Benefits Sales Strategies

Building a new normal, one step at a time

Paul Wilson | September 20, 2018

Attendees of the recent Q4Live conference in San Diego discussed realistic and actionable ways to address the quality and cost of their clients' benefits plans.

How to stay smart about the health care industry

Doug Dvorak | September 19, 2018

Health care is always changing and it's essential that brokers, employers and individuals stay up to date. But the question is, how do you do so?

News

A tool to reveal plan sponsor benefits spending

BenefitsPRO Editors | September 19, 2018

Judy Diamond Associates tackles the problem of modeled premiums with its latest update for the benefits industry.

Best Practices

What advisors and agents need to know about WARN notices

Bryce Sanders | September 19, 2018

Using the Worker Adjustment and Retraining Notifications, a desire to help, and these 8 tips, you may find new opportunity.

The path to health care redemption

Bret Brummitt | September 18, 2018

Belief that we can still be responsible consumers is perhaps the hardest task in today's health care market, but we must tackle it now.

Conversation

Unique first impressions

BenefitsPRO Editors | September 18, 2018

We asked our readers what the most unique or creative thing they've done (planned or otherwise) that has left an impression on a prospect or client.

Best Practices

How brokers handle client turnover

Cort Olsen | September 14, 2018

For some advisers it is just a matter of getting a better understanding of the employer’s needs.

The voluntary status-quo isn’t acceptable, either

Eric Silverman | September 11, 2018

Group health brokers who sell themselves as being innovative and non-status quo continue to ignore enhanced voluntary benefits, thus serving only half their clients and arguably snubbing those who need their cost-saving strategies the most: the employees.

As costs soar, could AI and virtual care save the day?

Rick Ramos | September 07, 2018

We are seemingly on the cusp of a revolution in AI-driven health care services. To maintain competitiveness, companies need to start incorporating tools and services that use these advanced technologies now.

Best Practices

When it comes to brokerages, one size does not fit all

Alan Goforth | September 04, 2018

Successful brokers know it's not about the size of your business but the service you provide.

Best Practices

Transitioning small employers to self-funding strategies

Cort Olsen | September 04, 2018

How do you make clients understand that fully insured plans are costing them hundreds of thousands dollars a year?

Expert Opinion

The benefits of a broker-only PEO model

Jan Kaupas | August 27, 2018

PEOs can be a good thing for small-business owners and brokers alike.

The evolution of direct primary care – with Jon Hernandez

David Saltzman | August 22, 2018

Jon Hernandez is the CEO at PeakMed Direct Primary Care in Colorado, and he is one of the drivers pushing DPC into its next evolution.

Best Practices

5 strategies for bringing up business at social functions

Bryce Sanders | August 22, 2018

Everyone has the potential to either be a client or refer someone. At your next social function, try these tips.

ACA: 4 things employers should focus on this fall

Judy Boyette and Liz Masson | August 21, 2018

The ACA is alive and well, despite renewed legal challenges and the elimination of the individual mandate beginning next year. Here are four things about the ACA that employers should focus on now to avoid significant financial liabilities.

My wife's story: Anatomy of an insane health care billing system

Carl C. Schuessler | August 17, 2018

The purchase of medical goods and services by employer health plans resembles no other business transaction in American commerce.

Helping employers manage the cost of chronic disease — with Sterling Smith

David Saltzman | August 14, 2018

As our population ages and medicine gets better, we are dealing with more chronic disease than ever before — and it is a huge cost driver in overall medical spend.

Best Practices

5 ways sales teams can get more out of their CRM

Xavier Musy | August 14, 2018

While sales reps have long been using CRMs, most aren’t getting as much out of them as they could be.

Best Practices

What happens when your clients become your friends?

Bryce Sanders | August 13, 2018

Some advisors strictly separate their personal and business lives. But good things can happen when clients become friends.

Commentary

When an ownership mentality hurts you

Kevin Trokey | August 09, 2018

For some, ownership is a “free pass” that allows them to not be accountable to anyone and therefore to not have to perform.

Direct primary care 201

Alex Lickerman, M.D. | August 09, 2018

In my first article in this series, “Direct Primary Care 101,” I outlined the basic structure of the direct primary care (DPC) model. In this article, I’ll explain the benefit DPC provides to employers.

Expert Opinion

Taking the facts OUT of benefits communications

Dan Johnson | August 07, 2018

When it comes to enrollment, employees are responding and acting based more on emotional cues than factual ones.

Life follows employees to work every day – with Anna Mittag

David Saltzman | August 06, 2018

In the 40s, we hired hands. In the 80s, we hired hearts and minds. Today, we hire every bit of every employee — and that includes issues they deal…

Commentary

The broker's summer reading list

BenefitsPRO Editors | August 06, 2018

For work or for pleasure, here's a list of recommended reading for brokers.

Best Practices

5 ways for experienced advisors to get back into prospecting

Bryce Sanders | August 02, 2018

Your clients are retiring, and you know you need to fill that pipeline -- here are some prospecting tips to remind you how you did it before.

