BenefitsPRO Magazine-January 2018

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  • Put holiday bonuses to work

    Christopher Carosa

    Clark Griswold's real mistake wasn't buying a pool before he received his Christmas bonus; it was thinking he should use his Christmas bonus to buy something.

  • Keeping your clients

    Marty Traynor

    Profitability doesn't come from acquiring business, but from retaining happy customers and the benefits of the revenue stream they create.

  • Jacked up renewal meetings

    Kevin Trokey

    There are a lot of employers out there who have had some really bad renewal days as they meet with their traditional benefits broker to receive the inevitable bad news.

  • The curve is a game changer

    Gil Lowerre and Bonnie Brazzell

    For two decades, industry voluntary sales increased year after year, driven by new brokers entering the business. But seven or eight years ago, that came to an end as more brokers changed their selling strategies.

  • Your Move

    Scott Wooldridge

    The insurance market in 2016 was marked by chaos and uncertainty, and 2017 will probably be remembered in much the same way.

  • 100 sales & marketing tips

    Emily Payne

    If you want to make your mark on the industry in 2018, youre going to have to bring your A game.

  • HSA How-To

    Peter Westerman

    If an employer wants to offer employees pretax payroll deferrals to their health savings accounts, the employer needs to first create a Section 125 plan or cafeteria plan that allows HSA deferrals.

  • This is much bigger than me

    Paul Wilson

    Kareim Cade is president and CEO of Great Lakes Benefit Group, located in Southfield, Michigan.

  • Looking ahead

    Paul Wilson

    My New Year's resolution is threefold: 1.

  • Make it a little better

    Paul Wilson

    Despite the cynical age in which we live, it's hard not to feel a surge of hope and optimism each time we turn the calendar page and start another year.

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