Eric Silverman

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine.

Looking back on the year, brokers like Eric Silverman, principal and owner of Silverman Benefits Group, says many carriers have begun offering value-add products that they can offer to clients in tandem with more traditional voluntary benefits, such as supplemental health and disability.

“Carriers are trying to differentiate themselves in order earn more business,” Silverman explains. “They are… Show more

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine.

Looking back on the year, brokers like Eric Silverman, principal and owner of Silverman Benefits Group, says many carriers have begun offering value-add products that they can offer to clients in tandem with more traditional voluntary benefits, such as supplemental health and disability.

“Carriers are trying to differentiate themselves in order earn more business,” Silverman explains. “They are aggressively offering robust fringe benefits to entice brokers and employers.”

These fringe benefits can range from a free app to zero-copay telemedicine visits, concierge services, employee advocacy programs and zero-cost identity theft protection. But in order for a broker to provide these free or minimal cost services to an employer, the carriers require that the broker meet with all of the employer’s employees to educate them on the various offerings.

That can be useful from the broker’s perspective, since it gives them an opportunity to visit their clients and introduce them to other new products. “Our key is that we always need to see people,” notes Silverman. “If we don’t meet with them, then we cannot sell, so it is a win-win for everybody.” Show less

Interviewed by Paul Wilson, Editor-in-Chief at BenefitsPRO Magazine.

Vocabulary Shift:

In 2017, I set out on a mission to change the perception among benefit advisers about “voluntary benefits.” I chose to adopt the term “enhanced” to replace “voluntary,” and I’ve written social media posts and commentaries about why this change is needed.

As we close out the year, I’m proud of the fact that I am helping lead the charge to break the “voluntary” status quo. Slowly but… Show more

Interviewed by Paul Wilson, Editor-in-Chief at BenefitsPRO Magazine.

Vocabulary Shift:

In 2017, I set out on a mission to change the perception among benefit advisers about “voluntary benefits.” I chose to adopt the term “enhanced” to replace “voluntary,” and I’ve written social media posts and commentaries about why this change is needed.

As we close out the year, I’m proud of the fact that I am helping lead the charge to break the “voluntary” status quo. Slowly but surely, I’m noticing more industry professionals adopting the term “enhanced.”

Finally, one of the most incredible parts of my 2017 has been joining the Agency Growth Mastermind Partnership, spearheaded by Nelson Griswold and his partner Scott Cantrell. This group of industry thought leaders has made me a better benefits adviser and I couldn't be more proud to be a part of it. Show less

Video Publication: Live Interview After Being Awarded 2017 Voluntary Adviser of the Year - One of the Many Clips Put Together and Released from My Interview.

Video Publication: Live Interview After Being Awarded 2017 Voluntary Adviser of the Year - One of the Many Clips Put Together and Released from My Interview.

Adviser Eric Silverman is on a ‘journey to transform’ the perception of employee-paid benefits.

Panel Story Covered and Written by Brian Kalish, Online Managing Editor at Employee Benefit Adviser (EBA) magazine.

Eric Silverman, principal and owner of Silverman Benefits Group and the 2017 Voluntary Adviser of the Year, has also faced challenges with buy-in from others, particularly brokers.

“I just want brokers to be proactive,” he said. “That is what it comes down to.”

“Proactive is not ignoring the big elephant in the room, which is what the industry calls… Show more

Panel Story Covered and Written by Brian Kalish, Online Managing Editor at Employee Benefit Adviser (EBA) magazine.

Eric Silverman, principal and owner of Silverman Benefits Group and the 2017 Voluntary Adviser of the Year, has also faced challenges with buy-in from others, particularly brokers.

“I just want brokers to be proactive,” he said. “That is what it comes down to.”

“Proactive is not ignoring the big elephant in the room, which is what the industry calls voluntary,” he explained. “Bring some strategy to your clients if you are a broker.”

