different result.” Are you trapped in this pattern? If so, embrace the guiding principle of evolve or perish to take your career to the next level. As I travel the country, speaking with my colleagues at state and local health underwriter association meetings about surviving and thriving in a post-health care reform world —
Strength in numbers
Benefits Advisors Network members rally to tackle market uncertainty says executive director of 45-member BAN.
Embrace your inner salesperson
Mel Schlesinger shares how brokers salesperson can double their income using a sales mindset