Sales and marketing

Without a well-conceived distribution strategy and enough methods of distribution, your carriers will find themselves with a dwindling customer base and shrinking revenues. So where does that leave you and your business? This is something brokers seriously need to consider, says columnist Jack Kwicien.

Commentary: Are you ready to move from opaque, largely hidden commission compensation to fully transparent fee compensation? The time is now, says columnist Nelson Griswold.

To the fanfare of many benefit advisers and industry associations, the House on Wednesday passed legislation that aims to cut through the red tape of state-by-state broker and agent licensing, streamline the licensing process and allow for brokers to sell insurance in states across the U.S.

As if employee benefit brokers and advisers in California haven’t had enough uphill battles trying to preserve their standing along the changing HIX landscape, some of them also now have to worry about being paid for helping enroll more than 500,000 residents in the state-run public exchange. But at least one industry insider believes it’s much ado about nothing. …

In exclusive interviews, Mercer’s Julio Portalatin and the heads of several other top brokerages — Gallagher, Lockton, Higginbotham, Willis and Pacific Resources —speak with EBA about their strategies for sustained development and staying ahead of the competition.

Wizened consumers who are able to analyze their entire out-of-pocket exposure. That’s the goal of ConnectedHealth’s private exchange, says Joe Donlan, the company’s president. However, he predicts that increased consumer engagement is just part of the wave toward more employers adopting private exchanges. Donlan shares his view on where the industry is headed and how brokers fit into the exchange system.

Commentary: Columnist Mel Schlesinger shares the secrets of selling your knowledge rather than relying on value-add services to close the sale.

Commentary: The problem with marketing surfaces when sales initiatives fail to meet expectations. This occurs because they’re based on ideas that don’t work, says John Graham. The sales expert shares how to avoid making such mistakes at your firm.

Commentary: As open enrollment season moves into full swing, columnist John Ludwig turns your focus to financial wellness, a growing concern for employers.

Commentary: Is your agency ready for 2015? Columnist Nelson Griswold shows how an in-depth analysis of a firm's strengths and weaknesses can help set goals for the new year.

Commentary: Targeting the small employer in today’s benefit landscape requires specific resources and knowledge from a benefit adviser. Columnist Jack Kwicien unveils what considerations to make when addressing the needs of your small employer clients.

Commentary: The more companies we come in contact with, the more we hear this statement and the more we realize how much employers are relying on their broker, says Beverly Beattie.

Acquired by Towers Watson in November 2013, private exchange provider Liazon is navigating a unique space. It is both owned by a consultancy and used by that firm’s competitors. Alan Cohen, co-founder and chief strategy officer of Liazon, discusses how all brokers fit into the exchange equation and what, in his view, makes an exchange, an exchange.

Aetna’s planned acquisition of private exchange operator bswift may signal the start of more insurers acquiring private exchanges, experts in the industry say.

EBA’s first-ever technology survey reveals where benefit agencies plan to invest their IT dollars.

Commentary: Take this small step now, says consultant Wendy Keneipp, and become the feared competitor in your market.

Benefits firm WorkforceTactix and tech company Digital Health Innovations are using data analytics and an innovative health app to predict and prevent clients’ high-cost claims, increase transparency and rein in health care costs.

Commentary: Benefit advisers hoping to remain relevant in this rapidly changing environment need to match their strengths to their client base, columnist Jack Kwicien says. In order to do that, some self-analysis is in order.

Commentary: Columnist Nelson Griswold reveals the "sales triangle" and why closing the sale is not the biggest part of the puzzle.

Commentary: You only get one chance to make a first impression. Columnist Mel Schlesinger shares his tips on how to make that first appointment with a prospective client a successful one.