Sales and marketing

5 questions to ask when thinking about improvements to your practice brochure and overall marketing.

The U.S. House of Representatives voted today on key legislation for brokers to practice in multiple states. Find out more and its status in the U.S. Senate.

When it comes to health benefits, most employers want to figure out a strategy and stick with it, year after year. But what should small employers do when their existing plan faces increasing costs, less flexible design choices and the possibility of federal penalties?

Just 38% of parents said they’re extremely comfortable talking about insurance, while 55% are fine discussing the intoxicants, according to a survey released today by State Farm Mutual Automobile Insurance Co.

Concerns about finances, fears of unexpected death and more make this ethnic group a potential target for advisers.

A new poll shows a large gap between the amount of life insurance necessary and what consumers think they have.

Beverly Beattie recently worked with a productivity consultant who taught her and her staff how to set up our environment so that it functions in a way that serves us well. Here are the top three takeaways she gained from this experience.

The best way to eradicate fear is to begin by understanding the distorted thinking that causes it to appear in the first place.

Jennifer Eilers is Employee Benefit Adviser’s 2013 adviser of the year. She excels at both long-term strategic planning and in-person client communication.

Nelson Griswold looks at the consumer-centric benefits sales model to help brokers understand the answer to the important question of who is their customer?

Mel Schlesinger on how to properly make a sale by telling enough people just what you do through these five steps.

John Lamb on why this tool can make HR or benefits manager a “hero” in selecting and purchasing of a new product or service for their organization

Craig Davidson on how disclosure requirements under ERISA are a costly proposition.

New research out of the University of Minnesota analyzes employer data and the NAHU database to find a correlation between small businesses’ health coverage and costs and the number of brokers in a given area of the U.S.

As an insurance agent you potentially have access to more information about a business then others and you should use that to your advantage, says agency transformation specialist Wendy Keneipp, who shares just how to do it.

One of the greatest challenges I see for agencies is the ability to make new producers successful. But the problem cannot be solved by managing tactics, it's in the hiring choices you make.

Online health insurance broker EHealth Inc. won permission from the U.S. government to enroll customers for subsidized plans offered under the federal health care law.

Even though education has long been considered key for most employee benefits programs, it’s still not easy to engage employees.

Find out how these plans can be helpful to employers and also lead to potentially bigger voluntary conversations.

WellPoint Inc., the second-biggest U.S. health insurer, raised its profit forecast for 2013 after lower-than-projected medical costs helped its earnings beat analyst estimates for the second quarter.