Practice and client management

Brokers must own technology guidance

If they don’t already, clients will be expecting advisers to train them on how to better utilize tech services, says 2017 Technology Adviser of the Year Manish Kumar. KUMAR: Benefits and technologies are going to be a magnet together. They can’t live apart because when it is being worked out for the end employee and […]

What brokers are losing when they don’t offer voluntary benefits

The best thing advisers can do is bring a proactive strategy to the sales process, says Voluntary Adviser of the Year Eric Silverman. SILVERMAN: My biggest challenge is making sure that brokers understand that when they ignore voluntary benefits, or as I like to call enhanced benefits, sure they’re missing out on revenue opportunities, but […]

Axial Benefits Group looks at employer-provided healthcare differently

EBA 2017 Adviser of the Year Mick Rodgers explains how small- and mid-size companies can band together to reduce risk and improve stability. RODGERS: We’ve been able to take multiple companies, multiple small and midsized companies, join them together so that they can act like a larger 10,000 life company in the insurance markets. And […]

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