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As a sales leader in your organization, one of the most critical functions you perform is to help young producers learn and refine their sales skills. And, yes, selling is a skill, not a personality trait.
As attention to the importance of creating retirement income grows, a new MetLife study finds that plan sponsors of the largest workplace retirement plans and their recordkeepers have taken the first steps to help participants secure retirement income but a lot more work needs to be done to pave the way for participants to begin to take action.
Benefits are typically structured to reward and motivate employees who stay at the company for the long haul. For example, retirement rewards and paid time off usually get sweeter as time goes on. Dangling a long-term benefits carrot makes sense for driving retention right? Perhaps not when it comes to Gen Y workers. As companies focus on attracting and keeping a pipeline of Gen Y employees, I maintain that, when it comes to benefits,
From the agent's point of view, critical illness insurance can help open the door to new clients as well as to differentiate from other agents. Most important of all, it can significantly increase the agent's revenue.
Health care and the Supreme Court are expected to take center stage on Thursday. The announcement will telegraph the futures of many, regardless of what the high court says. Whatever choice the court makes has consequences that will change your direction and that of our industry for a long time to come, says EBA contributor Craig Davidson.
New findings from Tiburon Strategic Advisors reveal some interesting facts about advisers appetite, or lack thereof, for headline grabbing products such as alternatives and exchange-traded funds.
One of the most difficult hires for any agency to make is to hire a new producer that will produce on par with your most successful producers. While I’m not suggesting giving up on that effort, I would encourage you to make sure you are reviewing your current production team and constantly rehiring the successful producers you already have. Huh?! – Well, not necessarily in the literal sense
An effective dialysis management program optimizes the way kidney dialysis is paid for and how treatment is provided. Read as Sam Fleet explains in today's BeAdvised how insurance brokers can help companies capture these savings by bringing them together with innovative benefit managers.
If you are like most of the group health insurance agents that I speak with you sell new groups one of three ways: 1) You wait for the occasional referral; 2) You call companies asking for a chance to quote on their health plan; 3) You call companies asking for an opportunity to stop by and introduce yourself.
Benefits sales technology can help you sell more. It's a proven fact, but unless you've tried the right technology and someone trained you how to make the technology sing like a song bird, you would not know.
As a sales leader, its critical for brokers to understand how to help their team realize their potential and become the most effective salesperson. Kevin Trokey explains why brokers should commit to all four steps to become one of the most valuable resources in their organization.
Agents are missing a huge sales opportunity with group term life insurance. Most of you think that you actually sell group term life insurance – but you are 100% wrong! You may take orders for group term, but when was the last time that you encouraged an employer to offer group term life where none existed before? Or you initiated a conversation with an employer about voluntary group term life insurance?
Every brokerage sells in the small group market. The reason is simple: That's where most of the group business resides.
Over the last two months I have discussed the use of video and article marketing in growing your business. This month, I am going to focus on public speaking, which is a great complement to the work that you have done during the past two months.
Let's look at the use of power for selling and properly managing a sales staff. We are definitely talking about transformational leadership with these two applications.Leadership is the use of power and influence to direct the actions of followers toward others to goal achievement. I define power as the ability to influence the behavior of others and resist unwanted influence in return. The existence of either or both does not, however, mean that you will be able influence anyone. That is where the strength of the leader comes in.
This month we discuss the use of article writing in your marketing and positioning yourself as an expert in your industry.
What is the difference between a manager and a leader? According to Warren Bennis, founder of the Leadership Institute at the University of Southern California, "Managers do things right, but leaders do the right thing." A world of difference exists between these two individuals. Which camp do you fall into? Most people have some management acumen, but a minority has the stuff it takes to be a great leader.
Strategic partnerships come in all shapes and sizes. They can run the range from partnering on service offerings to joint marketing programs, but sometimes they involve technology. And when they do, you want to make sure that your partner's technology is aligned with your market strategy and the technology needs of your clients today and in the future.
Employees do not save enough for their eventual retirement needs, research shows. But, with tools, help and education from financial advisers that paradigm may shift – benefiting not only the employee but the employer and adviser.
Can you imagine a world where the new norm required insurers and providers to disclose what they charge upfront? Read as Mark Gaunya, president of the Massachusetts Association of Health Underwriters, shares two specific messages he took to the Hill at the Cap Conference and the outcome.
