Sales Call

  • EBA’s 2014 Advisers of the Year: ‘Know your audience’

    VIDEO | November 25, 2014

    Health care reform is presenting the “biggest challenge” in more than 30 years in employee benefit advising, say EBA’s advisers of the year. Watch as the best of the best, Employee Benefit Adviser’s 2014 Advisers of the Year in health, voluntary and retirement discuss the top issues for 2015 and provide tips for those looking to enter the industry.

  • 2015: ‘A lot less noise’ in private HIX market

    November 24, 2014

    Wizened consumers who are able to analyze their entire out-of-pocket exposure. That’s the goal of ConnectedHealth’s private exchange, says Joe Donlan, the company’s president. However, he predicts that increased consumer engagement is just part of the wave toward more employers adopting private exchanges. Donlan shares his view on where the industry is headed and how brokers fit into the exchange system.

  • What troubles HR about brokers

    VIDEO | November 21, 2014

    If brokers and human resources departments worked together, it would bring “peace and harmony” to a difficult process, says Trisha Zulic, of Efficient Edge. But with two strong personalities often unwilling to listen to each other, it creates conflict, she says. Watch as Zulic explains why brokers need to reach out first and listen to their clients – and what that can lead to.

  • 5 blog ideas that will turn your readers into clients

    November 21, 2014

    In the age of social media marketing, a benefit firm’s blog presence can create a steady stream of communication with clients and prospects. Author and marketing consultant Mark Satterfield shares five blog post ideas that will help you attract new clients (and strengthen your relationship with existing ones) by establishing yourself as a thought leader in your field.

  • The country's top brokers: Poised for growth

    November 18, 2014

    In exclusive interviews, Mercer’s Julio Portalatin and the heads of several other top brokerages — Gallagher, Lockton, Higginbotham, Willis and Pacific Resources —speak with EBA about their strategies for sustained development and staying ahead of the competition.

  • Remove the 'crutch' that's hurting your long-term sales

    November 18, 2014

    Commentary: Columnist Mel Schlesinger shares the secrets of selling your knowledge rather than relying on value-add services to close the sale.

  • 5 marketing and sales ideas that get us into trouble

    November 17, 2014

    Commentary: The problem with marketing surfaces when sales initiatives fail to meet expectations. This occurs because they’re based on ideas that don’t work, says John Graham. The sales expert shares how to avoid making such mistakes at your firm.

  • Open enrollment and financial stress

    November 14, 2014

    Commentary: As open enrollment season moves into full swing, columnist John Ludwig turns your focus to financial wellness, a growing concern for employers.

  • Call in the SWOT team to grow your agency

    November 14, 2014

    Commentary: Is your agency ready for 2015? Columnist Nelson Griswold shows how an in-depth analysis of a firm's strengths and weaknesses can help set goals for the new year.

  • 6 ways brokerages are hurt by their own hiring practices

    November 13, 2014

    A recent Reagan Consulting study found that independent insurance brokers are under-hiring, new employees are struggling and a huge majority of new hires come from within the industry.

  • The top 50 large-group employee benefit brokerages in the U.S., part 1

    November 13, 2014

    Employee Benefit Adviser, in partnership with business intelligence data analytics firm miEdge, introduces the first listing of top employee benefit firms in the country to be ranked exclusively on health and welfare revenue. Revealed in descending order, the listing is based on Form 5500 reporting data as of Nov. 7, 2014.

  • What your small-group clients need most from you

    November 12, 2014

    Commentary: Targeting the small employer in today’s benefit landscape requires specific resources and knowledge from a benefit adviser. Columnist Jack Kwicien unveils what considerations to make when addressing the needs of your small employer clients.

  • 'My broker's got me covered' Do you?

    November 11, 2014

    Commentary: The more companies we come in contact with, the more we hear this statement and the more we realize how much employers are relying on their broker, says Beverly Beattie.

  • Private exchanges: ‘You have to provide the whole solution’

    November 10, 2014

    Acquired by Towers Watson in November 2013, private exchange provider Liazon is navigating a unique space. It is both owned by a consultancy and used by that firm’s competitors. Alan Cohen, co-founder and chief strategy officer of Liazon, discusses how all brokers fit into the exchange equation and what, in his view, makes an exchange, an exchange.

  • Aetna's bswift acquisition: A sign of more to come

    November 4, 2014

    Aetna’s planned acquisition of private exchange operator bswift may signal the start of more insurers acquiring private exchanges, experts in the industry say.

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