Sales and marketing

Aon Hewitt expects more than 1.2 million employees, retirees and their families to choose health benefits through the company’s exchanges — revising their earlier estimates upward.

How offering employers solutions to employee engagement can earn you an agent of record letter.

A panel of some of EBA’s Most Influential Women in Benefit Advising discuss how women are claiming a role in the benefits industry.

All comprehensive wellness platforms should consist of four core programs — wellness, disease management, EAP and work life components — says Yale Mallinger of wellness company HMC-HealthWorks, but it’s what makes up those components that counts.

More than two dozen industry experts to share where employee benefit advising is heading and how to succeed during this time of change at EBA's Workplace Benefits Summit.

New analysis finds there are four types of private exchanges – what are they and how do employers pick which is right for them?

Commentary: Voluntary benefits used to be nice-to-have, now they are must-have benefits, says columnist Nelson Griswold. To sell voluntary to the client, don’t ask, tell.

Commentary: Think about what you would do differently, says columnist Jack Kwicien, because your success depends on it.

A day in the life of benefit adviser Michael Bodack of York International Agency.

Commentary: A good management consultant offers you objective advice and a path to greater prosperity, says Craig Davidson.

Commentary: Follow this step-by-step process and columnist Mel Schlesinger says you’ll be swimming in sales calls.

Commentary: Performance management doesn’t have to be painful, but it is necessary, says Wendy Keneipp of Q4intelligence.

Commentary: Follow this step-by-step process and columnist Mel Schlesinger says you’ll be swimming in sales calls.

Commentary: It all starts with a mindset, says EBA Advisory Board member Mark Gaunya. Do you begin each day with a mentality of scarcity or abundance? One is a recipe for failure.

Commentary: Most benefit administration tools have proven to be unsuccessful for the effective deployment of voluntary benefits, says EBA Advisory Board member Tinker Kelly. To overcome a system that is “inconsistent at best,” Kelly suggests a new approach.

Employers from Starbucks to ConAgra have begun partnering directly with academic institutions to create specialized programs for their employees. It’s a new spin on an older system, as benefit managers are trying to evaluate the long-term benefits of helping to pay for their workers’ education.

Commentary: If you want to be successful at voluntary sales, columnist Nelson Griswold says you should concentrate on selling a solution, not a product — much like the Girl Scouts aim to solve your cookie craving.

Commentary: Columnist Jack Kwicien shares how to transform your business by differentiating your processes and services to achieve a sustainable competitive advantage.

Commentary: Benefit advisers hoping to maintain satisfied clients after the first open enrollment period should avoid these common bad behaviors that could cost accounts in the long run.

There is no distinction between client and prospect for benefit broker Will Glaros, managing partner of the Meyers Glaros Group in Dyer, Ind. — he’s there to help them all.