Eba-Businessmanagement-Backoffice

On the road with Rob Nielsen: "It's not my place..."

Mon, 01 Sep 2008 21:33:00 GMT

This comment, overheard at an industry meeting (and also the subject of this month's editor's letter), is indicative of the way the benefits brokerage and advising business continues to shift and reshape itself.

Information gathering is a crucial part of making your case

Mon, 01 Sep 2008 21:30:00 GMT

Back in July, I suggested techniques and tactics that will yield better appointments and keep the prospect pipeline full - such as marketing tools like e-mail newsletters, direct mail and networking. Once your calendar is full, your work is not done.

Raw Bar: Big broker ponders future of EB sales

Tue, 12 Aug 2008 17:29:00 GMT

Willis' Joe Plumeri spent three weeks doing 40+ events on the roadshow following the announcement that his firm would acquire HRH. Listen in as he talks about what the future looks like for the pair of brokerages as well as what the future holds for the rest of masses of employee benefit sales professionals.

Study shows widespread 5500 noncompliance

Tue, 12 Aug 2008 17:21:00 GMT

Research covering nearly 75,000 companies shows that in some employer categories 5500 noncompliance approaches 60%, according to a report from Mount Laurel, N.J.-based benefits brokerage Corporate Synergies.

Use CRM to evolve your business

Tue, 12 Aug 2008 17:10:00 GMT

How often do you take a step back and think about your business? A major component of having a business plan is dependent on how you manage your clients and their data.

On the road with Rob Nielsen: Think again if you're dismissing social networking

Fri, 01 Aug 2008 21:21:00 GMT

This entire phenomenon of social networking, has commonly been discounted by many mature, responsible adults as at best, the exclusive dominion of 'millennials', and at worst, a passing fad and general waste of time. As I travel around the country now, working with benefit advisers in many different cities, neither of these positions seems to hold water.

Turn speaking and writing gigs into good leads with a little planning

Fri, 01 Aug 2008 21:13:00 GMT

Positioning yourself as the expert in benefits within your market has nothing to do with delivering great service or doing a good job at shopping health plans. There are three techniques that you can use to position yourself as the expert in employee benefits in your market. First, in the words of author and sales consultant Ken Blanchard, you can turn your clients into "raving fans." For the purposes of this article we will skip this technique, but I highly recommend reading Ken Blanchard's book of that name. The second technique is to use public speaking as a tool to create an expert image. Finally, you can use the printed media and write articles on your area of expertise.

Smart, strong...and female

Fri, 01 Aug 2008 18:04:00 GMT

Men still outnumber women in benefits advising, but that is changing. What's more, there is a belief that those talents most prized as the industry tacks towards consumer-driven health may be best modeled by the women of benefits advising. Conversely, the gaps between individual men and women in areas like finance demonstrate an opportunity for the industry to take a look at the differences that continue to divide the genders and address them.

And the winners are...

Tue, 29 Jul 2008 16:58:00 GMT

We're wrapping up two awards today at EBA HQ and we have another installation of the Friday Fray to tell you about, this time we're taking a look at EAPs. The first award is the 2008 Employee Benefit Adviser of the Year, which is sponsored by MetLife.

Onsite health gains traction

Tue, 15 Jul 2008 18:51:00 GMT

Worksite health care and onsite clinics have been re-invented from the manufacturing industry days of occupational health. Today's onsite health programs serve a variety of employer groups, can report solid ROI and take a holistic approach to health and productivity. During last week's episode of the Friday Fray David Demers, director of strategic planning and product development for Marathon Health and Raymond Fabius, president and chief medical officer at CHD Meridian addressed the questions of employers and consultants on this hot topic.