One of the key concepts in managing customer relationships is listening to the voice of the customer. For brokers, that front line customer is the employer.

One of the bright spots in Omaha, Neb., every June is the College World Series. Its a great sporting event that attracts thousands from around the country, including dozens of brokers who specialize in selling benefits.

Earlier this week, I conducted a continuing education class on voluntary benefits from the employers viewpoint for the Nebraska chapter of CEBS.

May is Disability Awareness Month, a fact I typically overlook when writing the May column.

One of the primary ways we seek to build a competitive edge is to come up with great ideas ideas that give us an advantage over competitors. But there seems to be more competitors every day, so the pressure to create a more unique value proposition is amplified...

Do you remember reading this columns headline in this magazine just over two years ago? I do. Credit the headline to Denis Storeys interview of Tracy Dieterich in the March 2009 issue. Its available on the Benefits Selling web site in case you missed it. Its a...

As this is written, it is the interminable period of time before the Super Bowl, and those of us who are sports fans have doubtless heard the truism "defense wins championships." As I pondered this, it came to me that there is a