Benefits Sales Strategies

The 2011 MetLife Broker/Consultant Study found that 58 percent of brokers plan to become more consultative to survive the regulatory and industry changes from PPACA. Yet few brokers really understand what it meansand howto be consultative.

If you can get people to trust you, youre half way there. So how do you build trust? By being trustworthy.

One of the largest (and growing) issues facing our clients today is skyrocketing out-of-pocket costs.

As health care costs for large employers have continued their meteoric rise, some of us believe we need some level setting and to look at how health plans, their ancillary partners and other payers face-off in the market and deliver their respective value propositions.

Skinny plans have emerged as a way for employers to offer health benefits, and avoid some of the egregious penalties of the PPACA, without giving away the store.

Being named Benefits Selling's 2012 Broker of the Year will always stand out as one of the highlights of my career.