Follow Us
© 2026 Arizent. All rights reserved.
One of the most difficult hires for any agency to make is to hire a new producer that will produce on par with your most successful producers. While I’m not suggesting giving up on that effort, I would encourage you to make sure you are reviewing your current production team and constantly rehiring the successful producers you already have. Huh?! – Well, not necessarily in the literal sense
An effective dialysis management program optimizes the way kidney dialysis is paid for and how treatment is provided. Read as Sam Fleet explains in today's BeAdvised how insurance brokers can help companies capture these savings by bringing them together with innovative benefit managers.
If you are like most of the group health insurance agents that I speak with you sell new groups one of three ways: 1) You wait for the occasional referral; 2) You call companies asking for a chance to quote on their health plan; 3) You call companies asking for an opportunity to stop by and introduce yourself.
Benefits sales technology can help you sell more. It's a proven fact, but unless you've tried the right technology and someone trained you how to make the technology sing like a song bird, you would not know.
As a sales leader, its critical for brokers to understand how to help their team realize their potential and become the most effective salesperson. Kevin Trokey explains why brokers should commit to all four steps to become one of the most valuable resources in their organization.
Agents are missing a huge sales opportunity with group term life insurance. Most of you think that you actually sell group term life insurance – but you are 100% wrong! You may take orders for group term, but when was the last time that you encouraged an employer to offer group term life where none existed before? Or you initiated a conversation with an employer about voluntary group term life insurance?
Every brokerage sells in the small group market. The reason is simple: That's where most of the group business resides.
Over the last two months I have discussed the use of video and article marketing in growing your business. This month, I am going to focus on public speaking, which is a great complement to the work that you have done during the past two months.
Let's look at the use of power for selling and properly managing a sales staff. We are definitely talking about transformational leadership with these two applications.Leadership is the use of power and influence to direct the actions of followers toward others to goal achievement. I define power as the ability to influence the behavior of others and resist unwanted influence in return. The existence of either or both does not, however, mean that you will be able influence anyone. That is where the strength of the leader comes in.
This month we discuss the use of article writing in your marketing and positioning yourself as an expert in your industry.
What is the difference between a manager and a leader? According to Warren Bennis, founder of the Leadership Institute at the University of Southern California, "Managers do things right, but leaders do the right thing." A world of difference exists between these two individuals. Which camp do you fall into? Most people have some management acumen, but a minority has the stuff it takes to be a great leader.
Strategic partnerships come in all shapes and sizes. They can run the range from partnering on service offerings to joint marketing programs, but sometimes they involve technology. And when they do, you want to make sure that your partner's technology is aligned with your market strategy and the technology needs of your clients today and in the future.
Employees do not save enough for their eventual retirement needs, research shows. But, with tools, help and education from financial advisers that paradigm may shift – benefiting not only the employee but the employer and adviser.
Can you imagine a world where the new norm required insurers and providers to disclose what they charge upfront? Read as Mark Gaunya, president of the Massachusetts Association of Health Underwriters, shares two specific messages he took to the Hill at the Cap Conference and the outcome.
Last year, staggering numbers revealed a massive life insurance sales gap. In a new report, called The Elusive Life Insurance Purchaser, Aite Group attempts to demystify the life industrys enigmatic consumers.
In last month's column I introduced you to the concept of expert positioning. This is when you utilize tools such as article writing, public speaking and video marketing to establish your credentials as the expert in your industry.
What will the successful post-reform 21st century agency look like? EBA contributor Nelson Griswold predicts what will set you apart from the herd.
Over the course of 15 years of working on all sides of the benefits table – from HR specialist to administrator to carrier account manager – Sher Sparano observed the health care process enough to see the lack of resources that HR departments had in handling their employees' benefits.
The failure of businesses, including brokerages and advisory firms, to plan for succession is an often known – but little talked about in public – topic that research shows can have a drastic effect on a company, especially in the current economy.
Following the Eastbridge Consulting Group report earlier this year that showed a decrease in voluntary benefits sales during 2010, it has been refreshing to see that, according to recent insurance carriers' annual surveys, employees' interest remains strong.