Silverman had advice for all in the room about working with others. “Take a few steps back to take a million leaps forward,” he said. Show less

Podcast Interview with Eric Silverman / Interviewed by David Saltzman

Eric Silverman is one of the most disruptive forces in the area of “enhanced benefits”. You may have been calling them “voluntary” or “ancillary”, but Eric is passionate in his belief that neither of those words make the case for a benefit offering that is more important to clients and employees than ever before.

In this fast-paced interview, Eric explains how advisors interested in enhanced benefits fall into… Show more

Podcast Interview with Eric Silverman / Interviewed by David Saltzman

Eric Silverman is one of the most disruptive forces in the area of “enhanced benefits”. You may have been calling them “voluntary” or “ancillary”, but Eric is passionate in his belief that neither of those words make the case for a benefit offering that is more important to clients and employees than ever before.

In this fast-paced interview, Eric explains how advisors interested in enhanced benefits fall into four distinct classes and delves into which group you want to be in for maximum productivity and client satisfaction. If you are currently active in this space or if you have been on the sidelines thinking about how to incorporate these solutions into your practice’s offerings, make sure to listen to this episode.

What You’ll Learn From this Episode:

- Why language is important and the specific messages it sends when it comes to benefits.
- What the four classes of advisors are as it pertains to enhanced benefits.
- What two keys are for success.
- If and when using professional enrollers is practical and advisable.
- Why the current marketplace and today’s plan designs are driving enhanced benefits. Show less

Interviewed by Rick Ramos, Chief Marketing Officer at HealthJoy.

Rick asked me to use one of my quotes that I had shared online that he felt was perfect for how he wanted to end his new article.

“Having a candid and uncomfortable conversation with a client isn’t easy,” said Eric Silverman from Silverman Benefits Group. “Telling them what they don’t want to know isn’t easy. Easy only wins the short-term popularity contest. Candor wins the short-term respect and long-term loyalty of… Show more

Interviewed by Rick Ramos, Chief Marketing Officer at HealthJoy.

Rick asked me to use one of my quotes that I had shared online that he felt was perfect for how he wanted to end his new article.

“Having a candid and uncomfortable conversation with a client isn’t easy,” said Eric Silverman from Silverman Benefits Group. “Telling them what they don’t want to know isn’t easy. Easy only wins the short-term popularity contest. Candor wins the short-term respect and long-term loyalty of your client.” Show less

Honored as the 2017 Voluntary Benefit Adviser of the Year by Employee Benefit Magazine.

The September 2017 print addition featured a profile piece on all 5 Adviser's of the Year award recipients within their respective award category's.

Eric Silverman is featured on page 25 of this issue and is also acknowledged on the magazine's back cover.

Over the last two months, I’ve continued to discuss how the most influential disrupter to the enhanced benefits industry must be the willingness of the broker community at large to adjust, adapt, and embrace our ever-changing market. How brokers must position themselves as either innovators who drive the change or adopters who follows those innovators and help to steer the change. The bottom line remains firm: Whether you choose to outsource your enhanced benefits strategy to one specific… Show more

Over the last two months, I’ve continued to discuss how the most influential disrupter to the enhanced benefits industry must be the willingness of the broker community at large to adjust, adapt, and embrace our ever-changing market. How brokers must position themselves as either innovators who drive the change or adopters who follows those innovators and help to steer the change. The bottom line remains firm: Whether you choose to outsource your enhanced benefits strategy to one specific carrier, bring it all in-house, or partner with a carrier agnostic firm, you must be proactive and intentional with whatever approach you choose. Show less

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine. This is the profile piece written about me and my firm for the September issue of EBA for being honored as EBA's 2017 Voluntary Adviser of the Year.

Eric Silverman is at the forefront of the broker-to-broker model, partnering with firms across the country to offer voluntary products to a wide array of clients, and experiencing exploding growth in the process.

With nearly a dozen separate… Show more

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine. This is the profile piece written about me and my firm for the September issue of EBA for being honored as EBA's 2017 Voluntary Adviser of the Year.

