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  • 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.


  • 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.


  • NAHU CEO: Lawmakers ‘know who you are’

    July 1, 2014

    Kicking off the National Association for Health Underwriters annual meeting Monday, the group’s lead lobbyist outlined the current status of benefit brokers in the eyes of Washington, while a Republican politician discussed potential outcomes of the 2014 election.


  • 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.


  • 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.


  • Communication and trust are closely related

    June 26, 2014

    Blogger Mark Gaunya breaks down these concepts as they relate to client and prospect relationships in today's ever-changing business world. Follow his principles and tips for improving in these areas.


  • What is Medicaid migration and how does it apply to brokers?

    June 25, 2014

    Road to Workplace Benefits Mania: Ahead of the July conference, keynote speaker Ben Geyerhahn previews his strategy for brokers to mitigate health costs — Medicaid migration.


  • Are you EBA’s 2014 Adviser of the Year?

    June 24, 2014

    Find out how to nominate your colleagues, or yourself, for our three annual awards in overall health, retirement and voluntary categories. The submission deadline is July 11.


  • Use evolution and education to grow your agency

    June 24, 2014

    Commentary: Improve external communications, including your sales system and your marketing efforts, to enhance benefit brokerages overall.


  • Private exchange innovation: Partner with the competition for success

    June 23, 2014

    How a father and daughter benefit broker team worked together to launch a private insurance marketplace that serves small and mid-size businesses as well as other local advisers.


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