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.
Commentary: Columnist Jack Kwicien shares how to transform your business by differentiating your processes and services to achieve a sustainable competitive advantage.
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.
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.
Commentary: How obesity is secretly hurting your employer clients’ bottom lines and what strategies you can help implement to combat it.
Commentary: Retirement specialist John Ludwig reviews the consequences of an employer’s failure to make timely deposits to a participant’s retirement account.
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.
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?
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.
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.
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.
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.
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.