Eric Silverman is at the forefront of the broker-to-broker model, partnering with firms across the country to offer voluntary products to a wide array of clients, and experiencing exploding growth in the process.

With nearly a dozen separate nominations, EBA chose Silverman, principal and owner of voluntary benefit boutique Silverman Benefits Group, as Voluntary Benefit Adviser of the Year, based on his numerous accomplishments, ranging from being ranked “Best of the Best,” by Aflac since 2005 to achieving double-digit growth in 2016. And, he is on track to beat last year’s growth record. Show less

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine.

Eric Silverman, principal and owner of Silverman Benefits Group, agrees with Alfonsi saying the benefit may not be in such high demand today, but over time it will get there through greater adoption.

“The whole point behind these credit and loan companies is that [as an employee on payroll,] you’re owed the money you worked for already today, and through their program you can have access to… Show more

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine.

Eric Silverman, principal and owner of Silverman Benefits Group, agrees with Alfonsi saying the benefit may not be in such high demand today, but over time it will get there through greater adoption.

“The whole point behind these credit and loan companies is that [as an employee on payroll,] you’re owed the money you worked for already today, and through their program you can have access to your money today,” Silverman says. “For a lot of industries, I think this is a fantastic idea. In practicality, you have to have buy-in from the employer group. Then, it has to be educated properly, which I can’t stress enough, it comes down to the ability of the broker to impart that knowledge to the client.” Show less

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine.

Supplemental medical products such as hospital indemnity, critical illness and accident continue to dominate the voluntary space. However, more and more employers are beginning to show interest in financial wellness benefits like student loan repayment and assistance, leading brokers to examine if they have the know-how to develop a profitable and functioning plan for their clients.

“I struggle… Show more

Interviewed by Cort Olsen, Associate Editor at Employee Benefit Adviser (EBA) magazine.

Supplemental medical products such as hospital indemnity, critical illness and accident continue to dominate the voluntary space. However, more and more employers are beginning to show interest in financial wellness benefits like student loan repayment and assistance, leading brokers to examine if they have the know-how to develop a profitable and functioning plan for their clients.

“I struggle with hundreds and hundreds of broker partners around the country who still do not get the true value of how to implement and install core voluntary benefits such as accident, hospital indemnity, critical illness and so on,” Silverman says. “To say that all of a sudden we’re going to have … all of these brokers trying to sell other financial wellness and student loan-type services, my gosh, to me that is a tall order.”

The vast majority of boutique brokerages around the country are manned by one or two brokers with 50 to 100 clients within their local community. Silverman says this puts a strain on the amount of time a broker can meet with each client to educate them on new benefits and also requires the broker to take additional time to become knowledgeable about new benefits coming into the market.

“Even if the employer says they like [the benefit], they still need the boots on the ground to properly educate the employee on why these benefits make sense,” Silverman says. “Those advisers then need to have knowledge about the core benefits accident, critical, cancer, etc., or the new-age benefits like student loans or other financial wellness benefits. Either way, you have to have the knowledge to provide the educational components.” Show less

"The most influential disrupter to our industry must be brokers’ willingness to adjust, adapt, and embrace our ever-changing market."

“Disrupter” is the term most often used to describe health care industry thought leaders like Mark Gaunya of Borislow Insurance in Boston, Massachusetts and Andy Neary of VolkBell in Longmont, Colorado. These consultants, among many others, have developed and adopted some of the most cutting-edge ideas and strategies to help transform how their employer… Show more

"The most influential disrupter to our industry must be brokers’ willingness to adjust, adapt, and embrace our ever-changing market."

