Practice management

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.

Employers are incorporating managing healthy senses with well-being benefits for a more holistic approach.

The carriers offering the supplemental benefits see a value-add for employers that sign on, but experts say advisers will play a critical role in getting employees engaged.

Tired workers are rampant in the workplace, and companies need to wake up to reality or face continued loss of productivity.

Cornerstone Insurance Group beefs up its offerings – and even hires a staff wellness director – to win over plan sponsors.

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

Ted Benna, who was instrumental in designing early 401(k) plans, comes out of retirement to help small and mid-sized businesses determine whether they’re getting their money’s worth from plan charges.

Advisers and employers are incorporating managing healthy senses with well-being benefits for a more holistic approach.

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.

Accommodating employees who are experiencing disabling illnesses or injuries can help them work more comfortably, boost output and minimize absences.

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

Benefit agencies often thrive by hiring more salespeople, but this can undercut the firm’s long-term viability, says adviser Eric Silverman.

Faced with rising insurance premiums, employees are poised to change the rules of the game by demanding cost transparency and quality information, says adviser Mark Gaunya.

Women continue to lag behind men in terms of saving and planning for their future.

The Cornerstone Insurance Group beefs up its offerings — and even hires a staff wellness director — to win over clients.

Moving beyond biggest loser-type competions and step challenges, employer-based programs are entering a new phase that make use of targeted incentives to create specific outcomes.

With rising healthcare costs hurting employers, adviser Mark Gaunya says it’s time for quality reform.

Benefit plan sponsors continue to evaluate the best-use scenarios for PBEs, says exchange head James Harmon.

Targeted incentives and automated employee follow-up can improve outcomes.

Advisers can make use of these best practices to lower the costs and increase the effectiveness of employer disability programs.