EBA Advisers of the Year, as well as other industry insiders, share their insight on some of the major issues employee benefit brokers face. Take a look as these experts reflect on everything from the Cadillac tax to benefits technology to voluntary products.

Benefits technology: ‘Provide the best tools possible’ 

What works best for clients still struggling to move their technology capabilities into the 21st century? Chris Costello, principal and founder of CBG Benefits and EBA’s Technology Adviser of the Year, shares what he’s doing to provide that push, and a common mistake most advisers make when working with technology.


NAHU 2016 plans: Tackle ‘one of the most serious issues’ for members

The National Association of Health Underwriters has big plans for the coming year, including addressing health reform’s definition of employer group size and the Cadillac tax. CEO Janet Trautwein explains how NAHU plans to be effective in an election year, as well as new ways the organization is equipped to train brokers and advisers.


The one thing CI producers ‘are all clamoring for’

Critical illness insurance sales have been “phenomenal” recently, says Stephen F. Rowley, vice president at Gen Re — a Berkshire Hathaway Company. Watch as he shares what producers are asking for to boost the growth of the product even more.


The No. 1 mistake advisers make

EBA’s 2015 Adviser of the Year Tim Olson describes “the single biggest thing” advisers should avoid. Also, Olson, managing partner at The Olson Group, shares how advisers can make money on licensing fees with little outward spend.


A new day in advising

After two years of tremendous change, excitement and opportunity are on the horizon for brokers who can capitalize on it, says HUB International’s Mike Barone and Shannon Taylor.


Understanding the benefits of proper absence management

The Plexus Groupe's Mitchell Andrews on helping clients understand the upside of strong absence management.


‘Missionary fervor’ needed in voluntary benefits approach

Traditional product labels — core, ancillary, voluntary — are becoming blurred, making education on true risk exposure essential, says Aflac’s Ron Fields.


Voluntary: Find a partner

Before branching out on your own to sell voluntary, EBA’s Voluntary Adviser of the Year, Heather Garbers, suggests partnering with someone to learn from, since voluntary sales are different from traditional health benefits. Garbers, vice president, voluntary benefits and technology, HUB International Insurance, western region, U.S., also shares what her focus is for 2016 as carriers experience changes of their own.


The one thing that can throw off a solid retirement plan

Advisers can build a “wonderful retirement plan” from a design perspective, but financial wellness issues can lead plans with great potential off-track, says Kathleen Kelly, managing partner at Compass Financial Partners and EBA’s Retirement Adviser of the Year. Kelly shares why it is so important to consider financial wellness when building a successful retirement plan.


Obstacles remain in private benefit exchange development

In small group, carriers are often not prepared to take forms for online enrollment, which has been an obstacle in developing private exchanges for this market, says Don Garlitz, senior vice president at bswift. Watch as Garlitz discusses why most employers aren’t yet adopting a private exchange model and if cost savings estimates are coming true.

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