Sales

New clients are the lifeblood of an insurance brokerage but retention is also mission-critical, argues insurance marketer Brian Nate.

A loyal employer will spend more money and renew more quickly, according to research.

Benefit consultants don’t need to be code jockeys to improve their search engine results. Rick Ramos advises how to reach the top of the Google heap.

Subject line and follow-up are the most important elements of an electronic composition, explains Jeremiah Desmarais of Agency Growth Academy.

These steps, including knowing the ideal client, can double business, explains consultant Bill Gough.

A chip on the shoulder or always playing it safe will stop career advancement in its tracks, says sales consultant John Graham.

To improve the onboarding experience, co-CEOs Greg Hodges and Peter Mace share how they advise clients through targeted questions.

But indie sellers are also often eager to return after non-compete clauses expire.

Assumptions about this product, such as lack of employee interest, are not accurate, says Colonial Life’s Pam Jenkins.

An adviser’s biggest competitor is the status quo — the infuriating inertia that keeps the incumbent safe, says columnist Nelson Griswold.

In this business and political climate, advisers need to be optimally adaptive, flexible and prepared, says columnist Jack Kwicien.

With new ACA regulations potentially changing how plans operate, Bill Bade of Milliman offers solutions on to stay prepared.

The best advisers live up to their management role and are constantly learning and elevating their firms, says columnist Wendy Keneipp.

Companies with biggest growth in EBA’s annual ranking, such as Aon, share their recipe for success.

At the top benefit firms experiencing the most gains in the large-group market, such as Aon, growth strategy boils down to one asset: their employees.

At the top benefit firms experiencing the most gains in the large-group market, such as Aon, growth strategy boils down to one asset: their employees.

After stumbling in the recession, broker Suzy Johnson found her footing and discovered the ‘single biggest differentiator’ to stand out from her competitors.

Ease of use, increased voluntary sales among several reasons, speaker at EBA’s Workplace Benefits Summit says.