Practice management

Craig Davidson on the core elements of seller and buying behavior

Mel Schlesinger on how to standout from the sales crowd.

Shifting health care costs mean great opportunity for advisers to grow their voluntary business

Our business is facing a significant challenge with how it will perpetuate and nurture bright, young professional people. We need to assure they will be available to distribute products and services in the future. Baby boomers are retiring and will continue to retire, or at least acknowledge that one day on the horizon they might not work full time. Yes, there are lots of indications they can and will work well beyond the traditional retirement age of 65. But who will be closing deals and driving new business in 10 to 15 years? The answer is simple: members of younger generations.

How did your business fare during Hurricane Sandy, which ravaged the East Coast this week? Many businesses learned from Hurricane Irene and had plans in place to keep working through the storm.

Who will do most of the work implementing PPACA? Blogger Ed Bray, J.D., sees a tide that could be turning to a shared role between human resources and finance.

How do you present PPACA to clients and how does that help you prepare for the future? EBA Blogger Mark Lacher shares three things he has learned in his presentations.

Two weeks after four GOP leaders of the U.S. House raised questions about the value of the EHR meaningful use program and possible use of EHRs to overbill, four Senate counterparts now want similar answers.

A new survey of mostly insurance and IT executives also finds the C-suite looking for business cases to justify big data expenditures.

Right now, the barrier of entry is too high for exchanges, say UBA CEO and EBA Contributor Thom Mangan. What are the multiple hurdles that advisers need to be aware of before offering these solutions to clients?

The Summary of Benefits and Coverage is supposed to be an easy-to-understand summary about a health plan's benefits and coverage. But guest blogger Ed Bray maintains the SBC has the potential to confuse employees.

One of the most troubling areas that brokers and agents hear from clients is how to address the growing incidences of obesity and diabetes. But the answer is as complex as the problem, says EBA Contributor Susan Rider.

During an at times confrontational second debate between President Barack Obama and Gov. Mitt Romney, health care and the landmark health care reform bill were, surprisingly, not a focus, and when the Patient Protection and Affordable Care Act did come up, it was primarily used as an attack vehicle.

As leaders in the industry and the steward of the 2nd largest expense for clients (benefits), your role is to be the strategic adviser to clients. In the absence of clarity, paralysis often sets in and without forward progress businesses don’t last long.

Variety is the name of the game when selling benefits in the public sector small employer market, Minnesota Life research indicates.

Most insurance and benefits agencies have no formal marketing plan, but it is time to get serious, says BeAdvised Contributor Wendy Keneipp, and here is how to execute your new marketing plan.

In Mississippi, where one in five people lack health insurance, two Republican elected officials are fighting over the best way to resist President Obama’s health-care overhaul, with one official implementing exchanges and the governor ordering him to stop.

What can brokers learn from their HR counterparts? Read as a benefits manager shares what she has learned from reviewing results of disease management, wellness, and claim savings reports.

Many employers already deploy surveys to monitor employee engagement within an organization, but there remains an important opportunity for advisers to help clients understand the role benefits play in that engagement.

Technology and the Internet have made consumers more informed. So how can those in this business stay ahead of the curve and avoid wasting both their and their clients time?