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.