Ask The Experts

• Venus and Mars in benefits advising

  When it comes to benefits advising, are men from Mars and women from Venus? Prevailing "wisdom" would have it that men excel at the strategic level, whereas women are more tactical or excel at account management. Are we really from different planets? Or is it more a case of how we are brought along on our career paths?

• Better business performance is at hand for advisers willing to get busy

  In our multi-part series published since the beginning of the year, we have been discussing strategies for increasing sales revenues and profits. We have commented on a fairly broad range of topics, including: prospecting, selling, enrollment and benefits communications, new products and services, improving client and customer retention, and improving operational efficiencies. This month, we want to summarize the key points so that you can focus on those that are most relevant to your business practice and subsequently develop action plans to implement some of these strategies.

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• Rebate wrangling: Texas insurance official aims to clear the air on the thorny issue

  The rebating issue seems to put everyone in a bind. Brokers that do it say they're just trying to justify their commissions. Brokers that don't, say they are being unlawfully run out of business. Regulators are just as likely to close their eyes and plug their ears to the issue as they are to get out their enforcement weapons - fines and de-licensing among them. And finally employers, so used to the practice, either continue to demand that brokers ignore the rules completely or they carefully query their would-be advisers about whether they assume any culpability with such a stance.

• On the road with Rob Nielsen: How do you fill your pipeline?

  For most of us in the employee benefit business, if we have been around long enough, picking up the phone and dialing for dollars has at one point or another been the "prescribed" method for success.

• Making good on the promise of superior service is a great way to make clients stick

  Many advisers will tell clients their strongest attribute is that they offer superior service. But if everyone thinks their service is the best, how does it really set an adviser apart?

• If high quality prospects are the goal, thoughtful marketing is needed

  A key component to creating significant growth in your agency is a steady flow of high quality prospects. Too many benefit professionals have fewer than three appointments per month with new prospects. These benefit professionals tend to rely heavily on passive referrals for new business.

• On the road with Rob Nielsen - It's About Culture

  Well, we are now 90 days into the LeaderLabs odyssey. With over 40,000 air miles, 50 flight segments, and over 40 hotel nights, we have started to draw some definite conclusions. In working with the nine LeaderLabs partner firms from, one thing has been abundantly consistent in every office I have visited. In the journey to achieve optimum financial performance, the first step is invariably, culture. Study after study confirms it. Companies with the best cultures win. They are more productive, they have lower turnover and ultimately, stronger financial performance and profitability.

• Become the complete benefit adviser by fully engaging the prospect

  Last month I introduced you to the concept of change and its relationship to the sales process. The only way to motivate the prospect to implement a change is by asking really great questions that identify what the prospect wants.

• How are worksite and the Iraq war connected?

  Don't know? Give up? AIG's John Penko has some thoughts on the subject. Penko delivered a well-received talk at the recent Workplace Benefits Renaissance in Orlando, Fla., detailing the calling that worksite producers and other benefits professionals are answering when they communicate and educate employees about available products.

• HR executive and adviser look at claims experience from both sides of the table

  In the benefits world data matters. But benefit managers and advisers may have different demands on the data they seek.

• Become the complete benefit professional by motivating change

  Last month we looked at what it really means to be an employee benefit professional and the different facets of benefit planning. Before we can look at the skills involved in marketing employee benefit services, it is important to define what it is that you do.

• Are you experienced? An employer's and broker's views on obtaining health claims data

  Both Sides of the Desk is an EBN column addressing important benefits issues from the employer and broker points of view. No matter what side of the desk you're on, we know there is insight to be gained from both perspectives. This month, columnists Karrie Andes and Yvonne Waterman offer their thoughts on navigating carrier negotiations and obtaining meaningful health care data.