• What's wrong with private exchanges

    November 20, 2014

    Commentary: Private exchanges are not the one-size-fits-all solution some in the benefit industry think they are, says broker Judy Miller. The veteran adviser shares her opinion about the promises and pitfalls of the private exchange solution.

    Posted by Judy Miller at 10:57AM. Comments (1)
  • Remove the 'crutch' that's hurting your long-term sales

    November 18, 2014

    Commentary: Columnist Mel Schlesinger shares the secrets of selling your knowledge rather than relying on value-add services to close the sale.

    Posted by Mel Schlesinger at 12:49PM. Comments (0)
  • A 'cynical' look at private exchanges

    November 17, 2014

    Commentary: Are private exchanges just a flex benefits reboot? Lockton’s Mike Smith shares what he thinks will affect their success and adoption.

    Posted by Mike Smith at 12:33PM. Comments (3)
  • 5 marketing and sales ideas that get us into trouble

    November 17, 2014

    Commentary: The problem with marketing surfaces when sales initiatives fail to meet expectations. This occurs because they’re based on ideas that don’t work, says John Graham. The sales expert shares how to avoid making such mistakes at your firm.

    Posted by John Graham at 02:59PM. Comments (0)
  • Open enrollment and financial stress

    November 14, 2014

    Commentary: As open enrollment season moves into full swing, columnist John Ludwig turns your focus to financial wellness, a growing concern for employers.

    Posted by John Ludwig at 03:00PM. Comments (0)
  • Call in the SWOT team to grow your agency

    November 14, 2014

    Commentary: Is your agency ready for 2015? Columnist Nelson Griswold shows how an in-depth analysis of a firm's strengths and weaknesses can help set goals for the new year.

    Posted by Nelson Griswold at 02:45PM. Comments (0)
  • Issues to overcome in NY health care

    November 13, 2014

    Commentary: Individuals and small businesses in NY can't get quality health coverage, and New Yorkers should exercise caution when considering moving to a single-payer system.

    Posted by Craig Hasday at 02:28PM. Comments (1)
  • What your small-group clients need most from you

    November 12, 2014

    Commentary: Targeting the small employer in today’s benefit landscape requires specific resources and knowledge from a benefit adviser. Columnist Jack Kwicien unveils what considerations to make when addressing the needs of your small employer clients.

    Posted by Jack Kwicien at 01:19PM. Comments (0)
  • 'My broker's got me covered' Do you?

    November 11, 2014

    Commentary: The more companies we come in contact with, the more we hear this statement and the more we realize how much employers are relying on their broker, says Beverly Beattie.

    Posted by Beverly Beattie at 12:13PM. Comments (0)
  • 3 ways to make 2015 more profitable

    November 10, 2014

    Commentary: With the New Year approaching, columnist Craig Davidson advises, “Change your evil ways” or you will miss sales opportunities.

    Posted by Craig J. Davidson at 10:04AM. Comments (0)
  • 6 open enrollment trends to watch

    November 6, 2014

    Open enrollment season is designed to not only allow employees to make changes to their plans, but also to educate them. Likewise, employers and advisers should use the fourth quarter as an opportunity to stay abreast of the latest changes in health care plans. Here are six trends to watch for during the 2014-2015 open enrollment season.

    Posted by Lesley Grady at 12:28PM. Comments (0)
  • Aetna buys bswift: Why benefit brokers must pay attention

    November 3, 2014

    Commentary: There is more to Aetna’s announcement that it will acquire exchange provider bswift than meets the eye, says health technology consultant Joe Markland. In fact, it’s another signal that brokers need to recognize the benefits world is changing around them, he says.

    Posted by Joe Markland at 01:25PM. Comments (3)
  • Voluntary benefits and unintended consequences of the ACA

    November 3, 2014

    Commentary: The average working American is part of a financially fragile workforce and many are reacting to higher health insurance contributions that could spell long-term trouble, says voluntary specialist Tinker Kelly.

    Posted by Tinker Kelly at 03:00PM. Comments (1)
  • The underserved market in retirement advising

    October 31, 2014

    Commentary: The kind of intense research that goes into, say, a television purchase is missing from a major market—and retirement advisers should take notice of this opportunity.

    Posted by Aaron Friedman at 09:41AM. Comments (0)
  • Issues group brokers face with voluntary sales

    October 29, 2014

    Commentary: Why group benefit brokers are behind the curve when it comes to voluntary benefit sales — and how to fix it.

    Posted by Peter Toth at 02:11PM. Comments (0)