For benefits brokers looking at their block of 51-99 business, this year is shaping up like a bad sequel. Less than 2 years removed from the “Great Quote Tsunami of 2013,” brokers are gearing up for what could be an even bigger, crazier off-cycle shopping season in 2015. You can call this one “Quote Tsunami… Read More
How do you explain a process to someone who has never experienced it before? Where do you start? “Well,” you might say, “they start at the beginning.” That’s true, but there’s a lot missing from that explanation, and that’s exactly how it feels when companies talk about private health insurance exchanges. “Well,” I’ve heard people… Read More
I remember what my first employer in the health insurance industry told me. “Benefits,” he said, “is all about relationships.” If I could only find a button on my keyboard that forms those relationships. Any successful broker will tell you that growing and maintaining their book of business requires more than an efficient sales process… Read More
If you are a small group benefits broker, then chances are someone has been trying to sell you a benefits technology system. Chances are that at some point over the past few years (or perhaps repeatedly), someone has called you and said, “Hi. I have a benefits technology system that you should consider.” As the… Read More
Because of last-minute changes to the Affordable Care Act at the end of 2013, many brokers are seeing a bulk of their small-group quoting and sales activity beginning now. Engaging in these processes has been a mixture of remembering the old…and learning the new. At the intersection of old and new are the broker-driven processes… Read More