Every broker knows that cross-selling additional employee benefits can be lucrative. But sometimes it makes more business sensefor both the client and the brokerif certain benefits are sometimes sold separately.

The recessions impact on companies human resource budgets coupled with continued uncertainty over health care reform has spawned a whole new slew of objections that benefits professionals must overcome to get new businessor stop existing clients from inappropriately scaling back services.

The recession and continued uncertainty over health care reform has spawned new objections

As the competitive landscape for benefits brokers gets tougher, effectively communicating benefits strategies with clientsand helping them better communicate those strategies with their employees becomes even more critical.

As the competitive landscape for benefits brokers gets tougher, effectively communicating benefits strategies with clientsand helping them better communicate those strategies with their employees becomes even more critical.

As companies battle strained budgets during the recession, more and more are offering innovative perks to keep employees engaged, particularly as traditional employee benefit costs continue to rise.

When it comes to compensating and rewarding employees, more companies are going less traditional.

Is breaking even really the best incentive for employees and are advisors missing the forest for the trees?