• 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)
  • Have we done retirement plan participants a disservice?

    October 28, 2014

    Commentary: Columnist John Ludwig asks, with all the effort put into fee disclosures and the money to produce them; does it really help the participant in the end?

    Posted by John Ludwig at 09:27AM. Comments (3)
  • The ghost lurking in the benefit broker world

    October 27, 2014

    Commentary: HR Technology Advisors’ Joe Markland hears about it all the time when speaking to brokers. Yet, he says, although many claim to have seen it, nobody can find it.

    Posted by Joe Markland at 09:00AM. Comments (1)
  • One claim a minute is not fast enough

    October 27, 2014

    Commentary: The industry is scrambling to keep pace with technology-fueled demands for speedy claims turnover. Aflac’s Laree Daniel explains how customer expectations are molding the industry response.

    Posted by By Laree Daniel at 11:30AM. Comments (1)
  • 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 Benefits’ 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 Standard’s Doug Waters provides five examples of conversation starters to transition to IDI from another product.

    Posted by Doug Waters at 11:50AM. Comments (0)