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Gear up and go for it
December 1, 2011So I have to tell you, the November EBA really got me fired up. In a good way.
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Educate, enlighten and, yes, sell yourself
November 1, 2011These are exciting times. That may sound strange coming from a benefit adviser, but they really are.
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It's all about the solution
October 1, 2011At a client meeting recently, I heard some wonderful words: "Todd, I like working with you because you don't sell insurance, you sell solutions." Have you heard those words from your clients? If you follow some of the examples from last month's EBA, you just might.
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It's like building a house
September 1, 2011I started reading September's EBA by picking the article on page 20, "What construction teaches us about wellness." This article compared building a wellness plan to building a house, and it got my mind running. What a great illustration - I kept thinking about that as I read the rest of the issue. This article made a great point that no two clients are alike, just as no two houses are alike, and our job is to learn the needs and build the best plan for our client.
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Reader recounts her company's success with 'American Idol'-style recruiting
August 1, 2011I read your May Editor's Desk column ("Employers should model job recruiting after "American Idol," blogger says") with keen interest, as I've brought some of that "American Idol" hiring mentality to my current job and it's been a great success.
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Letter to the editor: Exchange info system needs further examination
July 21, 2011I read your Movers & Shakers piece in the July 2011 EBA (“Maryland exchange provides brokers a link to prospects,” p.64). Unfortunately, while the interview with the developers of VIRTUAL COMPARE put a very positive spin on their product, your piece didn't really explore the product objectively.
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Transform your agency into a commission machine
June 1, 2011Our industry is in a state of massive flux. With regulatory and economic challenges constantly bearing down, agency leaders and advisers are anxiously searching for solutions to current problems as well as those that are swiftly approaching.
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'State of shock,' indeed!
June 1, 2011I would title the May issue, "Get ready to change." Change your compensation, change your market focus, and change how you help your clients.
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Instilling drive in the next generation
May 1, 2011I enjoyed the article, "Is stop-loss the answer?" on page 14 of the April issue. I started my insurance career marketing and selling self-funded plans and spent time as a stop-loss sales representative for a managing general underwriter, so self funding is near and dear to my heart. I agree with the comments in the article that self funding is a viable option to consider for larger groups. Heck, I even had a couple of 20-life groups that ran successful self-funded plans for many years. That said, there are deep issues to consider if you are not proficient in self-funded plans.
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An adviser for all markets
April 1, 2011The March issue taught us the importance of being a well-rounded benefit adviser and what making the effort can do to improve our business.
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Staying in touch can mean so much
March 1, 2011To begin, we learned about the Death of worksite voluntary benefits. Well, not so much the death of them, but more of a re-working. We need to keep in touch and keep tabs on the market place. It's important to keep up with the terms being used - "core" and "voluntary" might have new meanings to your prospective clients. You've got to stay in touch with carriers offering worksite plans and be up to speed on how they integrate with the entire benefit package - or some other adviser will be telling your former clients about it!
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Give something back
February 1, 2011January's cover story made a very important point - if you are a long-time adviser, give something back. Give back to your industry organizations. Give back to the new people entering the profession. The need for professionalism and expertise in our field has never been more important than right now.
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