Follow Us
© 2026 Arizent. All rights reserved.
Last year, staggering numbers revealed a massive life insurance sales gap. In a new report, called The Elusive Life Insurance Purchaser, Aite Group attempts to demystify the life industrys enigmatic consumers.
In last month's column I introduced you to the concept of expert positioning. This is when you utilize tools such as article writing, public speaking and video marketing to establish your credentials as the expert in your industry.
What will the successful post-reform 21st century agency look like? EBA contributor Nelson Griswold predicts what will set you apart from the herd.
Over the course of 15 years of working on all sides of the benefits table – from HR specialist to administrator to carrier account manager – Sher Sparano observed the health care process enough to see the lack of resources that HR departments had in handling their employees' benefits.
The failure of businesses, including brokerages and advisory firms, to plan for succession is an often known – but little talked about in public – topic that research shows can have a drastic effect on a company, especially in the current economy.
Following the Eastbridge Consulting Group report earlier this year that showed a decrease in voluntary benefits sales during 2010, it has been refreshing to see that, according to recent insurance carriers' annual surveys, employees' interest remains strong.
Long-term care is a "problem every-body will face and no one wants to talk about." But with the shelving of the CLASS Act by Congress, planning for long-term care is becoming part of the national conversation – and that presents an opportunity for brokers.
I want you to imagine that you are sitting at your desk and you get the following call:
I would like to discuss with you the building blocks of a successful sales culture. Let us start with values and morals. Then we will move on to thoughts which lead to behavior. Behaviors establish a culture, the backbone of your organization.
So I have to tell you, the November EBA really got me fired up. In a good way.
With serious concerns about medical commission cuts and maintaining top-line revenues, 58% of brokers and consultants are embracing two specific initiatives EBA contributor Nelson Griswold explains in the December issue.
The Employee Benefit Adviser App is a must-have resource for benefit brokers, advisers and consultants who help employers build and manage their group benefits programs, be they health, retirement, voluntary or non-insurance. Choose from our helpful apps and download them today!
Are you writing as much business as you would like? Has your revenue been steadily increasing over the last six to 12 months? Do you want to write more business and increase your revenue in the next 60 days?
Building customer relationships parallels the concept of personal addiction. An addiction requires an occasional fix. According to Dictionary.com, "fix" is a term that means "a compulsively sought dose or infusion of something: to need one's daily fix . . ." Think about giving your customers a fix during this frenetic renewal season.
Everyday services that help strike a better work-life balance have become an increasingly valuable part of the benefits package – even if employees are the ones who pick up the tab. But what is the best way to deliver this assistance to the workplace to ensure satisfaction and boost program utilization?
Most group business renews on January 1. So you are going through the craziness of putting your 12/1s and 1/1s to bed. Carriers are late with numbers. Groups are asking you to take their plans to market. You are playing defense as sharks circle your groups more this time of year. Welcome to the busiest time of year for most brokers and consultants.
Over the years of working with benefits professionals, I have seen three common mistakes that are costing them business and raving fan referrals. More importantly, these three mistakes also are costing them money through staff and infrastructure expenses.
After 10 years as a sales coach to benefit professionals – both core and voluntary – I have had an epiphany of sorts. My epiphany was this: Sales success is really very simple, regardless of your product or service. It boils down to this:
Crossing the value gap should be a top priority for benefit sellers. The value gap is a chasm that exists between how most advisers sell, which buyers view as ho-hum, and a wonderful place where relatively few sellers travel, but buyers love. Taking your buyers across the value gap lands you in a place where buyers are more frequently willing to buy and where you'll have more fun than a kid in a candy store.
The Employee Benefit Adviser App is a must-have resource for benefit brokers, advisers and consultants who help employers build and manage their group benefits programs, be they health, retirement, voluntary or non-insurance. Choose from our helpful apps and download them today!
