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Marketing

No Barriers

There are four words that sum up the tremendous growth experienced by San Mateo, Calif. brokerage Sequoia Benefits and Insurance Services in 2012: "Coming through for people." To Greg Golub, CEO and founder, it is that simple, and it all comes back to impeccable customer service. In a year when other firms struggled to remain solvent, Sequoia brought in 135 new clients and 50 new 401(k) plans, developed an innovative smartphone application and overhauled its online customer service portal.A client-first attitude yields tremendous growth and employee admiration for Sequoia's Greg Golub, EBA's 2012 Employee Benefit Adviser of the Year.

Elizabeth Galentine
By Elizabeth Galentine
Former editor-in-chief
Employee Benefit Adviser

Benefits Think What holds producers back?

Kevin Trokey has coached hundreds of producers but it sees what attribute that seems to hold them back. What is that, how does it even keep good producers and from being great, and what can be done to overcome it?

Benefits Think 3 indicators that a company is a candidate for LTC insurance

With more than 8.1 million Americans protected by long-term care insurance coverage, there is no doubt it’s a product that appeals to baby boomers who don’t want to end up in a nursing home or be dependent on others. However, it’s not a fit for everyone. For example, most young married men would be better off focusing on building a nest egg and buying life insurance protection. …

Redesigning benefits

For decades, health care consumers have been told once you have a problem, then you should go to the doctor. But now, as high-deductible health plans become ever more prevalent, employers are encouraging employees to go to the doctor first – before they get sick – and in turn the employer will often cover the visit at 100%.

Brian M. Kalish
By Brian M. Kalish
Online Managing Editor, Health Care Group
SourceMedia

The first step toward post-PPACA sales

After the June 28 Supreme Court ruling that found the Patient Protection and Affordable Care Act to be constitutional, many group medical producers felt that their business was over. I want to begin by saying that there has never been more opportunity than there is right now and that there will be for the foreseeable future.

Mel Schlesinger
By Mel Schlesinger

Benefits Think Localized data in the wake of PPACA

The recent ruling of PPACA has created even a greater need for accurate benchmarking data proving the age old adage that if you can’t measure it then you can’t manage it. Advisers armed with information that drills down through national, regional, state, industry and company size will be better prepared to assist larger employers with employee acquisition and retention, and helping smaller employers make intelligent decisions on whether or not to pay or play. …

Benefits Think A new group for brokers to sell to and how to do it

Today, this one market is estimated to be a $40 billion industry in the United States, says EBA contributor Sam Fleet. He shares in today’s BeAdvised why approaching this market with a broader view can provide an opportunity for brokers to adapt their business models and thrive, especially as the new health care landscape takes shape.

Bridging the health care gaps

If you are looking for an idea that can capture the attention of employers, consider helping them provide employees the means to bridge the gaps in their medical plan. I have identified five distinct gaps that, if addressed, can create a huge sales opportunity for group health agents.

Mel Schlesinger
By Mel Schlesinger

Water-cooler dialogues

All too often we get caught up in day-to-day activities and forget who it is that we ultimately serve: employees. Without employees signing up for benefits, querying accounts, using services provided and generally trying to take care of themselves and their families, we wouldn't have businesses to run. To bring this point home, I offer the following composite sketches (based on anecdotes from brokers, vendors and employers) – oh to be a fly on the wall …

John Lamb
By John Lamb
VP and Group Head
EBIX

DI knowledge gap a sales opportunity

Employees know very little about disability coverage. But when they learn about it, they often want it and are willing to pay for it. A Consumer Federation of America and Unum national survey finds that only 13% of surveyed workers know "a lot" about disability insurance, and less than half (47%) know what its benefits are, according to the survey of 1,200 employees. Yet, when informed about DI, a majority (90%) want the coverage, and 86% are willing to pay half of a $30 average monthly premium, and 56% are willing to pay the entire premium in order to gain income protection should they become disabled. According to a 2012 Social Security Fact Sheet, almost 1-in-4 of today's 20 year olds will become disabled before age 67.

Brian M. Kalish
By Brian M. Kalish
Online Managing Editor, Health Care Group
SourceMedia

Benefits Think 6 tips to engage Gen Y employees

Benefits are typically structured to reward and motivate employees who stay at the company for the long haul. For example, retirement rewards and paid time off usually get sweeter as time goes on. Dangling a long-term benefits carrot makes sense for driving retention right? — Perhaps not when it comes to Gen Y workers. As companies focus on attracting and keeping a pipeline of Gen Y employees, I maintain that, when it comes to benefits,…

On Stage: H.C. and the Supremes

Health care and the Supreme Court are expected to take center stage on Thursday. The announcement will telegraph the futures of many, regardless of what the high court says. Whatever choice the court makes has consequences that will change your direction and that of our industry for a long time to come, says EBA contributor Craig Davidson.

By Craig J. Davidson
CEBS

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