Sales and marketing

Commentary: If you listen to your clients — and I mean really listen to what they’re saying and not saying — you’ll know exactly what they need and what they’re willing to spend money on, says columnist Wendy Keneipp.

New business for validated employee benefit producers decreased over the past three years. Organic growth for independent brokers has also slowed. However, mergers are on a record-setting pace.

Commentary: Advisers focused on life insurance and financial planning are missing an opportunity to stand out by introducing DI into the discussion.

In an exclusive interview, EBA’s 2015 Adviser of the Year Tim Olson describes “the single biggest thing” advisers should avoid if they want to grow their business. Also, Olson, managing partner at The Olson Group, shares how advisers can make money on licensing fees with little outward spend.

Commentary: Adviser Vinnie Daboul offers a three-step process to overcome the elements that pose the greatest threat to a broker’s business.

Commentary: Changes will attack the costs of health care and trickle down to benefit brokers. These outsiders may or may not see the broker as a valuable resource in their future world, says Joe Markland.

Commentary: With so much uncertainty, your clients need your expert advice and counsel now more than ever before. They need a trusted adviser, and you can fulfill that role, says columnist Jack Kwicien.

Commentary: Whether we call ourselves consultants, relationship managers, advisers, producers or anything else that tends to disguise our objective, we’re salespeople.

In today’s increasingly technology-focused benefits industry, brokers need to compete on a new level in a new playing field. How can brokers reposition themselves as trusted advisers and use technology to their advantage?

A more competitive health insurance market is favorable, but not always possible. Brokers operating in a market controlled by only a few carriers need to offer a wide variety of services in order to retain clients and increase sales.

Commentary: Female leaders have the unique challenge of cultivating perception to avoid the typical stereotypes, walking a tight rope between the bitchy tyrant and the obliging child, says ACI Specialty Benefits’ Erin Krehbiel.

Commentary: He’ll tell you his efforts were imperfect. And he didn’t get to everything. But what one adviser did do — his commitment to action, to implementation — produced 55% growth in 24 months.

Brokers send mixed messages on technology needs, strategy and spending plans in EBA’s second annual technology survey.

Commentary: After a terrific phone conversation, a prospect hangs up before booking an appointment. Consider sending a handwritten note to thank them for hanging up on you, and you just may close the sale, says adviser Eric Silverman.

Commentary: Statistics show this is an industry that doesn’t believe in social selling. Too many agencies are not meeting goals at the same time they are rejecting social selling business practices.

Commentary: Brokers don't achieve high organic growth by accident. Successful agencies and brokers have their eyes up — they consistently look ahead, and this foresight drives thoughtful planning that leads to an effective execution strategy, says Zywave's Dave O'Brien.

Commentary: A new opportunity has emerged, and we have entered another inflection point in an era of change. What each of us does next could very well determine our long-term destiny, says Digital’s Mike Sullivan.

Many individuals think coverage is too expensive or unnecessary in certain stages of life — that’s why advisers need to emphasize the true cost of a policy and help clients think about their future when discussing life insurance.

Commentary: The company’s new tactic of comparing itself to brokerages across the country “goes beyond the line of ethical standards,” says HR Technology Advisors' Joe Markland.

Commentary: With most businesses, ours included, we derive 80% of our revenue from 20% of our clients. Frequently, we don’t take the time to analyze the characteristics of the 20%, says EBA Advisory Board member Andy Torelli.