Sales and marketing

Workplace Benefits Renaissance will be held Feb. 24-26 at the Trump Taj Mahal in Atlantic City, N.J.

Outcomes tracking and easy access are contributing to the rise of the employee assistance program. But your clients need you to spread the word.

Columnist Craig Davidson says extending your usual advice to clients to the HR realm is important to your business.

Selling disability insurance to small businesses can be a great way to secure a new client base. But, it can be tricky. Here are some tips to help employee benefit advisers navigate this space.

From the Midwest to Texas to the West Coast, these brokers are opening their doors to walk-ins who need help complying with the individual mandate portion of the Affordable Care Act. Will this store front trend catch on with others in the industry and, perhaps more importantly, is it sustainable?

To be a salesperson today isn’t easy — in fact, it’s difficult.

In the wake of Target’s much-publicized data breach, identity theft protection is a must-offer for brokers.

Freeing up resources that are used inefficiently can actually improve the quality of your relationships with both clients and employees.

In the advising business, you are your client list, so don't be afraid to fire a client who commits one of four cardinal sins, blogger Jerry Kalish writes.

A staple component of every independent brokerage and agency for marketing and service, this element changed dramatically for most brokers in 2013

A public employer in California is building its own marketplace to mirror public exchanges under the Affordable Care Act — a potential idea for brokers for prospecting.

Agents think the road ahead is between providing more value-added services, including compliance advice, versus losing business. Some agents think that the choice is between sell more ancillary products or continue to watch revenues fall. In my mind, the real choice is this: Do you want to be an insurance agent or a fee-based adviser? The difference is huge.

Over the last 15 years, Daymark Advisors has worked with hundreds of benefits professionals and voluntary benefits firms across the nation. We've observed that some of the most successful practices create strategic plans for their clients. These observations are consistent across all types of firms and goals. The very best advisers are highly consultative and strategic in their approach to client engagement.

Smoking cessation programs offer insight to the real issues affecting health contingent programs.

The executive benefits market is off and running again after the economic downturn.

Flexible spending account advocates expect most employers to embrace rollover provision.

The ACA's pediatric dental requirement brings increased attention to this popular benefit.

Wayne Sakamoto of Naples, Fla. works hard to keep up with the ACA.

A broker and former Golden State-exchange staffer say that enrollment numbers do not reflect billing or payment.

An agent explains the difficult steps that would need to be taken to renew canceled plans, while a health insurance trade group says the president’s announcement Thursday could “destabilize the market.”