Sales and marketing

Better diversification of revenue sources is needed for advisers to survive and thrive, says Amy Evans.

Brokers fall short with their clients when they fail to help workers make the most of their benefits, says Mike Hanner.

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.

Some of the early entrants to the PBE market may plateau because their strategy to selling exchanges is flawed, says Frenkel Benefits’ Craig Hasday.

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.

The strategy to sell exchanges as a product rather than a solution could lead to employer disinterest, says Craig Hasday.

Benefit agencies often thrive by hiring more salespeople, but this can undercut the firm’s long-term viability, says adviser Eric Silverman.

Having a different conversation with clients will set you apart from the larger agencies, says Nelson Griswold.

For most firms, this is one of its weakest skill sets. Jack Kwicien explains why it is required to grow your practice.

These techniques can help advisers boost their search engine placement and online marketing results.