Sales

Tying compensation to outcomes has proved successful for several brokers, but they must overcome their skepticism and fear of change.

The 2017 Rising Stars in Advising are starting their own firms, experiencing monumental growth and embracing change at every turn.

30 leaders whose unique client management strategies, innovative data manipulation and other industry-leading skills are transforming the field

EBA’s 2017 Rising Stars in Advising are starting their own firms, experiencing monumental growth and embracing change at every turn.

The best thing advisers can do is bring a proactive strategy to the sales process, says Voluntary Adviser of the Year Eric Silverman.

Producers have limited time to get an employer’s attention and being obnoxious will not work.

Mondays are the most productive day to hold an all-staff discussion to promote the products and services that are the lifeblood of any brokerage.

Bringing the products to clients is a natural fit as healthcare costs continue to shift onto employees, DirectPath’s Bart Yancey says.

Partner at DCW Group, Bob Gearhart Jr., is seamlessly adapting to the changing role of adviser from product specialist to corporate consultant.

Body builder and inspirational speaker Dave Whitely wowed EBA’s Workplace Benefits Summit, by displaying his feats of strength and proving no obstacle is too difficult to overcome.

How to overcome five common barriers to purchase, such as cost miscalculations and demographic needs for the product.

Three ways advisers can effectively communicate to employers the perks of beefing up a benefit package.

eCommerce agency Stryde uses a data-driven approach to find industry-specific savings it says advisers can utilize to expand their books of business.

Most brokers are not used to talking about money because they are not worth what they are being paid, says Lake Norman Benefits’ David Contorno.

Success hinges more on broker dedication to benefits expertise than firm size.

Brokerage owner Tanya Boyd continues to double her business year-over-year with just five employees.

Brokerage owner Tanya Boyd continues to double her business year-over-year with just five employees.

Smart agency leaders are reworking their strategy to stop contending with other firms in their market.

Vice president and account executive at Pacific Resources, Heather Gillow, has never lost a customer in her tenure, proving she has what it takes to manage Fortune 500 companies.

Speakers at the conference shared how private exchanges are evolving, selling with technology, sales tips and more.