Sales and marketing

Please nominate an outstanding female colleague — or yourself — for EBA’s Influential Women in Benefit Advising honor roll, new this year!

Benefit advisers and their employer clients are in a unique position to help the newest members of the workforce overcome investment fears and prepare for retirement.

Founded by his father on the principle of specialty servicing in 1956, Mike Lewer’s business model is set to distinguish his brokerage team with post-ACA success for years to come.

The bill that would establish a federal clearinghouse for state-by-state broker and agent licensing has successfully passed the U.S. Senate as an amendment to the Terrorism Risk Insurance Act, known as TRIA. It was previously left off another insurance industry bill at this point in the process.

With voluntary benefit sales on the rise, experts in the field discuss the broker mindset on a range of products and the carriers that offer them.

Your sales tactics need to change depending on the economic outlook of the times. Columnist Jack Kwicien outlines these sales tips so that you can be optimally adaptive, flexible and prepared for any challenge that comes your way.

A day in the life of benefit adviser Eric Blofsky of (k)ornerstone 401(k) Services.

It’s time to nominate your outstanding colleagues — or yourself — for Employee Benefit Adviser’s 2014 Adviser of the Year awards!

As reports of more DOL audits continue to spook benefit advisers into talking compliance with their clients, employers are confirming that they, too, are fearful of federal agencies’ monitoring.

What gives brokers a competitive edge? In many cases, it’s giving clients the feeling that they are getting the maximum value for their investment in employee benefits.

One speaker at the National Association for Health Underwriters annual conference Monday provided suggestions for brokers to protect their businesses, as well as increase referrals, when enrolling individuals and small businesses on the public marketplaces.

According to one 401(k) expert’s poll, employees need to be saving 20% of their earnings for retirement. How they get there is where you come in.

While many brokers consider leaving the industry in response to the changing health care environment, most agree that reform has created a huge opportunity for advisers willing to adapt.

Road to Workplace Benefits Mania: Ahead of the July conference, speaker Scott Snow says that most employers have a large health care cost problem and aren’t aware that many employees have working spouses who can be covered by their own plan.

Either way, benefit firms are consolidating and it’s important for brokers and advisers to evaluate their options and find the right fit for their agency.

Commentary: Improve external communications, including your sales system and your marketing efforts, to enhance benefit brokerages overall.

How a father and daughter benefit broker team worked together to launch a private insurance marketplace that serves small and mid-size businesses as well as other local advisers.

Several benefit brokers share their experiences with using TV ads during open enrollment 2014.

Commentary: Columnist Craig Davidson explores the future of employee benefits in the kick-off to a new series about what’s to come and how to prepare for change.

Commentary: Columnist Jack Kwicien tells you to take a step back and evaluate each client from a sales management consultant approach.