Sales and marketing

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.

Commentary: Blogger John Graham says we are our presentations because we're the ones up there getting judged. Here's seven steps to putting your best foot forward.

A new app has hit the streets of New York, looking to maximize the gym reimbursements that are available but underutilized on many insurance plans.

Commentary: Blogger Mark Gaunya discusses a niche way some smaller employers might find appealing as a self-funding strategy to control health care costs. It’s called a captive solution.

Commentary: Guest blogger Rich Fahn, a small business-focused benefit broker, gives advice for the challenging conversations brokers will have to have with many small groups as premium hikes are mounting.

One brokerage has gone as far as to create a position internally to only analyze claims. Why you need to get on the data bandwagon, too.

Julie Jennings, vice president at Sylvia Group of Insurance Agencies in Darmouth, Mass., shares a day in her life.

Commentary: Blogger Wendy Keneipp advises how to grow your business with services outside the scope of insurance you likely already have the skills for.

While no public exchange was without troubles during the first ACA open-enrollment period, one state in particular put unique efforts into its SHOP component and saw results.

As Covered California announces the rate at which agents enrolled consumers on the state-run public exchange, two different realities are emerging from agents throughout the most populous U.S. state.

Commentary: Blogger Sam Fleet reminds benefit advisers that religious institutions need benefits, too. Here are some special considerations to take into account: