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.

Putting the sales process in perspective and getting these steps right will improve your business, says Wendy Keneipp.

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.

As a result of the Affordable Care Act, employers are looking for their brokers to do more than simply provide a health insurance quote.

For employers, understanding millennials’ preferences and tailoring their benefits offerings are imperative to enticing these workers to enroll.

Twenty- and thirty-somethings preferences will determine how medical benefits are offered.

Premium increases continue to motivate employers to consider cost-saving solutions they previously may have shunned, says Arthur J. Gallagher’s Paul Fetterolf.

How employers design benefit packages is changing, leading many to rely on their brokers more than ever before, says Rodger Bayne.

Expert panel at EBA’s Workplace Benefits Renaissance event say clients are now receptive to telemedicine, self-funding and other solutions they previously dismissed.

Market differentiators can help agents thrive in the new healthcare landscape, says Rodger Bayne.

Digital platforms place new demands on agencies, but they also create rich new opportunities.