“Disrupter” is the term most often used to describe health care industry thought leaders like Mark Gaunya of Borislow Insurance in Boston, Massachusetts and Andy Neary of VolkBell in Longmont, Colorado. These consultants, among many others, have developed and adopted some of the most cutting-edge ideas and strategies to help transform how their employer clients view and fund health insurance. And they’ve done it in ways I have yet to see anyone write about when it comes to voluntary benefits, or as industry veteran Nelson Griswold and I refer to them, enhanced benefits. Show less

As you begin to have proactive conversations with your clients to ensure they have a proper enhanced benefits offering that complements your recommended overall health care strategy, it’s important that you understand all of the products and services that are available within the marketplace. The message to your clients must be that you’re looking to eliminate benefit redundancy, and any wasteful employee overspend that may have occurred during an initial “product-dump” that led to an… Show more

As you begin to have proactive conversations with your clients to ensure they have a proper enhanced benefits offering that complements your recommended overall health care strategy, it’s important that you understand all of the products and services that are available within the marketplace. The message to your clients must be that you’re looking to eliminate benefit redundancy, and any wasteful employee overspend that may have occurred during an initial “product-dump” that led to an inevitable “commission grab” by whomever first installed enhanced products and services with little regard to the total health care plan. Show less

Interviewed by Paul Wilson, Editor-in-Chief at BenefitsPRO Magazine.

"...As part of our ongoing mission to highlight industry professionals who are making a difference, we asked some top benefits professionals what they wish they had in their portfolio of products. This is what they had to say..."

Long-Term Care

Overall, I believe the current suite of products available in the marketplace is pretty solid and very competitive from carrier to carrier. However, our industry… Show more

Interviewed by Paul Wilson, Editor-in-Chief at BenefitsPRO Magazine.

"...As part of our ongoing mission to highlight industry professionals who are making a difference, we asked some top benefits professionals what they wish they had in their portfolio of products. This is what they had to say..."

Long-Term Care

Overall, I believe the current suite of products available in the marketplace is pretty solid and very competitive from carrier to carrier. However, our industry, in my opinion, doesn't promote long-term care insurance nearly enough. Most advisers don't talk about it much because LTC is extremely expensive, with few carriers in the space and limited options.

But new legislation in 2006 opened the door to new hybrid LTC products that helped reduce the cost while providing needed LTC coverage. Products like these are often available as a payroll deducted enhanced benefit and should be installed in more groups, as they can provide valuable life insurance that is fully portable with no increase in premiums and the often overlooked LTC benefit.

Eric Silverman, Principal and Owner, Silverman Benefits Group Show less

Interviewed by Paul Wilson, Editor-in-Chief at BenefitsPRO Magazine.

"...As part of our ongoing mission to highlight industry professionals who are making a difference, we asked some top benefits professionals what they wish they had in their portfolio of products. This is what they had to say..."

Long-Term Care

Overall, I believe the current suite of products available in the marketplace is pretty solid and very competitive from carrier to carrier. However, our industry… Show more

Interviewed by Paul Wilson, Editor-in-Chief at BenefitsPRO Magazine.

"...As part of our ongoing mission to highlight industry professionals who are making a difference, we asked some top benefits professionals what they wish they had in their portfolio of products. This is what they had to say..."

Long-Term Care

Overall, I believe the current suite of products available in the marketplace is pretty solid and very competitive from carrier to carrier. However, our industry, in my opinion, doesn't promote long-term care insurance nearly enough. Most advisers don't talk about it much because LTC is extremely expensive, with few carriers in the space and limited options.

But new legislation in 2006 opened the door to new hybrid LTC products that helped reduce the cost while providing needed LTC coverage. Products like these are often available as a payroll deducted enhanced benefit and should be installed in more groups, as they can provide valuable life insurance that is fully portable with no increase in premiums and the often overlooked LTC benefit.

