Sales Call

  • A day in the life of Eric Blofsky

    July 10, 2014

    A day in the life of benefit adviser Eric Blofsky of (k)ornerstone 401(k) Services.

  • Enter to be EBA's Adviser of the Year

    July 9, 2014

    It’s time to nominate your outstanding colleagues — or yourself — for Employee Benefit Adviser’s 2014 Adviser of the Year awards!

  • 'Aggressive' compliance enforcement a top concern for employers

    July 8, 2014

    As reports of more DOL audits continue to spook benefit advisers into talking compliance with their clients, employers are confirming that they, too, are fearful of federal agencies’ monitoring.

  • 5 summer reading books for brokers in 2014

    July 7, 2014

    As you hit the pools and beaches this season, take some time to get motivated and brush up on sales skills with these reads — recommended by fellow benefit brokers — that range from new-thinking to classic, tried-and-true strategies. Enjoy your summer months with a dose of business.

  • How to expand business with HR, legal, ACA resources

    July 3, 2014

    What gives brokers a competitive edge? In many cases, it’s giving clients the feeling that they are getting the maximum value for their investment in employee benefits.

  • 50 best cities for employee satisfaction, Part II

    July 2, 2014

    Where in the U.S. are employees most satisfied? The online career site Glassdoor has released its annual Employment Satisfaction Report Card by City, offering a comparison of overall employee satisfaction, including with compensation and benefits, career opportunities, number of employers hiring, and business outlook expectations. We're counting them down to No. 1, we brought you 50-26 and now here are the final 25.

  • Benefits enrollment disconnect

    July 1, 2014

    A significant divide exists between the open enrollment tactics employees find helpful and those that employers actually provide. For instance, 94% percent of employers agree that one-on-one, in-person meetings are an effective tactic to engage employees, but less than half implement it.

  • Protect your brokerage while selling on the ACA exchanges

    July 1, 2014

    One speaker at the National Association for Health Underwriters annual conference Monday provided suggestions for brokers to protect their businesses, as well as increase referrals, when enrolling individuals and small businesses on the public marketplaces.

  • How to build alliances with CPAs

    June 30, 2014

    Benefit brokers and advisers know that an accountant can be a strong alliance for building business, especially in the post-ACA world. Here’s how to maximize your proposition to CPAs.

  • 3 major sales-management sins

    June 29, 2014

    Because of how vital sales are to a company, especially benefit brokerages, business owners frequently “tend to misuse their best people,” says Jack Daly, author of the book Hyper Sales Growth. To ensure continued growth, Daly says the people at the top must avoid three common mistakes.

  • 5 ways to make the most of your vacation time

    June 27, 2014

    We’ve heard of buyer’s remorse, but vacation remorse? A new survey suggests one-in-three senior managers said taking too little time off was the biggest mistake they made with their last vacation.

  • How advisers can spur higher retirement savings rates

    June 27, 2014

    According to one 401(k) expert’s poll, employees need to be saving 20% of their earnings for retirement. How they get there is where you come in.

  • Half of benefit advisers considering leaving the industry

    June 27, 2014

    While many brokers consider leaving the industry in response to the changing health care environment, most agree that reform has created a huge opportunity for advisers willing to adapt.

  • The ins and outs of spousal carve-outs

    June 26, 2014

    Road to Workplace Benefits Mania: Ahead of the July conference, speaker Scott Snow says that most employers have a large health care cost problem and aren’t aware that many employees have working spouses who can be covered by their own plan.

  • Partnership versus acquisition: The future of the employee benefit brokerage

    June 25, 2014

    Either way, benefit firms are consolidating and it’s important for brokers and advisers to evaluate their options and find the right fit for their agency.

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