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Bring many of the industry leading minds together with brokers and advisers from across the country who are eager to learn and share insights on the latest market trends and best practices, and youve got some of the years most thought-provoking conversations. For those who missed out, here are the highlights from EBAs 2015 conferences.
Internship and mentoring programs are popular among some of the nations top advisory firms, but they also know it takes more than a cursory relationship with universities to recruit and retain talented producers. See how brokerages such as Arthur J. Gallagher, Lockton, Willis and USI Insurance Services are securing the loyalty of the nations up-and-coming elite advisers.
Commentary: To avoid turning employers off, focus on the 1%, the essence of the clients message, says John Graham.
Commentary: More than empty theories, columnist Nelson Griswold shares business-building and growth strategies that work.
Commentary: If you listen to your clients and I mean really listen to what theyre saying and not saying youll know exactly what they need and what theyre willing to spend money on, says columnist Wendy Keneipp.
New business for validated employee benefit producers decreased over the past three years. Organic growth for independent brokers has also slowed. However, mergers are on a record-setting pace.
Commentary: Advisers focused on life insurance and financial planning are missing an opportunity to stand out by introducing DI into the discussion.
In an exclusive interview, EBAs 2015 Adviser of the Year Tim Olson describes the single biggest thing advisers should avoid if they want to grow their business. Also, Olson, managing partner at The Olson Group, shares how advisers can make money on licensing fees with little outward spend.
Commentary: Adviser Vinnie Daboul offers a three-step process to overcome the elements that pose the greatest threat to a brokers business.
Commentary: Changes will attack the costs of health care and trickle down to benefit brokers. These outsiders may or may not see the broker as a valuable resource in their future world, says Joe Markland.
Commentary: With so much uncertainty, your clients need your expert advice and counsel now more than ever before. They need a trusted adviser, and you can fulfill that role, says columnist Jack Kwicien.
Commentary: Whether we call ourselves consultants, relationship managers, advisers, producers or anything else that tends to disguise our objective, were salespeople.
In todays increasingly technology-focused benefits industry, brokers need to compete on a new level in a new playing field. How can brokers reposition themselves as trusted advisers and use technology to their advantage?
A more competitive health insurance market is favorable, but not always possible. Brokers operating in a market controlled by only a few carriers need to offer a wide variety of services in order to retain clients and increase sales.
Commentary: Female leaders have the unique challenge of cultivating perception to avoid the typical stereotypes, walking a tight rope between the bitchy tyrant and the obliging child, says ACI Specialty Benefits Erin Krehbiel.
Commentary: Hell tell you his efforts were imperfect. And he didnt get to everything. But what one adviser did do his commitment to action, to implementation produced 55% growth in 24 months.
Brokers send mixed messages on technology needs, strategy and spending plans in EBAs second annual technology survey.
Commentary: After a terrific phone conversation, a prospect hangs up before booking an appointment. Consider sending a handwritten note to thank them for hanging up on you, and you just may close the sale, says adviser Eric Silverman.
Commentary: Statistics show this is an industry that doesnt believe in social selling. Too many agencies are not meeting goals at the same time they are rejecting social selling business practices.
Commentary: Brokers don't achieve high organic growth by accident. Successful agencies and brokers have their eyes up they consistently look ahead, and this foresight drives thoughtful planning that leads to an effective execution strategy, says Zywave's Dave O'Brien.
