What's Next
Brokers perform a valuable service for employers—they weed through the myriad of options available for a particular product and present benefit managers with one (or just a few) of the best on the market....
On Second Thought
Mike McKnight has worked in the employee benefits industry for years—not as a broker, but as a carrier rep. Brokers depend on him so they can look good to their clients....
Beyond the Beltway
For decades, as the number of traditional defined benefit pension plans has dwindled and defined contribution arrangements like 401(k) plans have...
Retirement Matters
There is some interesting data just released by the Employee Benefit Research Institute that we all might apply to our practice when dealing with retirement matters....
Competitive Advantage
In the January following an election, there’s an inauguration, followed by inevitable speculation about what the new president will accomplish...
Storeylines
I think it was George Burns — a childhood favorite of mine — who once joked that “Retirement at 65 is ridiculous. When I was 65, I still had pimples.”...
Exit Interview
Amanda Moore, Andrew and Alexander...
Top Ten Selling
The very best salespeople avoid the negative. They look for the positive aspects of everything in life. More importantly, if they can’t see the obvious positive aspects in a bad situation,...