Practice management

When addressing group disability coverage, brokers should speak of real-life situations to convey the importance of such plans.

Commentary: Employers need to tread carefully when developing policies regarding their employees’ use of social media. In particular, employers who have employees in multiple states should familiarize themselves with the rules governing the areas in which they operate.

California becomes the first state in the country to mandate 45-day notice for any material changes to agent agreements. The law comes in response to two insurers cutting commission with little notice mid-enrollment season.

More choice through private exchanges means more complexity for employers, employees and brokers. What can be done to improve the process for all involved?

Commentary: Statistics show this is an industry that doesn’t believe in social selling. Too many agencies are not meeting goals at the same time they are rejecting social selling business practices.

Advisers hoping to remain relevant in a changing health care and benefits landscape must shift product offerings to meet industry trends. Rick Lindquist, president of Zane Benefits, discusses 6 key industry trends to watch.

Teams of benefit experts debated each other on which type of plan is the future of employer-paid health care during a discussion Tuesday at EBA’s Workplace Benefits Summit in Orlando.

Employers more than ever are seeking innovative solutions for health care cost containment from their benefit advisers, and one industry expert says emerging strategies to help brokers thrive in the coming decade should include voluntary benefit sales and plan integration.

High-profile merger and acquisition activity in the health insurance market has some employers squeamish about decreased competition and carrier responsiveness, but some industry experts say employers have methods for recourse.

Devices and applications are impacting health care, but it’s crucial not to overlook the human aspect of technology, says Healthways’ Chris Dancy.

Increased regulatory requirements and rising health care costs have spurred more employers to consider defined contribution health care plans, a trend industry experts at EBA’s Workplace Benefits Summit say is a result of a more transformative approach to health care benefit strategy.

Despite thousands of dollars spent on marketing, one key item is missing for critical illness insurance sales. What is it and how can four simple questions help improve sales?

Adviser help is sorely needed to lessen employer/employee disconnect during open enrollment. Recent research from Aflac shows tools and resources that employees find useful are not always made available by their employers, further complicating an already confusing process.

The House has agreed to pass legislation that makes possible a repeal of the ACA’s controversial expansion of the definition of a small employer — a bill hailed by the benefits industry for protecting the small and mid-size businesses they feel the expansion threatens to harm.

Offering a supplemental plan for retired military employees can save employers from potential claims — and it also helps brokers add value to their clients and increase their book of business.

Long an afterthought, retirement firms and advisers are pushing their clients to add auto escalation to employer plans.

Commentary: Continue to provide value-added personal service to your clients with these practical tips for marketing benefit programs, says ThinkHR's Laura Kerekes.

Commentary: Brokers don't achieve high organic growth by accident. Successful agencies and brokers have their eyes up — they consistently look ahead, and this foresight drives thoughtful planning that leads to an effective execution strategy, says Zywave's Dave O'Brien.

Questions over program effectiveness, legality and data storage have employers hesitating to implement such plans.

Commentary: Being facilitative and consultative will help you to engage the client in a discussion — not a sales pitch — and it will enable you to make more informed recommendations that are responsive to the client’s values and needs.