I guess you might call this our "opportunity knocks" issue. In the pages that follow we shine a spotlight on a six-pack of ideas you can use to add new services, try a fresh approach to selling, and tweak your strategies for prospecting, selling and retaining clients.
Here's a map to the articles and columns where you'll find all this buried treasure:
• Onsite health clinics: In our cover story on page 34, Matt McQuide and Rick Gantt explain how installing onsite health clinics reduced their clients' health care costs - and helped to double their book of business in the process.
• Fee disclosure rules: For retirement plan advisers looking for a key differentiator, the fee disclosure rules that take effect next year present a golden opportunity to use transparency on fees and services to separate themselves from the pack. See page 20.
• Vision care: Whether it's voluntary or part of the core health package, incorporating vision care into a sale is becoming a necessity. Brokers who sell vision care are finding success emphasizing the connection between vision care plans and wellness programs. See page 42.
• Succession planning: Powerful tax incentives make employee stock ownership plans a great tool for business succession planning. Find out how to help your clients take full advantage of an ESOP on page 50.
• Cross-selling voluntary: Columnist Nelson Griswold shares some really valuable tips on how cross-selling voluntary benefits can help you boost commissions, retain clients and even keep your foot in the door if you lose a major medical account. See page 26.
• Health care reform: Yes, I know we've been banging the "Obama-portunity" drum a lot lately, but in this month's column, Jack Kwicien wraps it all up succinctly and incisively. Here's that quick-read strategic road map to health care reform you've been looking for. See page 62.
This issue is also the last one for me. I've enjoyed working on EBA, and am very pleased to turn the reins over to Managing Editor Elizabeth Galentine, who is moving up to Editor in Chief. Under her guidance, EBA will continue to be the one must-read magazine for brokers and advisers. She'll be ably assisted by Associate Editors Marli Riggs, who joined the magazine staff in April, and Brian Kalish, who's moving over from Employee Benefit News, EBA's sister publication.
As for me, well, opportunity knocks. I hope it does for you too.
Editor in Chief
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