Partnership program gives lifeline to small CA brokerages
The Arrow Umbrella Program seeks to protect small advisory firms in the Golden State from market devaluation, commission loss and other threats.
Sales and marketing
How brokerages can increase revenue when sales lag
Tracking key indicators, expanding beyond insurance are ways to overcome business obstacles, explains consultant Kevin Trokey.
The untapped opportunity in voluntary benefits
Employers must deliver on a critical employee need with the right communication on these products.
All benefits are voluntary benefits
A shift in employees’ perception of these products can make a dramatic difference in the sales process, says columnist Nelson Griswold.
Benefits Think What to do today to dramatically expand centers of influence
Reach out to your clients’ other trusted advisers to multiply your list of prospective clients, says columnist Jack Kwicien.
Jack Kwicien
Daymark Advisors
How to make big data more manageable
There are three key areas advisers should focus on when working with client data, says Andrew Kimmel.
7 reasons employers are hesitant to adopt private exchanges
Factors such as a desire to maintain control and cost concerns have PBEs slow to gain traction, according to the Pacific Business Group on Health.
How to achieve the data analytics edge
Savvy advisers are crunching the numbers to retain clients and win new business.
Benefits Think Why a benefit brokerage is no place for politics
Sharing political opinions with colleagues — and especially clients — can have a negative effect on an adviser’s business, says columnist Wendy Keneipp.
Wendy Keneipp
Q4intelligence
Benefits Think How ‘ancillary’ and ‘voluntary’ are hurting enhanced benefit sales
Word choice proves paramount with these products, says adviser Eric Silverman, who encourages producers to think before they speak.
Eric Silverman
Voluntary Benefits
Benefits Think Brokers are all rich — spread the wealth
Giving time, intellectual capital and expertise to the next generation is how the industry will thrive, says adviser Vinnie Daboul.
Vinnie Daboul
Sage Benefit Advisers
Agent participation in federal marketplace grows
Broker-friendly changes and ‘more open dialogue’ with CMS have led to multiple favorable changes for the community.
The untapped opportunity in voluntary benefits
Advisers can not only improve supplemental sales, but also deliver on a critical employee need with the right communication on these products.
Benefits Think 5 ways advisers can maximize partnerships with small business clients
Ignoring these companies because of their size and smaller commissions is a shortsighted strategy, says Maxwell Health’s Veer Gidwaney.
Veer Gidwaney
Maxwell Health
Benefits consulting revenue drops to its lowest in five years
Reagan Consulting's survey reveals that organic revenue growth has fallen to 4%, its lowest since 2011.
Why brokers must become a ‘driver of human capital experience’
With 2017 open enrollment beginning, adviser expertise needs to extend beyond just benefits and insurance, says Courtney Simpkiss, ADP’s VP, broker strategy.
How listening to customer needs led one adviser to create her own exchange
Sima Reid, owner of twentytwenty Insurance, built a benefit platform to meet the unique needs of her client base and attract new business.
Benefits Think 10.5 ways coaching youth baseball is the same as leading a sales team — part 3 of 3
A successful broker needs a strong support system and the ability to recognize and fix their mistakes, says adviser Eric Silverman.
Eric Silverman
Voluntary Benefits
Why the ‘barrier’ between voluntary and core benefits must come down
Willis Towers Watson’s Mary Tavarozzi speaks with EBA on the next phase of supplemental insurance and wellness programs.
Benefits Think 6 reasons attending employee benefit conferences is worth the time and expense
Hesitant to step away from the office as ‘chief rainmaker,’ adviser Suzy Johnson shares why she’s glad she started going to industry shows.
Suzy K. Johnson
Employee Benefit Advisors of the Carolinas