Sales and marketing

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:

Commentary: Blogger John Graham says to doubt everything you do with marketing. Then, follow these tips to revamp the way you take care of clients.

Viewpoint: The advising business can be deeply personal when it comes to engagement with clients, says one industry communications professional. Here are some tips to strengthen those ties.

Commentary: Clients with fewer than 50 employees face skyrocketing premium rates this year and next. Columnist Nelson Griswold has a solution.

As new social media platforms arise, there are more opportunities for brokers to act as ‘trusted advisers.'

Advisers and employers can use education to boost the enrollment of millennials in voluntary disability programs

Commentary: Every single play in football is designed to score, to get into that end zone, says blogger Vinnie Daboul. Here’s how insurance consultants can take a play right out of every football coaches’ book to win the game.

Commentary: Many sales people have quirky things they do to ensure they get the sale, be it a certain way they shake hands or a lucky they carry around. But blogger John Graham says it's time to put less energy in superstitions and more into positive sales actions.

Senator Mary Landrieu (D-La.) proposed two bills Thursday enhancing brokers’ work on the ACA’s public exchanges.

EBA’s 10 Rising Stars in Advising are younger than age 35 and bringing much-needed talent and innovation to an industry that desperately needs it.

St. Hilaire, a broker sales representative at Colonial Life in Plano, Texas, balances new clients and cold calls while she tries to master social media.