Eric Silverman, Principal and Owner, Silverman Benefits Group Show less

"I would argue that the most influential disrupter to our industry must be the willingness of the broker community at large to adjust, adapt, and embrace our ever-changing market... I’ve found that most benefit brokers fall into one of four categories with respect to how they approach enhanced employee funded benefits. Which category do you fall into? ... Whether you choose to outsource to one specific carrier, bring it all in-house, or partner with a carrier agnostic firm, I suggest you choose… Show more

"I would argue that the most influential disrupter to our industry must be the willingness of the broker community at large to adjust, adapt, and embrace our ever-changing market... I’ve found that most benefit brokers fall into one of four categories with respect to how they approach enhanced employee funded benefits. Which category do you fall into? ... Whether you choose to outsource to one specific carrier, bring it all in-house, or partner with a carrier agnostic firm, I suggest you choose to be proactive."
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How do you 'scale' new account closing if your producers aren't as good at closing as you are? The scalability aspect when you’re the only one who can consistently and routinely close a deal is virtually non-existent. By developing and implementing a "siteseller" - you're providing a systematic and transferable way to close deals consistently. The use of our "siteseller," allowed my organization’s new account numbers to dramatically rise, which in turn, greatly helped with our new agent… Show more

How do you 'scale' new account closing if your producers aren't as good at closing as you are? The scalability aspect when you’re the only one who can consistently and routinely close a deal is virtually non-existent. By developing and implementing a "siteseller" - you're providing a systematic and transferable way to close deals consistently. The use of our "siteseller," allowed my organization’s new account numbers to dramatically rise, which in turn, greatly helped with our new agent retention. Show less

Eliminate common objections from your prospects’ vocabulary through the use of "The Set-Up". This is a proven system that allows you to get an enthusiastic "yes," a hard "no," or a 2nd appointment in writing - thus avoiding the most devastating answer you could ever be given by a prospect... a "maybe."

Interviewed by Nick Thornton, Freelance Writer for BenefitsPRO Magazine.

"While the official 2016 voluntary benefits market sales numbers won’t be calculated until next year, anecdotal evidence from brokers, consultants and analysts suggests another strong year of growth.

To that end, we reached out to several stakeholders with various roles in the market. All have high expectations for next year. And all see continued momentum for consumer-driven workplace trends.

Here are… Show more

Interviewed by Nick Thornton, Freelance Writer for BenefitsPRO Magazine.

"While the official 2016 voluntary benefits market sales numbers won’t be calculated until next year, anecdotal evidence from brokers, consultants and analysts suggests another strong year of growth.

To that end, we reached out to several stakeholders with various roles in the market. All have high expectations for next year. And all see continued momentum for consumer-driven workplace trends.

Here are some impressions on the past year and future from a diverse representation of industry players — voluntary specialists, a traditional broker, a voluntary market analytics provider, a consultant, a benefits disrupter and an industry analyst..." Show less

Never lose sight of service and how impactful it is on future sales. I can boil successful open enrollments down to the following very simple and basic open enrollment best practices. By following these best practices, agents and brokers illustrate a consistent path for how they operate and what to expect from professional service.

Interviewed by Nick Thornton, Freelance Writer for BenefitsPRO Magazine.

"Effects of Trump policies on voluntary market, consumerism remain to be seen...

Hillary Clinton and President-elect Donald Trump offered vastly different positions on health care policy over the past 18 months.

Most of the candidates’ proposals revolved around the Affordable Care Act. Clinton vowed to secure, and even expand upon, President Barack Obama’s signature policy. Trump offered fewer… Show more

Interviewed by Nick Thornton, Freelance Writer for BenefitsPRO Magazine.

"Effects of Trump policies on voluntary market, consumerism remain to be seen...

Hillary Clinton and President-elect Donald Trump offered vastly different positions on health care policy over the past 18 months.

Most of the candidates’ proposals revolved around the Affordable Care Act. Clinton vowed to secure, and even expand upon, President Barack Obama’s signature policy. Trump offered fewer specifics, but regularly promised to repeal and replace the ACA with something “better.”

Each candidate’s proposals would have clear implications for the private individual insurance market and the ACA’s subsidized exchanges.

But their proposals’ potential effects on the employer-provided market, the voluntary market in particular and the health care consumerism trend, was much less clear..." Show less

Interviewed by Nick Thornton, Freelance Writer for BenefitsPRO Magazine.

