Sales and marketing

Potentially a result of complaints from consumers and increased competition on the ACA exchanges, benefit brokers may be pleased to find more options on the 2015 plans.

Employees living paycheck to paycheck need solutions from their employers to meet financial emergencies, yet most employers aren’t aware financial wellness programs and lending solutions exist or that they’re credible.

Commentary: As part of columnist Mel Schlesinger’s sales system that cannot fail series, he discusses how to have a sales value proposition that is different from competitors and opens doors at all times of the year.

Commentary: Blogger John Graham helps benefit brokers and advisers unlearn some of the worst sayings business people tend to tell themselves.

Benefit brokers should be turning their sights to the capabilities of health care data to improve employer clients’ employees’ health. There are doctors asking for even more potential from computer algorithms to interpret such data and could provide a glimpse into the future.

While one of the most talked about rising employee benefits, brokers vary in their approach to offering this trend because of the realities of use, cost and profit.

Industry experts say that while unlikely, the historically stable product line may have the potential for price changes as its sales continue to rise.

Commentary: The Japanese have a business philosophy called the keiretsu. Find out how it could improve the way you operate.

Industry groups hope the broker licensing bill will be attached to another insurance law that should go through Congress soon, but lawmakers aren’t confirming anything right now.

Benefit insiders predict a steep decline in small business group health insurance sales in the coming years, which could prove harmful for many independent brokers and agents.

Commentary: Break through the mold of using the usual benefit adviser website model. Blogger Wendy Keneipp walks you through the mistakes and fixes for a better sell on the World Wide Web.

After the exchange board moved this week to switch their state-run marketplace to the Feds’ model, brokers were cautiously optimistic about the next step because the last open enrollment experience was a “nightmare” and “fiasco.”

In follow-up to two broker-friendly bills introduced in late March, a group of five U.S. Democratic senators are asking the agency again for changes that will help ACA-certified agents better enroll consumers.

The potential for passage of this agent and broker licensing bureau bill in Congress is within reach, leaders from this trade association say.

Commentary: Blogger Vinnie Daboul had a crisis three years ago — what did he have to show for decades of work in the benefits industry? Here's how he worked through it and how he's feeling today.

Supplemental benefit SurgeryPlus is a new product offering for advisers, especially those who work with self-funded clients.

High first quarter profitability means benefit agents and brokers could see a record-breaking year in 2014, including bigger bonuses from carriers.

Commentary: Columnist Nelson Griswold talks about how the ACA is a massive employer subsidy and why you need to be ahead of other small-group brokers on renewals this year.

Commentary: Columnist Mel Schlesinger reveals his sales techniques including only meeting with prospects who also want to meet with you.

The Supreme Court’s 2013 ruling striking down part of the Defense of Marriage Act has lasting implications on employee benefits that employers may be asking advisers about soon if they haven’t already.