Sales and marketing

Compliance, creativity, clarification and confusion reign in employee benefits, says Eric T. Helman, chief strategy officer at Hodges-Mace.

For an HR department of one, a trusted adviser is a ‘best friend,’ allowing the employer to focus on more important factors, Jennifer Currence said at SHRM’s annual conference.

Executives at Mercer, HUB, Northwestern Benefit Corp. of Georgia and other leading firms share how they are standing out from the competition.

Are employees substituting professional diagnoses for quicker and cheaper results at the risk of their health?

Why this Wyoming adviser encourages every client she works with to offer employees a robust package of worksite benefits.

A panel at EBA’s Workplace Benefits Mania shared best practices for advisers to enhance the changing role with employers amid ‘compensation compression.’

Increased competition, more sophisticated brokers are changing the space, Gil Lowerre of Eastbridge Consulting says at EBA’s Workplace Benefits Mania.

Giving up control to let someone else figure out what to do next is not the right move, says columnist Nelson Griswold.

Are employees substituting professional diagnoses for quicker and cheaper results at the risk of their health?

What advisers can do on their own and where they need carrier assistance, according to Global IQX’s Michael J. de Waal.

Key decisions, such as starting with a business plan, had ‘a huge and positive impact’ on adviser Amy Evans’ growing brokerage.

Some brokers are more tuned in to clients’ plans than others, but all would benefit from a comprehensive understanding of DI, says The Standard’s Brian Kost.

Market segmentation, such as specializing in the education field, can be a prosperous business decision for advisers, says columnist Jack Kwicien.

Proper education of brokers and advisers is critical to the success and improved public trust of long-term care insurance

Trust in your all-star performers’ capabilities and use positive motivation, says adviser Eric Silverman.

Lawley Benefits executives discuss how their PBE has become a market differentiator for their brand, and what the product brings to employers.

How can these products become even more successful? MetLife VP Randy Stram shares recent trends in CI, accident insurance and more in this video from CIAB’s Employee Benefits Leadership Forum.

There’s no such thing as practice makes perfect when it comes to sports or business, but adviser Eric Silverman says many principles of success apply to both.

A “perfect storm” of client demand, competitors and the ACA make technology the solution, Alan Katz says at NAHU’s annual conference in New Mexico.

Not all brokers naturally gravitate toward peer connections, but making the investment will produce dividends for years to come, says Willis Towers Watson’s Brian Murphy.