Benefits Think A new chapter in the post-ACA landscape
Compliance, creativity, clarification and confusion reign in employee benefits, says Eric T. Helman, chief strategy officer at Hodges-Mace.
Eric Helman
Hodges-Mace
Sales and marketing
5 biggest challenges facing small business HR staff
For an HR department of one, a trusted adviser is a ‘best friend,’ allowing the employer to focus on more important factors, Jennifer Currence said at SHRM’s annual conference.
Where the top-grossing brokerages in the U.S. are headed next
Executives at Mercer, HUB, Northwestern Benefit Corp. of Georgia and other leading firms share how they are standing out from the competition.
Vision apps raise concerns within the medical community
Are employees substituting professional diagnoses for quicker and cheaper results at the risk of their health?
How Dawn Sheue became a voluntary evangelist
Why this Wyoming adviser encourages every client she works with to offer employees a robust package of worksite benefits.
How to morph from broker to consultant
A panel at EBA’s Workplace Benefits Mania shared best practices for advisers to enhance the changing role with employers amid ‘compensation compression.’
The new ‘challenge’ of selling voluntary products
Increased competition, more sophisticated brokers are changing the space, Gil Lowerre of Eastbridge Consulting says at EBA’s Workplace Benefits Mania.
Benefits Think 3 reasons agency owners sell their brokerage — and why one is a ‘terrible mistake’
Giving up control to let someone else figure out what to do next is not the right move, says columnist Nelson Griswold.
Vision apps raise concerns within the medical community
Are employees substituting professional diagnoses for quicker and cheaper results at the risk of their health?
Benefits Think Tech tools brokers need for a competitive edge
What advisers can do on their own and where they need carrier assistance, according to Global IQX’s Michael J. de Waal.
Mike de Waal
Global IQX
Benefits Think 5 things that helped a rookie agency owner succeed in year one
Key decisions, such as starting with a business plan, had ‘a huge and positive impact’ on adviser Amy Evans’ growing brokerage.
Amy Evans
Colibri Insurance Services
Benefits Think How advisers can refresh their approach to disability sales
Some brokers are more tuned in to clients’ plans than others, but all would benefit from a comprehensive understanding of DI, says The Standard’s Brian Kost.
Brian Kost
Standard Insurance Company
Benefits Think How a narrow focus can grow brokerage revenues
Market segmentation, such as specializing in the education field, can be a prosperous business decision for advisers, says columnist Jack Kwicien.
Jack Kwicien
Daymark Advisors
NAIC looks at ways to boost LTC policy sales
Proper education of brokers and advisers is critical to the success and improved public trust of long-term care insurance
Benefits Think 10.5 ways coaching youth baseball is the same as leading a sales team — part 2
Trust in your all-star performers’ capabilities and use positive motivation, says adviser Eric Silverman.
Eric Silverman
Voluntary Benefits
How to develop a private exchange strategy
Lawley Benefits executives discuss how their PBE has become a market differentiator for their brand, and what the product brings to employers.
3 tools for brokers to educate prospects on voluntary
How can these products become even more successful? MetLife VP Randy Stram shares recent trends in CI, accident insurance and more in this video from CIAB’s Employee Benefits Leadership Forum.
Benefits Think 10.5 ways coaching youth baseball is the same as leading a sales team
There’s no such thing as practice makes perfect when it comes to sports or business, but adviser Eric Silverman says many principles of success apply to both.
Eric Silverman
Voluntary Benefits
How brokers can make their value manifest
A “perfect storm” of client demand, competitors and the ACA make technology the solution, Alan Katz says at NAHU’s annual conference in New Mexico.
A strong network gives advisers a way to benchmark their career
Not all brokers naturally gravitate toward peer connections, but making the investment will produce dividends for years to come, says Willis Towers Watson’s Brian Murphy.
