• The business tenets that will maximize your firm's value

    October 23, 2014

    Commentary: What would you do differently if you knew you were going to sell or merge your business with another agency in the next 10 years? EBA Advisory Board member Andy Torelli shares lessons learned.

    Posted by Andy Torelli at 09:35AM. Comments (0)
  • TPAs remain in a ‘black hole’ on ACA contraception mandate

    October 23, 2014

    Commentary: The HHS comment period for how to define a closely held, for-profit company continues. In the meantime, AmWINS Group Benefitsí Sam Fleet shares how third-party administrators are getting caught in the middle.

    Posted by Sam Fleet at 10:44AM. Comments (0)
  • Creating content to grow your business

    October 22, 2014

    Commentary: Take this small step now, says consultant Wendy Keneipp, and become the feared competitor in your market.

    Posted by Wendy Keneipp at 11:31AM. Comments (1)
  • 4 elements of a well-designed wellness program

    October 20, 2014

    Commentary: Employers and advisers that embrace the full concept of wellness by implementing programs with these four elements have the ability to improve the physical health of employees and put corporate productivity and profitability back in the black.

    Posted by John Kaegi and Sara Johnson at 03:01PM. Comments (1)
  • Questions you need to ask in your next vision RFP

    October 17, 2014

    Commentary: Blogger Kevin Hilst shares tips for benefit advisers and professionals on how to make sure a vision RFP zeroes in on what distinguishes a great product from a commodity.

    Posted by Kevin Hilst at 02:16PM. Comments (0)
  • The simple secret to selling

    October 15, 2014

    Commentary: Columnist Nelson Griswold reveals the "sales triangle" and why closing the sale is not the biggest part of the puzzle.

    Posted by Nelson Griswold at 09:15AM. Comments (0)
  • Self-analysis: The future of your business depends on it

    October 15, 2014

    Commentary: Benefit advisers hoping to remain relevant in this rapidly changing environment need to match their strengths to their client base, columnist Jack Kwicien says. In order to do that, some self-analysis is in order.

    Posted by Jack Kwicien at 09:24AM. Comments (0)
  • 3 steps to winning the first appointment with a prospective client

    October 14, 2014

    Commentary: You only get one chance to make a first impression. Columnist Mel Schlesinger shares his tips on how to make that first appointment with a prospective client a successful one.

    Posted by Mel Schlesinger at 12:27PM. Comments (0)
  • Observation status: The Medicare monster in the ACA

    October 9, 2014

    Commentary: Have you heard of Medicare observation status? Columnist Craig J. Davidson says it is creating a payment nightmare for older plan participants with Medicare Part A as the primary payer. Educate your groups with Medicare beneficiaries, Davidson says, because the rule has real consequences.

    Posted by Craig J. Davidson at 02:33PM. Comments (5)
  • 5 opening lines to sell individual disability income insurance

    October 9, 2014

    Commentary: Good salespeople understand the impact of an effective opening statement. The Standardís Doug Waters provides five examples of conversation starters to transition to IDI from another product.

    Posted by Doug Waters at 11:50AM. Comments (0)
  • 3 ways to counsel employers through an employee's depression-related return to work

    October 7, 2014

    Commentary: October is National Depression Awareness Month. Jeff Guardalabene, a mental health case manager with Standard Insurance Company, offers these tips on how to help your employer clients navigate this important but often uncharted territory.

    Posted by Jeff Guardalabene at 12:28PM. Comments (1)
  • No more excuses for low retirement plan enrollment

    October 7, 2014

    Commentary: When talking to non-profit HR executives, the common reasons The Principalís Aaron Friedman hears for low adoption include perceived cost and the idea that they donít feel like they can tell people what to do. These reasons donít hold water, he says.

    Posted by Aaron Friedman at 02:39PM. Comments (0)
  • 7 steps to build a pipeline sales strategy

    October 6, 2014

    Commentary: To get beyond the barriers that keep us from engaging customers and avoid always asking the ďwho can I talk to today?Ē question, whatís needed is a pipeline mentality, says sales expert John Graham.

    Posted by John Graham at 12:52PM. Comments (0)
  • How to help employees close the widening gap in health insurance coverage

    September 26, 2014

    Commentary: There is one big problem with health insurance that continues to get bigger: health care deductibles continue to rise. This poses challenges for both employers who provide benefits and employees as well.

    Posted by Peter Toth at 01:11PM. Comments (0)
  • How brokers can leverage data analytics

    September 26, 2014

    Commentary: The best of the emerging broker decision-support tools will inspire a more customized set of benefits options for workers, and a growth in voluntary benefits participation. Those brokers who seize this opportunity will become indispensable to the coming transformation of the group benefits space.

    Posted by Bilal Kazmi at 09:50AM. Comments (0)