Whether you’re prospecting for new business or want to further secure the accounts you have, a tech-first approach can help make your service offerings more efficient for clients without sacrificing the quality of the services they receive. —Alex ‘Fro’ Frommeyer, CEO and co-founder, Beam Benefits
Innovators should also take the time to understand the cultural and business needs of businesses owned by women and people of color and to center those needs in product design and delivery. —Beth Brockland, vice president, workplace solutions, Financial Health Network
This industry is no longer just about business. It’s about HR. It’s about technology. Broker relationships are broader than they have ever been, and rightfully so. You’re not just selling to one decision-maker; you need to keep the whole team in mind. —Amy Spurling, founder & CEO, Compt
We do a lot of outreach and are continually providing them with information and repeating certain things over and over again. The key is consistency; you have to keep at it. —Nancy Giacolone, president, benefits consultant, Olympic Crest Insurance
Let’s build our own networks where we don’t have to go through the BUCAHs to get things done. We’re not there yet, but we’re building a foundation now for the future. —Quincy Atwood, employee benefits, Specialty Risk Insurance Agency
The emphasis we’ve put on communication when it comes to things like demographics and cultural or linguistic communication has made a real difference. All three are big things that many people don’t think about. That’s been really helpful in allowing us to serve our current clients well, but also win new business. —Andrew McNeil, senior benefits advisor, Arrow Benefits
Involvement in meeting organization and providing agenda content can make the jobs of the professional staff easier. This is an opportunity to interact with members who have the potential to be clients. People do business with people they like. —Bryce Sanders, president, Perceptive Business Solutions Inc
We live in a digital world, and it’s important to have a presence and compete online. If you don’t have a website, hire someone to build one. Work with an SEO specialist and digital marketers to make sure your website produces results. Connect as often as you can online, and you’ll start seeing those new clients come to you. —Laura Clenney, vice president, marketing services, BenefitMall
Your prospecting calls shouldn’t be an interruption offering something they already have; they should be an offer to share valuable business ideas and insights. —Kevin Trokey, founder, Q4intelligence
I can confidently say that the decision to invest in ourselves when it felt absolutely impossible created a ripple effect that allowed us to build a team of incredible individuals and serve hundreds of clients nationwide. My point with all this is don’t think twice; invest in yourself! —Chelsea Ryckis, president, employee benefits consultant, Ethos Benefits
Prospecting & making new connections
Design by Chris Nicholls
Illustration: Jorm Sangsorn/Adobe Stock
Today’s most effective leaders need to consider how to make wellness the norm in the fabric of their company culture – and this is important because employee wellness is directly linked to business and organizational success. —Fanny Pihl, employee wellness director, Lifesum
While HR leaders may feel inclined to start the process of researching and onboarding new wellness benefits by focusing on national trends and popular benefit lists, this may result in overlooked populations being left out of the discussion. —Sheri Atwood, CEO, SupportPay
Leaders are pivotal in fostering psychological safety and building trust through their actions, showing employees they are valued and supported in whatever they may be going through. —Maggie Smith, PHR, SHRM-CP, senior vice president of human resources, Traliant.
When wellness is embedded into your workplace culture, you’re showing employees just how much you truly value them—no matter what wellness programs you offer. It’s an investment in your people. Helping employees make lifestyle changes is key to a productive, happy and healthy workforce. —Shannon Isom, senior director of engagement, Marathon Health
It’s a leader’s responsibility to provide a creative, communication-driven workplace where employees feel supported on an individual level. Every team member should have an opportunity to grow toward their best personal and professional self. —John McCartney, APR, principal, Jmac PR
As workplace benefits are put in place to help support wellbeing, it is critical to look at whether employees are prevented from using those benefits when they need them most. —Stefan Underwood, SVP performance methodology, Exos
Employers must steer clear of a deceptive phenomenon known as “wellness washing.” With wellbeing taking center stage in workplace culture, it’s easy to get caught up in the appeal of flashy perks that may not truly contribute to employee welfare. —Mia Barnes, editor-in-chief, Body+Mind Magazine
Addressing these limitations should be a priority for employers. They can take proactive steps to create a culture of openness and support around mental health, thereby reducing stigma and encouraging employees to seek help. —Amy Kazmierczak, chief people officer, Lucet
Brokers and advisors can help employers build holistic benefit packages that not only attract top talent, but also foster a culture of wellbeing and security within the organization. —Heather Deichler, senior vice president of product and underwriting, Lincoln Financial Group Protection
The bottom line is that when people are performing tasks that align with their strengths, they feel a sense of purpose and fulfillment, which enhances their overall wellbeing. —Josh Bersin, global HR analyst and CEO, The Josh Bersin Company
Making enrollment (and beyond) more impactful
Ensuring employee wellness
Using data & tech to your advantage
Creating better communication strategies
Innovative plan design
Personal & professional development
Building a better brokerage
Prospecting & making new connections
Creating a more diverse industry
Challenging the status quo
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