Marketing

Columnist Jack Kwicien shares critical questions every adviser needs to answer to form a successful business continuation plan.

To gain control of the consultative selling process, advisers must think like a physician, says Bottom Line Solutions’ Nelson Griswold.

A wide breadth of product offerings and more attention to financial wellness are behind the steady increase in voluntary sales, according to LIMRA data.

In another ACA irony, carriers seek to discourage sales of money losing policies by denying consumers the professional advice they need, says NAHU president Don Goldmann.

Benefits administration technology firm Businessolver partners with online finance company SoFi to provide student loan refinancing as an employee benefit.

There are a number of successful methods to use to convince a client’s staff of the value of these offerings, says benefit expert Tyson Funk.

The social media site is an invaluable marketing tool, says Amy Evans, but be sure potential clients know what you do and how to contact you.

How advisers can help employers attract younger workers with this non-traditional worksite product.

Strategies such as narrowcasting can help you develop a website that creates opportunities for prospective clients to find you.

Specializing in a business sector allows advisers to intelligently discuss an employer’s most pressing problems.

Advisers typically focus on the benefits department and eschew corporate finance. But for those looking to grow, that’s a big mistake.

Brokers who adopt a consultative sales approach will enjoy stellar growth and set themselves apart from their competitors.

Programs often try to appeal to a broad audience, and wind up appealing to no one, says Q4Intelligence’s Wendy Keneipp.

Helping employees better understand the value of their benefits can lead to increased enrollment and quickly change your professional reality, says Aflac’s Tyson Funk.

Better diversification of revenue sources is needed for advisers to survive and thrive, says Amy Evans.

Brokers fall short with their clients when they fail to help workers make the most of their benefits, says Mike Hanner.

Six thoughts about the supplemental benefit sales process for brokers to keep in mind, including the value of partnerships and the importance of knowing that revenue and commission percentages are not the same thing.

Some of the early entrants to the PBE market may plateau because their strategy to selling exchanges is flawed, says Frenkel Benefits’ Craig Hasday.

With carriers such as Anthem/BCBS cutting commissions and the government continuing to throw down regulatory hurdles, these four steps can help agencies succeed in an ever-more demanding environment.

The strategy to sell exchanges as a product rather than a solution could lead to employer disinterest, says Craig Hasday.