Sales and marketing

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.

Benefit brokers can better position themselves as a trusted adviser by helping clients maintain compliance with these ERISA requirements.

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Our last adviser is Erin Devine, 33, of CBG Benefits, with three tips for other young advisers in the field.

Commentary: Let’s face it, we are always selling something. Usually it’s ourselves, in one way, shape or form. So why aren’t we translating this over to the world of business sales?

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Next up is Wes Hamby, 33, of Enrollforce, LLC, with three tips for other young advisers in the field.

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Next up is Matt Kistler, 30, of United Benefit Advisors with three tips for other young advisers in the field.

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Next up is Chad Schneider, 33, of Aflac with three tips for other young advisers in the field.

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Next up is Megan Cumbers, 29, of Laurus Strategies with three tips for other young advisers in the field.

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Next up is Robert Mitchell, 29, of Vital Benefits, Inc. with three more tips for other young advisers in the field.

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Next up is Justin Hanratty, 32, of Hanratty & Associates, Inc., with three more tips for other young advisers in the field.

EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Next up is Matthew Glaros, 29, of Employer Benefit System, Inc., with three tips for other young advisers in the field.