Reference-based pricing is like a divorce attorney — with T.J. Morrison

David Saltzman | August 01, 2018

T.J. Morrison believes that the huge interest in self-funded plans requires that they be designed and operated differently than in years past.

ACA compliance & broker responsibility

Marcie O'Dwyer | July 31, 2018

When an employer is faced with a high penalty, they might look to their brokers to assist with not only the official IRS response, but in some extreme cases, the financial burden as well.

Best Practices

14 cold calling tips: Because cold calling still works

Bryce Sanders | July 27, 2018

Lotteries and cold calling share two characteristics: The cost is minimal and the payoff is substantial.

Expert Opinion

3 ways brokers can embrace technology to better serve clients

Rob Carnaroli | July 27, 2018

To stay competitive, brokers should embrace technology as a way to build relationships and demonstrate expertise.

7 cybersecurity questions to help protect your clients’ data

Dennis Healy | July 27, 2018

To protect confidential information in these times of frequent cyberattacks, companies are investing more time and resources into making sure they…

Point-of-sale wellness: How health plans are cashing in

David Vielehr | July 19, 2018

Innovative new solutions mean consumers are incentivized to lead healthier lives.

Pharmacy benefits 2020: half your clients' medical plan budget for Rx?

Cory Easton | July 17, 2018

Here are the five fundamental questions of pharmacy contracting your client should be able to answer when purchasing PBM services.

Quick Takes

Sales lessons from your (much) younger self

Kevin Trokey | July 16, 2018

If you can find a little of your leftover inner child, it can make this responsibility thing a whole lot more fun.

Is the largest enrollment firm hiding in plain sight?

Eric Silverman | July 13, 2018

Most 1099 contractors mistakenly believe they are beholden to one insurance carrier for enhanced benefit enrollment services.

Q&A

You can't afford not to innovate: A Q&A with Derek Rine

Paul Wilson | July 11, 2018

Derek Rine started his career disrupting the broker industry, and to him, today's innovative strategies are second nature.

The status quo just won’t cut it – with Julien Emery

David Saltzman | July 11, 2018

New and innovative models of care delivery and payment models are being incorporated into health plans.

Best Practices

10 problems advisors can help clients solve

Bryce Sanders | July 05, 2018

You know about much more than retirement planning. Are your clients aware of that?

Best Practices

The evolution of voluntary: Expanding voluntary benefit offerings

Scott Wooldridge | July 05, 2018

When it comes to voluntary benefits, the best defense is a good offense.

Where the heck IS everybody? – with Dawn McFarland

David Saltzman | July 03, 2018

Many older practitioners are aging out of the business with no succession plans. Dawn McFarland, President of M&M Benefit Solutions has started one of the few intern and mentorship programs in the business. Now, she wants to scale it.

Best Practices

A tipping point for LGBT policies in the workplace

Alan Goforth | July 03, 2018

Evolving policies and societal attitudes about LGBT benefits create opportunities for brokers.

Live Coverage

'Change isn't easy, but we have no choice': NAHU Convention Coverage

Alan Goforth | June 25, 2018

The discussion at this year's meeting focused on affordability solutions and the changing role of brokers.

Medicare Advantage satisfaction high, but opportunities remain

Katie Kuehner-Hebert | June 22, 2018

Medicare Advantage members continue to be highly satisfied overall, but believe the plans still have significant room for improvement, according to the J.D. Power 2018 Medicare Advantage Study.

Employers changing health strategies to match financial concerns

Katie Kuehner-Hebert | June 20, 2018

Employers are adjusting strategies to keep up with financial concerns and shifting demographics, according to Optum’s ninth annual “Wellness in the Workplace study.”

Podcast

How to “retail-ize” health care and free the unicorns – with Eric Haberichter

David Saltzman | June 19, 2018

We have been talking about consumers in health care since the turn of the century, but real health care consumers — in the true sense of the word —…

HR professionals face shifting priorities, challenges and opportunities

Katie Kuehner-Hebert | June 18, 2018

As HR professionals at small and medium-sized businesses continue to focus on employee productivity and make decisions based on performance metrics,…

Expert Opinion

10 commandments of prospecting for insurance agents

Bryce Sanders | June 18, 2018

Properly done, prospecting brings assets, revenue and even referrals.

The influence of compassionate leadership on employee benefits

Deb Krause | June 15, 2018

While employers are still concerned about the bottom line, their focus has broadened to include the overall health and well-being of employees and their families.

Best Practices

How to boost client trust: Change your body language

Ginger Szala | June 13, 2018

Want to feel empowered? Sit straight and have “presence,” social psychologist Amy Cuddy tells Envestnet Summit RIAs.

3 strategies for reducing pharmacy costs

Rob Piazza | June 12, 2018

For employers and brokers trying to determine how to decrease pharmacy costs for their organization and clients, here are three distinct components to consider.

Podcast

Today’s TPAs must deliver much more – with Jeff Bernhard

David Saltzman | June 12, 2018

In today’s fast-paced and rapidly growing self-funding world, a TPA has to be flexible, nimble and multi-faceted.