Benefits Think Turning unexpected opportunities into additional revenue
Better diversification of revenue sources is needed for advisers to survive and thrive, says Amy Evans.
Amy Evans
Colibri Insurance Services
Sales and marketing
Benefits Think To serve the employer better, serve the employee
Brokers fall short with their clients when they fail to help workers make the most of their benefits, says Mike Hanner.
Mike Hanner
Benifit LLC
Benefits Think Using voluntary benefits to drive revenue
Six thoughts about the supplemental benefit sales process for brokers to keep in mind, including the value of partnerships and the importance of knowing that revenue and commission percentages are not the same thing.
Tyson Funk
Aflac
Will private exchanges see participant attrition?
Some of the early entrants to the PBE market may plateau because their strategy to selling exchanges is flawed, says Frenkel Benefits’ Craig Hasday.
Benefits Think What do brokers need to do to thrive?
With carriers such as Anthem/BCBS cutting commissions and the government continuing to throw down regulatory hurdles, these four steps can help agencies succeed in an ever-more demanding environment.
Frank B. Mengert
ebenefit Marketplace
Will private exchanges see participant attrition?
The strategy to sell exchanges as a product rather than a solution could lead to employer disinterest, says Craig Hasday.
Benefits Think When it comes to sales staff, is more better?
Benefit agencies often thrive by hiring more salespeople, but this can undercut the firm’s long-term viability, says adviser Eric Silverman.
Eric Silverman
Voluntary Benefits
Benefits Think How to win business from an incumbent firm
Having a different conversation with clients will set you apart from the larger agencies, says Nelson Griswold.
Benefits Think Improving sales management effectiveness
For most firms, this is one of its weakest skill sets. Jack Kwicien explains why it is required to grow your practice.
Jack Kwicien
Daymark Advisors
How to strengthen your web presence
These techniques can help advisers boost their search engine placement and online marketing results.
Benefits Think 6 marketing activities insurance agencies need to embrace
Putting the sales process in perspective and getting these steps right will improve your business, says Wendy Keneipp.
Wendy Keneipp
Q4intelligence
Benefits Think Finding a more cost-effective approach to CDHPs
Some organizations are deploying a strategy that reduces their HSA contributions in favor of employer-funded indemnity products, such as accident and critical illness insurance.
Eric Helman
Hodges-Mace
10 traits to look for in a benefits adviser
As a result of the Affordable Care Act, employers are looking for their brokers to do more than simply provide a health insurance quote.
Benefits Think Millennials are transforming the health insurance landscape
For employers, understanding millennials’ preferences and tailoring their benefits offerings are imperative to enticing these workers to enroll.
Jonathan Rickert
Array Health
Benefits Think How millennials are transforming the health insurance landscape
Twenty- and thirty-somethings preferences will determine how medical benefits are offered.
Jonathan Rickert
Array Health
Health hikes force new decisions on benefit plan sponsors
Premium increases continue to motivate employers to consider cost-saving solutions they previously may have shunned, says Arthur J. Gallagher’s Paul Fetterolf.
Post-ACA benefits demand new tools, support from advisers
How employers design benefit packages is changing, leading many to rely on their brokers more than ever before, says Rodger Bayne.
Employers considering new options to counter health hikes
Expert panel at EBA’s Workplace Benefits Renaissance event say clients are now receptive to telemedicine, self-funding and other solutions they previously dismissed.
Finding opportunities for benefit advisers post-ACA
Market differentiators can help agents thrive in the new healthcare landscape, says Rodger Bayne.
Ground shifts for benefit advisers as more clients go mobile
Digital platforms place new demands on agencies, but they also create rich new opportunities.
