Practice management

Commentary: Because selling is a tough job, it’s often necessary to do things differently to close sales. Columnist John Graham shares six ways to go about it.

What gives brokers a competitive edge? In many cases, it’s giving clients the feeling that they are getting the maximum value for their investment in employee benefits.

If it “smells like a benefit plan,” you likely have to follow ERISA, said one speaker at the National Association of Health Underwriters annual convention in Scottsdale, Ariz. Here are some general tips benefit advisers need to know about complying with this law, for your clients and their employees alike.

While health plans with accompanying HSAs are becoming increasingly popular, there’s evidence that employees aren’t always seizing the opportunity to save, or save the maximum amount.

One speaker at the National Association for Health Underwriters annual conference Monday provided suggestions for brokers to protect their businesses, as well as increase referrals, when enrolling individuals and small businesses on the public marketplaces.

Kicking off the National Association for Health Underwriters annual meeting Monday, the group’s lead lobbyist outlined the current status of benefit brokers in the eyes of Washington, while a Republican politician discussed potential outcomes of the 2014 election.

According to one 401(k) expert’s poll, employees need to be saving 20% of their earnings for retirement. How they get there is where you come in.

While many brokers consider leaving the industry in response to the changing health care environment, most agree that reform has created a huge opportunity for advisers willing to adapt.

Road to Workplace Benefits Mania: Ahead of the July conference, speaker Scott Snow says that most employers have a large health care cost problem and aren’t aware that many employees have working spouses who can be covered by their own plan.

Blogger Mark Gaunya breaks down these concepts as they relate to client and prospect relationships in today's ever-changing business world. Follow his principles and tips for improving in these areas.

When he ran for president in 1988, Michael Dukakis infused the phrase “Massachusetts Miracle” into stump speeches to describe the state’s economic transformation. That same description could apply if a costly and controversial plan to fix the state’s Connector exchange succeeds.

Either way, benefit firms are consolidating and it’s important for brokers and advisers to evaluate their options and find the right fit for their agency.

Road to Workplace Benefits Mania: Ahead of the July conference, keynote speaker Ben Geyerhahn previews his strategy for brokers to mitigate health costs — Medicaid migration.

The ACA has increased incentives for employees to quit smoking, but employers are wondering where e-cigarettes fit into the equation.

Find out how to nominate your colleagues, or yourself, for our three annual awards in overall health, retirement and voluntary categories. The submission deadline is July 11.

Commentary: Improve external communications, including your sales system and your marketing efforts, to enhance benefit brokerages overall.

The UnitedHealth Group Inc. executive whose Optum division helped states and the federal government fix Obamacare health exchanges will become second-in- command at the agency that runs the U.S. program.

How a father and daughter benefit broker team worked together to launch a private insurance marketplace that serves small and mid-size businesses as well as other local advisers.

Early health plan rate filings for 2015 signal premium rate hikes that could force individuals to consider switching plans. Confused consumers will be looking for help from benefit brokers and agents well-versed in plan options.

How the ACA has drawn attention to vision care coverage and prompted employers to ask advisers about this voluntary benefit.