Benefits Sales Strategies

I understand that prospecting isn't easy, and it's more difficult today than ever before. But it's still the foundation of the sales job producers sign up for.

The CAA will soon begin holding employers accountable for upholding their fiduciary responsibility and exploring insurance options that lower the cost of employee health care.

The new report found that employers see health benefits as a valuable recruitment and retention tool and have worked hard to keep such benefits.

As the year progresses, expect an increasing number of employers and benefits consultants to build value-based networks designed to improve health outcomes while reducing costs - and alternative care delivery sites will expand.

It's key to focus on carriers through the same lens as your clients to ensure you create the best match.

"ICHRAs allow employers to offer a spendable allowance to employees to shop for individual health insurance from the entire marketplace of options," says Annie Bushey, client executive at Holmes Murphy & Associates.