{
  "author": {
    "name": "Bonnie Brazzell",
    "webUrl": "/author/profile/bonnie-brazzell/",
    "description": "",
    "imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
    "estimate": 177,
    "social": [],
    "articles": [
      {
        "uri": "/2011/08/24/segment-sales-dont-blame-the-broker-3/",
        "title": "Segment sales: don’t blame the broker",
        "byline": "Gil Lowerre, Bonnie Brazzell",
        "kicker": "",
        "prettyDate": "August 24, 2011",
        "timeToRead": "2 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/gil-lowerre-bonnie-brazzell/",
            "name": "Gil Lowerre, Bonnie Brazzell"
          }
        ],
        "kickerNode": [],
        "summary": "In the past two columns, weve looked at overall voluntary sales for 2010 and sales by product line and platform. In this final column on 2010 sales, we look at results by distributor segment.",
        "body": null
      },
      {
        "uri": "/2011/08/01/recession-hampers-voluntary-sales/",
        "title": "Recession hampers voluntary sales",
        "byline": "Bonnie Brazzell, Gil Lowerre",
        "kicker": "",
        "prettyDate": "August 01, 2011",
        "timeToRead": "2 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell-gil-lowerre/",
            "name": "Bonnie Brazzell, Gil Lowerre"
          }
        ],
        "kickerNode": [],
        "summary": "In last months column, we looked at overall voluntary sales for 2010. In this edition, we analyze the results further by looking at product line sales as well as platform.",
        "body": null
      },
      {
        "uri": "/2011/07/25/blame-the-economy-for-lower-voluntary-sales/",
        "title": "Blame the economy for lower voluntary sales",
        "byline": "Bonnie Brazzell, Gil Lowerre",
        "kicker": "",
        "prettyDate": "July 25, 2011",
        "timeToRead": "2 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell-gil-lowerre/",
            "name": "Bonnie Brazzell, Gil Lowerre"
          }
        ],
        "kickerNode": [],
        "summary": "Eastbridge’s annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009. This is the first time since we have been tracking voluntary/worksite sales that we have seen a decrease from the prior year’s results.",
        "body": null
      },
      {
        "uri": "/2011/07/01/blame-the-economy-for-lower-voluntary-sales-2/",
        "title": "Blame the economy for lower voluntary sales",
        "byline": "Bonnie Brazzell, Gil Lowerre",
        "kicker": "",
        "prettyDate": "July 01, 2011",
        "timeToRead": "2 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell-gil-lowerre/",
            "name": "Bonnie Brazzell, Gil Lowerre"
          }
        ],
        "kickerNode": [],
        "summary": "Eastbridges annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009.",
        "body": null
      },
      {
        "uri": "/2011/06/01/how-to-keep-those-customers/",
        "title": "How to keep those customers",
        "byline": "Bonnie Brazzell, Gil Lowerre",
        "kicker": "",
        "prettyDate": "June 01, 2011",
        "timeToRead": "3 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell-gil-lowerre/",
            "name": "Bonnie Brazzell, Gil Lowerre"
          }
        ],
        "kickerNode": [],
        "summary": "Last month, we talked about the impact of employee turnover and the amount of sales effort required to replace those losses. Our conclusion was that a basic conversion program helps brokers get off the attrition treadmill and use new account sales to grow the block rather than stay even.",
        "body": null
      },
      {
        "uri": "/2011/05/01/keep-those-customers/",
        "title": "Keep those customers",
        "byline": "Gil Lowerre, Bonnie Brazzell",
        "kicker": "",
        "prettyDate": "May 01, 2011",
        "timeToRead": "3 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/gil-lowerre-bonnie-brazzell/",
            "name": "Gil Lowerre, Bonnie Brazzell"
          }
        ],
        "kickerNode": [],
        "summary": "In the voluntary market, conservation takes many forms. We think about keeping our current accounts, protecting them by selling multiple lines of business in each, and even reclaiming accounts that have gone dormant.",
        "body": null
      },
      {
        "uri": "/2011/04/01/benefit-managers-and-employers-the-only-opinions-t/",
        "title": "Benefit managers and employers: The only opinions that matter",
        "byline": "Bonnie Brazzell, Gil Lowerre",
        "kicker": "",
        "prettyDate": "April 01, 2011",
        "timeToRead": "2 minute",
        "image": {
          "uri": "",
          "width": "",
          "height": ""
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell-gil-lowerre/",
            "name": "Bonnie Brazzell, Gil Lowerre"
          }
        ],
        "kickerNode": [],
        "summary": "Lowered commissions, increased competition, loss-ratio mandates, buying direct from exchanges, carriers withdrawing from the medical market, and on and on and on.",
        "body": null
      }
    ]
  }
}