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Employees failing to save makes for an adviser's opportunity
February 1, 2012Employees do not save enough for their eventual retirement needs, research shows. But, with tools, help and education from financial advisers that paradigm may shift - benefiting not only the employee but the employer and adviser.
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The power of the written word
February 1, 2012This month we discuss the use of article writing in your marketing and positioning yourself as an expert in your industry. Like video, the more written material you get out on the Web, the more links will be displayed when a prospect Googles you. When prospects discover articles authored by you they immediately begin to perceive you as an expert and want to do business with you. There are several different types of article writing available to you. These include: newsletters, e-zine articles, blogs, white papers, online publications and offline printed publications.
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Leadership: Do you have it?
February 1, 2012What is the difference between a manager and a leader? According to Warren Bennis, founder of the Leadership Institute at the University of Southern California, "Managers do things right, but leaders do the right thing." A world of difference exists between these two individuals. Which camp do you fall into? Most people have some management acumen, but a minority has the stuff it takes to be a great leader.
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Factoring technology into your strategic partnerships
February 1, 2012Strategic partnerships come in all shapes and sizes. They can run the range from partnering on service offerings to joint marketing programs, but sometimes they involve technology. And when they do, you want to make sure that your partner's technology is aligned with your market strategy and the technology needs of your clients today and in the future.
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Picturing a world with transparent health care costs
January 30, 2012Can you imagine a world where the “new norm” required insurers and providers to disclose what they charge upfront? Read as Mark Gaunya, president of the Massachusetts Association of Health Underwriters, shares two specific messages he took to the Hill at the Cap Conference and the outcome.
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Breaking down the unattainable life consumer
January 19, 2012Last year, staggering numbers revealed a massive life insurance sales gap. In a new report, called “The Elusive Life Insurance Purchaser,” Aite Group attempts to demystify the life industry’s enigmatic consumers.
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Meeting the need
January 1, 2012Over the course of 15 years of working on all sides of the benefits table - from HR specialist to administrator to carrier account manager - Sher Sparano observed the health care process enough to see the lack of resources that HR departments had in handling their employees' benefits.
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The consequences of failing to plan
January 1, 2012The failure of businesses, including brokerages and advisory firms, to plan for succession is an often known - but little talked about in public - topic that research shows can have a drastic effect on a company, especially in the current economy.
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Video marketing for professionals
January 1, 2012In last month's column I introduced you to the concept of expert positioning. This is when you utilize tools such as article writing, public speaking and video marketing to establish your credentials as the expert in your industry.
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Do or die: Will your agency survive?
January 1, 2012What will the successful post-reform 21st century agency look like? EBA contributor Nelson Griswold predicts what will set you apart from the herd.
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How to succeed in the nonprofit sector
PODCAST | December 5, 2011Sher Sparano of Benefits Advisory Service in New York, EBA's January 2012 cover person, shares how she's helping her not-for-profit clients manage their employee benefits in today's economy and how giving back to the community has its rewards.
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Employees can purchase appliances, electronics through payroll deduction
VIDEO | December 1, 2011Elizabeth Halkos, chief marketing officer with Purchasing Power, explains how plan participants can purchase appliances, electronics through payroll deduction when cash or credit is not readily available
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Missed opportunities in voluntary benefits sales
December 1, 2011Following the Eastbridge Consulting Group report earlier this year that showed a decrease in voluntary benefits sales during 2010, it has been refreshing to see that, according to recent insurance carriers' annual surveys, employees' interest remains strong.
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A CLASS denied
December 1, 2011Long-term care is a "problem every-body will face and no one wants to talk about." But with the shelving of the CLASS Act by Congress, planning for long-term care is becoming part of the national conversation - and that presents an opportunity for brokers.
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An unfair advantage
December 1, 2011I want you to imagine that you are sitting at your desk and you get the following call:
