Sales and marketing

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.

Many brokers might want to change the way they do business. A majority of employers are not happy with the service they provide, according to a new Zywave white paper.

Employees don’t know about consumer-driven health care. Once they learn more, they say they don’t want it. So what’s a broker to do?

EBA editor Elizabeth Galentine on why brokers are now needed more than ever with so much confusion and uncertainty in the marketplace.

Craig Davidson on leveraging the insurance exchanges when selling to your clients.

The results for selling voluntary have been ‘pathetic’ recently, says EBA Columnist Nelson Griswold, who shares how to overcome that.

Tips on how to a broker can use LinkedIn to gain new clients from EBA Columnist Mel Schlesinger.

Digital Benefit Advisors launches a private exchange in Vermont, with plans to expand to a handful of states within 90 days, a company executive told Employee Benefit Adviser Tuesday.

A $267 million computer system built by a unit of UnitedHealth Group Inc. is one of the most important determiners of whether the Affordable Care Act succeeds.

A survey released Wednesday by Aflac shows brokers may be timid about their future. Find out why and more details from the report.

Health insurance premiums will drop by about 50% on average for consumers in New York who buy new plans through a state-run marketplace created by the Affordable Care Act.