In exclusive interviews, Mercers 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.
Health care reform is presenting the biggest challenge in more than 30 years in employee benefit advising, say EBAs advisers of the year. Watch as the best of the best, Employee Benefit Advisers 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.
Wizened consumers who are able to analyze their entire out-of-pocket exposure. Thats the goal of ConnectedHealths private exchange, says Joe Donlan, the companys 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.
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.
In the age of social media marketing, a benefit firms 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.
Commentary: Columnist Mel Schlesinger shares the secrets of selling your knowledge rather than relying on value-add services to close the sale.
Commentary: The problem with marketing surfaces when sales initiatives fail to meet expectations. This occurs because theyre based on ideas that dont work, says John Graham. The sales expert shares how to avoid making such mistakes at your firm.
Commentary: As open enrollment season moves into full swing, columnist John Ludwig turns your focus to financial wellness, a growing concern for employers.
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.
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.
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.
Commentary: Targeting the small employer in todays 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.
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.
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 firms 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.
Aetnas planned acquisition of private exchange operator bswift may signal the start of more insurers acquiring private exchanges, experts in the industry say.