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  • 10 sales axioms for use in any market

    July 14, 2014

    Your sales tactics need to change depending on the economic outlook of the times. Columnist Jack Kwicien outlines these sales tips so that you can be optimally adaptive, flexible and prepared for any challenge that comes your way.


  • Employers await new workforce training overhaul

    July 14, 2014

    The bipartisan effort to jumpstart federal job training efforts is expected to benefit private employers thirsty for more input into how their future workforces are trained and educated.


  • Santa has great branding

    July 14, 2014

    Road to Workplace Benefits Mania: Ahead of the July conference, speaker Mark Mikelat provides tips for improving your branding as a broker.


  • 4 tips for creating a winning culture at your benefit agency

    July 14, 2014

    Looking for a way to make your benefits firm stand out in the crowd? Sales and business coach Jack Daly offers tips for growing a business culture that inspires loyalty, engagement and the high performance those qualities produce.


  • Some brokers still not paid on ACA exchanges

    July 11, 2014

    The status of payments to brokers for their work signing up consumers across the nation varies from state to state and broker to broker, with some missing nearly 50% of commissions and others reporting no problems whatsoever.


  • Nearly three-quarters of prospects do this before they meet you

    July 11, 2014

    Commentary: The importance of the online marketing strategy cannot be overstated, says columnist Mel Schlesinger. Whether you realize it or not, he says, your prospects are going online and learning what they can about you before they ever actually meet with you.


  • 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.


  • Health insurers to refocus marketing efforts to reach uninsured

    July 10, 2014

    As media interest in health insurance exchanges decreases over time, the insurance industry may need to develop more effective communications to reach the uninsured.


  • 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!


  • The next era of benefits: carriers that consult

    July 9, 2014

    Commentary: Allowing direct access between carrier resources and clients won’t just save you time — it can help reduce instances of disability in the workplace, says The Standard’s Brian Kost. Addressing issues early can help clients diminish the need for an employee to file a disability claim at all, he says.


  • '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.


  • Key questions to ask private exchange providers

    July 8, 2014

    Commentary: Exchanges have been successful for retiree coverage. But, will they work for core coverage? Frenkel Benefits’ Craig Hasday shares points to consider with your clients.


  • 6 tips to close the sale

    July 7, 2014

    Commentary: Because selling is a tough job, it’s often necessary to do things differently to close sales. Columnist John Graham shares six ways to go about it.


  • 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.


  • 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.


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