Our 100 sales and marketing tips list this year is broken down into 10 important categories. We've already covered social media and old school tips. This list focuses on new school sales techniques.

21. Know everything you can about wellness programs — and how to help clients implement them (and why they should).

22. Develop a personal brand as a thought leader by writing blog posts and articles, and contribute to topical discussions online to demonstrate how you think strategically about topics in your industry. —Kevin Davis, advisor, employee benefits at Lacher & Associates

23. Become more consultative and strategic in your approach to client engagement. Help your clients develop a 3-5 year benefit strategic plan to guide all their major benefits decisions and expenditures. It will help you to elevate your status to that of a trusted adviser alongside their attorney, accountant and important banking relationship. —Jack Kwicien, managing partner, Daymark Advisors; Baltimore

24. Know about the most popular voluntary products — they're a huge sell.

25. Connect with female clients. They're often the ones making the benefits and financial decisions.

26. Know all about telemedicine. It's the next big thing; haven't you heard?

27. Incentivize growth. Most benefits firms reward renewals the same as new business, then wonder why their salespeople don't bring more new business. If you want to grow your book, revise your compensation plan to pay less for renewals and more for new accounts. It works. —Nelson Griswold, managing director, Agency Growth Mastermind Network; Nashville

28. Stay on top of emerging trends in the industry. And be an early adopter (when it seems right).

29. Develop a winning strategy. Challenge the status quo. We believe a strategy should be as powerful as a cannon, and our agents should feel comfortable with the knowledge that they are coming to the table with something unique that our firm can execute flawlessly. —Michael Anza, Anza & Anza Associates, Philadelphia

30. Connect with small businesses about their missing coverage with these steps: Emphasize the importance; design a creative plan; provide plan updates and emphasize local, personalized service. —Keith Storie, product development marketing director for Standard Insurance Company

Also read:

Instant Insights /

Best sales and marketing tips: New school

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