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What the next gen workforce wants now, a discussion with students
March 7, 2013A recent Schwab survey of planning students at Texas Tech found that the lure of client relationship management and working in-person with clients remains high, with nearly half of students citing the latter as a priority.
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Why value-added services are bad for business
March 7, 2013The industry has gone through an evolution in the way it delivers services to clients, the way businesses operate and the state of the competitive market. At some point in there, value added services became all the rage. But now we have a problem, says EBA Blogger Wendy Keneipp.
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Building loyal clients -- and keeping them
March 5, 2013Try a little “brain-based sales and marketing,” suggests ASSPA’s Lisa Allen. Speaking about building a loyal client base this week at the ASSPA/NAPA 401(k) Summit, Allen offered the view that plan sponsors typically choose to work with an adviser because they find a “good personal fit,” then retroactively confirm that all of the objective and numbers-based reasons for that decision are in line.”
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Get going: 3 things you need to know this week
March 4, 2013We’re starting your week with three important facts, developments or conversations from recent and upcoming events. This week, we look at the new IRS guidelines, final ruling from CMS on MLR ratio and what’s going on in Europe with retirement taxes.
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Sun Life partners with NBA in move to boost voluntary business
March 4, 2013Get ready for tip off. Sun Life Financial is set to offer brokers a new place to take employer clients and employees — the NBA basketball court.
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Engaging clients in a meaningful way
March 1, 2013Jack Kwicien on how to engage clients in a meaningful way
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A redesigned benefit proposal
March 1, 2013Mel Schlesinger on how brokers, advisers can redesign a benefit proposal.
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Who is going to service exchanges?
March 1, 2013John Lamb on how financial drivers of HIXs may outweigh traditional benefits approach.
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A day in the life of Kristin Ash
March 1, 2013A day in the life of Kristin Ash of Global Benefits Group
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Editor’s letter: Shifting a broker’s focus
March 1, 2013EBA editor Elizabeth Galentine on why brokers should shift their focus.
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Come out and play
March 1, 2013According to most experts, the number is small and keeps getting smaller. We speak, of course, of the number of companies with 50 or more employees that will drop employer-sponsored insurance in 2014 - opting to send employees to state-run insurance exchanges and pay per-employee fines levied by the Patient Protection and Affordable Care Act. After a McKinsey & Company study in 2011 famously concluded that 30% of employers would "pay" rather than "play," survey after survey has revealed that fewer than 5% of employers plan to eliminate employee health benefits. Even the Government Accountability Office, which originally reported as much as 20% of employers would drop coverage, now has backed off that estimate to around 2%.
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3 ways to manage your staff
February 28, 2013An adviser's staff is key to a firm's success — that's something most of us can agree on. Yet too many advisers underutilize their staff members.
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Male power eludes women as Sandberg leans into ceiling
February 28, 2013Twenty-seven years after women first complained in 1986 about bumping against an invisible barrier — dubbed the glass ceiling — when they aimed for top jobs, just 21 are chief executive officers of companies in the Standard & Poor’s 500 Index. Now, a rash of books, from Facebook Inc. Chief Operating Officer Sheryl Sandberg to former State Department official Anne-Marie Slaughter, are soon to be published, seeking to empower women.
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Congresswoman riles NAHU crowd with MLR talk
February 28, 2013A glass-half-full crowd of benefits brokers and agents – that could be the theme of this year’s National Association of Health Underwriters Capitol Conference. The organization concluded its three day lobbying stint Wednesday with a morning of discussion panels on health reform, remarks from a Republican congresswoman, a talk with a representative from Centers for Medicare and Medicaid and an address from NAHU’s president.
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Which plans are vulnerable to an IRS audit?
February 28, 2013Sometimes the Service is explicit about its enforcement priorities. Other times officials drop hints in public speeches. And sometimes they just keep quiet in hopes plan sponsors will not let their guard down thinking they are out of the danger zone.
