• Best sales and marketing tips: New school

    Our 100 sales and marketing tips list this year is broken down into 10 important categories. This list focuses on new school techniques.

  • 100 sales & marketing tips

    Our 100 sales and marketing tips list this year is broken down into 10 important categories.

  • Griswold: What I’ve learned

    A former broker, Nelson Griswold today works as an agency growth consultant to benefits firms across the country and is recognized as a leading expert on selling and cross-selling.

  • Thinking like Steve Jobs

    Integration. Its the new buzzword and a major theme at most multi-line carriers.

  • Agitate the pain you can eliminate

    Once the broker has identified one or more pain points that lend themselves to a voluntary enrollment solution, he uses more strategic questions to amplify the pain and help the client feel the pain. Here are a few more questions that can agitate

  • Lunch and learn

    Nothing breaks the ice like breaking bread together but regardless of where the discussion takes place, the broker as advisor begins to learn the client's specific issues and concerns. Many brokers have found lunch with their HR client to be

  • Agitate the pain you can eliminate

    Once the broker has identified one or more pain points that lend themselves to a voluntary enrollment solution, he uses more strategic questions to amplify the pain and help the client feel the pain. Here are a few more questions that can agitate

  • Lunch and learn

    Nothing breaks the ice like breaking bread together but regardless of where the discussion takes place, the broker as advisor begins to learn the client's specific issues and concerns. Many brokers have found lunch with their HR client to be