• How to sell like a Girl Scout

    August 22, 2014

    Commentary: If you want to be successful at voluntary sales, columnist Nelson Griswold says you should concentrate on selling a solution, not a product — much like the Girl Scouts aim to solve your cookie craving.

    Posted by Nelson Griswold at 02:00PM. Comments (0)
  • How to differentiate yourself from the competition

    August 22, 2014

    Commentary: Columnist Jack Kwicien shares how to transform your business by differentiating your processes and services to achieve a sustainable competitive advantage.

    Posted by Jack Kwicien, CLU, ChFC at 08:40AM. Comments (0)
  • Avoid these 6 worst practices

    August 21, 2014

    Commentary: Benefit advisers hoping to maintain satisfied clients after the first open enrollment period should avoid these common bad behaviors that could cost accounts in the long run.

    Posted by Rhonda Marcucci at 09:22AM. Comments (0)
  • What should retirement plan services cost?

    August 19, 2014

    Commentary: When the discussion about retirement plan costs focuses too heavily on fees, Blogger Aaron Friedman says it's up to advisers to demonstrate the value employers receive in return for the price they pay.

    Posted by Aaron Friedman at 09:48AM. Comments (0)
  • Voluntary benefits help small businesses think big

    August 18, 2014

    Commentary: Blogger Rich Williams discusses how voluntary benefits can pay back big returns for your small employer clients in terms of employee retention and recruitment.

    Posted by Rich Williams at 01:41PM. Comments (0)
  • Is the company cafeteria making employees fat? How to create a corporate culture of health

    August 15, 2014

    Commentary: How obesity is secretly hurting your employer clients’ bottom lines and what strategies you can help implement to combat it.

    Posted by Jeff Hyman at 02:37PM. Comments (0)
  • Revisiting missed or late retirement plan deposits

    August 15, 2014

    Commentary: Retirement specialist John Ludwig reviews the consequences of an employer’s failure to make timely deposits to a participant’s retirement account.

    Posted by John Ludwig at 09:24AM. Comments (0)
  • What your prospect wants now

    August 12, 2014

    Commentary: Columnist and management consultant Craig Davidson discusses what your prospect wants from you now, and in the near future, in return for an agent-of-record letter.

    Posted by Craig J. Davidson, CEBS at 12:53PM. Comments (1)
  • The sales system that cannot fail: Optimizing LinkedIn

    August 11, 2014

    Commentary: Employer prospects often view a benefit broker's LinkedIn profile early in the sales process to learn more about them. Benefit advisers hoping to use LinkedIn as a powerful sales tool should optimize their profile to make themselves stand out — as opposed to looking like everyone else.

    Posted by Mel Schlesinger at 04:41PM. Comments (3)
  • How to adjust your business to optimize voluntary sales

    August 6, 2014

    Commentary: Advisers are selling more voluntary benefits than in previous years, but as the number of employers considering these benefits in 2015 increases, ask yourself, are you prepared to sell these products and meet client needs?

    Posted by Keith Storie at 01:05PM. Comments (0)
  • Form 5500 filings: Where’s the beef?

    August 4, 2014

    Commentary: Benefit advisers should help educate 403(b) plan sponsors about appropriate Form 5500 compliance before the DOL takes enforcement action, the Principal Financial Group's Aaron Friedman says.

    Posted by Aaron Friedman at 10:22AM. Comments (1)
  • Advisers and PBMs are closing costly health care loopholes

    August 1, 2014

    Commentary: Pharmacy benefit managers and benefit brokers keep a watchful eye for profit-seekers looking to take advantage of loopholes in the health care delivery system.

    Posted by Craig Hasday at 09:05AM. Comments (0)
  • Frequently asked questions about private exchanges

    July 29, 2014

    Commentary: Benefit advisers and their employer clients continue to have questions about private exchanges. Blogger Dan Garlitz shares some recent FAQs fielded by exchange administrator bswift.

    Posted by Don Garlitz at 08:59AM. Comments (0)
  • 4 things left out of the ACA that you can capitalize on

    July 24, 2014

    Road to Workplace Benefits Mania: Ahead of next week’s conference, speaker Reid Rasmussen talks about new employee needs that are likely to erupt in the coming years and how brokers might be able to create an opportunity out of them.

    Posted by Reid Rasmussen at 09:31AM. Comments (1)
  • How to make your clients’ corporate wellness programs work

    July 23, 2014

    Commentary: Here are some tips from blogger Jeff Hyman on how to ensure employers’ wellness programs are on track, including top-level buy-in and consistency.

    Posted by Jeff Hyman at 09:10AM. Comments (0)