Marketing

Commentary: A new opportunity has emerged, and we have entered another inflection point in an era of change. What each of us does next could very well determine our long-term destiny, says Digital’s Mike Sullivan.

Many individuals think coverage is too expensive or unnecessary in certain stages of life — that’s why advisers need to emphasize the true cost of a policy and help clients think about their future when discussing life insurance.

Commentary: The company’s new tactic of comparing itself to brokerages across the country “goes beyond the line of ethical standards,” says HR Technology Advisors' Joe Markland.

Commentary: With most businesses, ours included, we derive 80% of our revenue from 20% of our clients. Frequently, we don’t take the time to analyze the characteristics of the 20%, says EBA Advisory Board member Andy Torelli.

Commentary: Applying advice from two legendary coaches, adviser Eric Silverman shares the mantra that drives his recruitment efforts and creates the office culture that produces consistent levels of success for his entire team.

Commentary: Many first impressions crash and burn because people are trying to present themselves as something they’re not. Here are four ways to avoid that fate.

Brokers say they increasingly view the ACA as an avenue toward new revenue opportunities and roles around education and communication.

Commentary: Five ways to make positive progress with transforming your business, according to EBA Advisory Board Member Mark Gaunya.

Commentary: If the owner/seller has a management team that can’t sustain the growth of the company without his personal involvement, the business represents little value to a buyer.

Commentary: Is the way I think hurting my business, or is there a lot of groupthink going on? Should I do the opposite of what I think, like Seinfeld’s George Costanza, asks Joe Markland.