Sales and marketing

Commentary: Let’s stop celebrating the financial merger of two faceless giants, and focus instead on the real work that agents, brokers and consultants are doing every day to make a difference, says adviser David C. Smith.

A group of industry players connected to private exchanges launched a coalition Wednesday to serve as a forum to share ideas and best practices, and to increase awareness of private exchanges.

Commentary: Many salespeople who “do everything right” underperform. With so much focus on personal qualities and skills, the sales process doesn’t get the attention it deserves.

No longer hiding on an intranet or mentioned in a one-off meeting, voluntary benefits are making a big impact on private exchanges, especially as high deductible plans increase and employees self-select into lower coverage.

Benefit advisers in several states have received new fee arrangements from Aetna that eliminate commissions on small-group business, causing an uproar among brokers, many of whom question the legality of such a practice.

Shares of health insurers from Cigna to Aetna surged on speculation that the industry is heading for a round of mergers to boost profits.

Many employees are unaware of the causes of disability leave and about gaps in their coverage, and a DI advocate inside the firm can help educate individuals about these common misconceptions.

By now, some of your clients have come to you with a problem: How do I address this tax filing for IRS 6055/56? For some reason, their payroll vendor is unable to deliver or wants an arm and a leg to do the filing. You hold out hope that somehow this will blow over and get resolved. But as we get into the summer months, a greater number of your clients lacking in options will…

Commentary: The changes you may need to make to compete effectively in a future benefits world may be dependent on some prediction as to where you think the market is going.

The terms of the deal were not disclosed, but all 350 MHBT employees will join MMA under a new company name.