{
  "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": "/2019/09/18/getting-the-most-from-a-sale/",
        "title": "Getting the most from a sale",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Best Practices",
        "prettyDate": "September 18, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2019/02/sales-hand-dial.jpg",
          "width": "617",
          "height": "410"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Successful brokers make sure that when selling a product into a case, they include the enrollment method to be used.",
        "body": null
      },
      {
        "uri": "/2019/08/20/growth-continues-for-voluntary-sales-part-3/",
        "title": "Growth continues for voluntary sales, part 3",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Market Insights",
        "prettyDate": "August 20, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2019/07/GrowthArrowsShutterstock.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/market-insights/",
            "sectionName": "Market Insights"
          }
        ],
        "summary": "Benefit brokers, career agents and voluntary brokers take the largest share of voluntary/worksite sales.",
        "body": null
      },
      {
        "uri": "/2019/07/05/growth-continues-for-voluntary-sales-part-2/",
        "title": "Growth continues for voluntary sales, part 2",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Analysis",
        "prettyDate": "July 05, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/04/sales-crop-600x338-crop-600x338-voluntary.jpg",
          "width": "600",
          "height": "338"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/analysis/",
            "sectionName": "Analysis"
          }
        ],
        "summary": "Last month, we looked at voluntary new business premium sales for 2018. Now let's look at sales by product line and platform.",
        "body": null
      },
      {
        "uri": "/2019/06/20/growth-continues-for-voluntary-sales/",
        "title": "Growth continues for voluntary sales",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Analysis",
        "prettyDate": "June 20, 2019",
        "timeToRead": "2 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/04/Retirees.jpg",
          "width": "600",
          "height": "338"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/analysis/",
            "sectionName": "Analysis"
          }
        ],
        "summary": "The industry has grown at a compound annual growth rate of 5 percent over the last 10 years.",
        "body": null
      },
      {
        "uri": "/2019/05/07/voluntary-tech-platforms-pick-your-partners-wisely/",
        "title": "Voluntary tech platforms: Pick your partners wisely",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Commentary",
        "prettyDate": "May 07, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2019/04/TechPuzzle.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Vendors' direct relationship with employers may impact your role if you don't have a voice in the benefits technology conversation.",
        "body": null
      },
      {
        "uri": "/2019/03/21/life-insurance-do-you-know-what-to-look-for/",
        "title": "Life insurance: Do you know what to look for?",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Commentary",
        "prettyDate": "March 21, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/07/Bonnie-Brazzell-Nick-Rockwell-MI-1.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "Learning more about permanent life options may be a point of differentiation with your employer clients.",
        "body": null
      },
      {
        "uri": "/2019/02/07/how-do-you-pick-your-carrier/",
        "title": "How do you pick a voluntary carrier?",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Commentary",
        "prettyDate": "February 07, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/07/Bonnie-Brazzell-Nick-Rockwell-MI-1.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/commentary/",
            "sectionName": "Commentary"
          }
        ],
        "summary": "As brokers get more experience with the realities of voluntary, they're realizing that their criteria for carrier selection needs to expand. ",
        "body": null
      },
      {
        "uri": "/2019/01/15/what-makes-you-stand-out-from-your-competition/",
        "title": "What makes you stand out from your competition?",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Best Practices",
        "prettyDate": "January 15, 2019",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/07/Bonnie-Brazzell-Nick-Rockwell-MI-1.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "With growing similarities in products offered, brokers need to meaningfully differentiate themselves among current and prospective clients.",
        "body": null
      },
      {
        "uri": "/2018/12/13/what-will-the-future-look-like/",
        "title": "What will the future look like?",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Market Insights",
        "prettyDate": "December 13, 2018",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/07/Bonnie-Brazzell-Nick-Rockwell-MI-1.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/market-insights/",
            "sectionName": "Market Insights"
          }
        ],
        "summary": "There are virtually no producers left in the benefits market who won't indicate that voluntary is a growing part of their business. ",
        "body": null
      },
      {
        "uri": "/2018/11/15/opportunity-for-all-sizes/",
        "title": "Opportunity for all sizes",
        "byline": "Bonnie Brazzell and Nick Rockwell",
        "kicker": "Best Practices",
        "prettyDate": "November 15, 2018",
        "timeToRead": "3 minute",
        "image": {
          "uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/07/Bonnie-Brazzell-Nick-Rockwell-MI-1.jpg",
          "width": "616",
          "height": "372"
        },
        "authors": [
          {
            "webUrl": "/author/profile/bonnie-brazzell/",
            "name": "Bonnie Brazzell"
          },
          {
            "webUrl": "/author/profile/nick-rockwell/",
            "name": "Nick Rockwell"
          }
        ],
        "kickerNode": [
          {
            "uri": "/best-practices/",
            "sectionName": "Best Practices"
          }
        ],
        "summary": "Brokers focusing on the small-case market look to expand up-market, and large national houses are looking at opportunities down-market. ",
        "body": null
      }
    ]
  }
}