Benefits Sales Strategies

Given that hedge funds and hedging are so much in the news, I began to think about the ways a company can hedge its employee benefit costs.

Offered since 2004, health savings accounts are still relatively new to the health care marketplace, leaving room for education and opportunity for misconceptions. Here are some common myths.

Though confidence for the voluntary market is generally down, the majority of respondents (86 percent) still believe the industrys voluntary sales will increase over the next 12 months.

Half of Americas households (about 58 million) claim to be underinsured when it comes to life insurance, according to a new study from LIMRA. In fact, theres as much as $17.5 trillion in untapped sales potential for the life insurance market.

Using the 5500 data thats on FreeERISA, I can really hone in on the plans that are not only going to be easy sells, but that have the potential to put the most cash in my pocket.

Insurance agenthalf doctor, half lawyer

One of the key concepts in managing customer relationships is listening to the voice of the customer. For brokers, that front line customer is the employer.

Why is it that 16-year-olds can be taught to sell acres of deep fried potatoes to hamburger buyers, but many sales professionals find it difficult to even suggest to a health insurance client they might want to consider dental coverage or group life or disability?