Practice and client management

Advisers can help employers compete for C-suite talent amid major demographic shifts by highlighting nonqualified plans to supplement core benefits.

Pressure continues to mount on producers to deliver more customized benefit packages and consultative services to satisfy the needs of more demanding clients.

Confrontation isn't about conflict. It's about courage. It's the decision to stop avoiding the uncomfortable and to move toward honesty, clarity and respect.

When employees feel valued, heard and understood, they're more engaged, productive and less likely to seek other job opportunities.

Brown & Brown's Erika Illiano suggests finding the right decision-support tool and constructing a compelling narrative around various coverage options.

Even with the money to retire early, FIRE clients often face unexpected challenges around mindset, more than finances.

Self-funding, network steerage and gap funding require advisers willing to step out of cruise control and into a more consultative, engaged role.

Advisers can do a better job equipping employees with the knowledge they need to make better benefit choices.

Communication challenges will include personalizing benefit messaging to five generations working side by side, and designing affordable healthcare coverage.