Sales Call

  • How to get more bang for your marketing buck

    April 17, 2014

    Commentary: Blogger John Graham says to doubt everything you do with marketing. Then, follow these tips to revamp the way you take care of clients.

  • 4 ways to boost sales with the ‘buddy system’

    April 16, 2014

    Teaming up with a partner not only makes benefits sales more fun, but can also help boost your revenue and effectiveness. Here are some ideas on how to execute this plan from business coach C.J. Hayden.

  • 5 ways to deepen client relationships

    April 16, 2014

    Viewpoint: The advising business can be deeply personal when it comes to engagement with clients, says one industry communications professional. Here are some tips to strengthen those ties.

  • Save your small-group revenue

    April 14, 2014

    Commentary: Clients with fewer than 50 employees face skyrocketing premium rates this year and next. Columnist Nelson Griswold has a solution.

  • Networking on the go gets more specific

    April 10, 2014

    As new social media platforms arise, there are more opportunities for brokers to act as ‘trusted advisers.'

  • Engaging the invincible millennial

    April 3, 2014

    Advisers and employers can use education to boost the enrollment of millennials in voluntary disability programs

  • A football lover’s guide to perfect insurance execution

    April 1, 2014

    Commentary: Every single play in football is designed to score, to get into that end zone, says blogger Vinnie Daboul. Here’s how insurance consultants can take a play right out of every football coaches’ book to win the game.

  • Cut the superstitions and act like an insurance salesperson

    March 31, 2014

    Commentary: Many sales people have quirky things they do to ensure they get the sale, be it a certain way they shake hands or a lucky they carry around. But blogger John Graham says it's time to put less energy in superstitions and more into positive sales actions.

  • 2 Senate bills seek access, compensation enhancements for ACA brokers

    March 27, 2014

    Senator Mary Landrieu (D-La.) proposed two bills Thursday enhancing brokers’ work on the ACA’s public exchanges.

  • 10 star advisers under age 35

    March 21, 2014

    EBA’s 10 Rising Stars in Advising, listed in no particular order, are bringing much-needed talent and innovation to the industry. Here's our list, and look for a full article on each of these young people in our April issue.

  • EBA's top advisers under 35

    March 20, 2014

    EBA’s 10 Rising Stars in Advising are younger than age 35 and bringing much-needed talent and innovation to an industry that desperately needs it.

  • A day in the life of Jacqueline St. Hilaire

    March 19, 2014

    St. Hilaire, a broker sales representative at Colonial Life in Plano, Texas, balances new clients and cold calls while she tries to master social media.

  • 2 ERISA requirements most employers fail to meet

    March 19, 2014

    Benefit brokers can better position themselves as a trusted adviser by helping clients maintain compliance with these ERISA requirements.

  • 12 most outrageous business tax deductions

    March 17, 2014

    The Minnesota Society of CPAs recently conducted its annual certified public accountant member survey about the strangest and most unusual tax deductions proposed by clients. Don’t try these deductions for your small business, as most of them resulted in failure. [Photos: Fotolia]

  • ‘Embrace change but don’t discount fundamentals’

    March 13, 2014

    EBA is introducing our 2014 Rising Stars in Advising throughout the month of March. Our last adviser is Erin Devine, 33, of CBG Benefits, with three tips for other young advisers in the field.

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