Sales

30 leaders whose unique client management strategies, innovative data manipulation and other industry-leading skills are transforming the field

To remain relevant regardless of the changes in the benefits landscape or state of the economy, follow these tried and true business practices.

Michelle Robleto dedicates herself to improving the benefits experience of all those she interacts with, extending client retention and firm stability.

These industry experts are making significant contributions to employee health and retirement plans.

Building a book of business requires multiple branches of a production department and should not rest on the back of one broker to carry business forward.

There is often a major disconnect between an insurance-focused website and what advisers are actually doing for clients.

The suburban Chicago brokerage’s benefits department has grown 600% in recent years with this Most Influential Woman at its helm.

Brokers are killing their businesses by not discussing with employers what their work is actually worth and restructuring their payment system accordingly, says Q4intellligence’s Kevin Trokey.

There are three key components to this type of thinking, says Nelson Griswold: innovation, investment and implementation.

Adviser David Hatter (center) turned a desire to improve peoples’ financial security into a successful business that puts his employees first so that they can take care of clients.

Doing so is one of the most important initiatives a brokerage can undertake, says Jack Kwicien.

By understand how today’s clients consume information, firms can develop and present messaging that will resonate with employers.

Demonstrating demand, laying out the benefits and focusing on plan integration will help advisers to avoid selling clients short on voluntary.

Advisers in North Carolina and Virginia changed the way they interact with prospects and clients by revamping internal business practices, such as compensation models and company vision.

Advisers finding it harder to break into larger accounts are discovering that HR departments at those companies are rarely interested in their innovative ideas.

Evolving sales tactics are making an adviser’s ‘social selling index’ more important than ever, data show.

EBA Rising Star Daniel Hostetler meets rising client expectations by overcoming the challenges of youth through the power of information.

Allen Nieves works to offer clear-cut advice for small businesses.

EBA Rising Star Daniel Hostetler meets rising client expectations by overcoming the challenges of youth through the power of information.

Growing a business by 120% in a year requires unique individuals to take on the responsibilities in a fast-paced broker environment, says Kevin Hennessey.