Performance-based contracting is the next wave of agency innovation
Tying compensation to outcomes has proved successful for several brokers, but they must overcome their skepticism and fear of change.
Sales
In review: 20 young leaders in benefits
The 2017 Rising Stars in Advising are starting their own firms, experiencing monumental growth and embracing change at every turn.
In review: Most Influential Women in Benefit Advising
30 leaders whose unique client management strategies, innovative data manipulation and other industry-leading skills are transforming the field
In review: 20 young leaders in benefits
EBA’s 2017 Rising Stars in Advising are starting their own firms, experiencing monumental growth and embracing change at every turn.
What brokers are losing when they don’t offer voluntary benefits
The best thing advisers can do is bring a proactive strategy to the sales process, says Voluntary Adviser of the Year Eric Silverman. SILVERMAN: My biggest challenge is making sure that brokers understand that when they ignore voluntary benefits, or as I like to call enhanced benefits, sure they’re missing out on revenue opportunities, but […]
Benefits Think 4 types of rude, snotty emails that are not good for prospecting
Producers have limited time to get an employer’s attention and being obnoxious will not work.
Wendy Keneipp
Q4intelligence
A step-by-step guide to conducting effective sales meetings
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.
Why brokers are more open to introducing voluntary benefits
Bringing the products to clients is a natural fit as healthcare costs continue to shift onto employees, DirectPath’s Bart Yancey says.
Bringing a true business perspective to the benefits market
Partner at DCW Group, Bob Gearhart Jr., is seamlessly adapting to the changing role of adviser from product specialist to corporate consultant.
Breaking the chains of sales limitation
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.
Benefits Think Closing the gap: Selling life insurance to Gen Xers and millennials
How to overcome five common barriers to purchase, such as cost miscalculations and demographic needs for the product.
Jennifer Gassaway
Standard Insurance Company
Benefits Think How to harness the power of value-added benefits
Three ways advisers can effectively communicate to employers the perks of beefing up a benefit package.
Ron Goldstein
Choice Administrators
App aims to help brokers boost client savings
eCommerce agency Stryde uses a data-driven approach to find industry-specific savings it says advisers can utilize to expand their books of business.
Benefits Think Aligning employer and adviser incentives to lower costs and raise compensation
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.
David Contorno
E Powered Benefits
Q2 organic growth continues despite healthcare burdens
Success hinges more on broker dedication to benefits expertise than firm size.
Making large growth with a small team
Brokerage owner Tanya Boyd continues to double her business year-over-year with just five employees.
Making large growth with a small team
Brokerage owner Tanya Boyd continues to double her business year-over-year with just five employees.
Benefits Think To win accounts, stop competing
Smart agency leaders are reworking their strategy to stop contending with other firms in their market.
Adviser maintains 100% retention of high-powered clients
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.
10 key takeaways from EBA’s Workplace Benefits Mania
Speakers at the conference shared how private exchanges are evolving, selling with technology, sales tips and more.