"...Silverman, who is a both millennial and a voluntary market veteran, said he quickly gravitated away from the notion that voluntary’s value was limited to lower- and middle-income workers..."

SNAP into profitability! Boost enrollment participation and next generation millennial recruiting with Snapchat; the fastest growing smartphone social media app of this decade, thus far.

Word choice proves paramount with the employee funded benefit products that are widely and inappropriately known as "ancillary" and/or "voluntary." As an intern, green as can be, I found out the hard way that words are very powerful things that have intense meaning. I encourage producers to choose their words wisely.

A successful broker needs a strong support system and the ability to recognize and fix their mistakes. Part 3 of 3.

Trust in your all-star performers’ capabilities and use positive motivation. Part 2 of 3.

There’s no such thing as practice makes perfect when it comes to sports or business, but many principles of success apply to both. Part 1 of 3.

From "I'll just sign a waiver" to "thank you for saving my family." My very serious story of how one of my largest cancer claims almost never happened. Don’t miss the opportunity to help protect employees from the financial impact of cancer and other dreaded diseases.

"Negative Enrollments" prove positive with the help of telemedicine and voluntary. As this case study shows, integrating telemedicine with voluntary benefits can mean substantial savings for employers and significant opportunities for brokers.

Clients are often willing but too busy to provide contacts (referrals). Adviser should offer to do the work for them. This article was published in the April 2016 print edition of Employee Benefit Adviser (EBA) magazine - Page 36. A similar version of this commentary was originally posted online only in March of 2016. After receiving tremendous feedback and comments, EBA decided it was "print worthy." EBA gets mailed to more than 60,000 readers nationally.

Benefit agencies often thrive by hiring more salespeople, but this can undercut the firm’s long-term viability - Debating the Age Old Recruiting Question – Quality vs. Quantity. We all know that when sales are down benefit agencies commonly hire more sales people. I was probably as guilty of this as anyone for more than a decade. But just because it’s a common practice, doesn’t always make it the best idea.

Clients are often willing to provide contacts, but too busy to respond. How advisers can get past the ‘no’ by offering to do the work for them.

If the owner and the executives are the only folks working during a blizzard or on a federal holiday, wouldn’t those be ideal days to reach your intended target to book an appointment to discuss whatever it is you’re selling?

Have you ever rocked an enrollment to then have the owner of the company call you afterward and say they need to meet with you immediately? The story of how making rookie assumptions nearly cost me my largest employer client at the time.

Hundreds asked adviser Eric Silverman for the secret to his prospect-winning thank you note. Now, he shares the formula to his success.

After a terrific phone conversation, a prospect hangs up before booking an appointment. Consider sending a handwritten note to thank them for hanging up on you, and you just may close the sale, says adviser Eric Silverman.

Interviewed by Laura Catherine Hermoza of CBS News Baltimore.

"Silverman Benefits Group is a full-service employee benefits firm specializing in supplemental health insurance products to fill the gaps left by traditional major medical healthcare. Silverman says that his career success was completely accidental. As a college student he was seeking out an internship in hopes of gaining some valuable real world business experience and saw a flier for an internship with an insurance agency… Show more

Interviewed by Laura Catherine Hermoza of CBS News Baltimore.

"Silverman Benefits Group is a full-service employee benefits firm specializing in supplemental health insurance products to fill the gaps left by traditional major medical healthcare. Silverman says that his career success was completely accidental. As a college student he was seeking out an internship in hopes of gaining some valuable real world business experience and saw a flier for an internship with an insurance agency. So began what would become a fulfilling and lasting career..." Show less

Interviewed by Ingrid Case, Freelance Writer for (then) Benefits Selling Magazine (now, BenefitsPRO).

"The Patient Protection and Affordable Care Act didn’t end the insurance industry in America, despite predictions to the contrary. But it did usher in a variety of changes that affect benefits professionals. No longer able to compete primarily on price, benefits market participants are working to add other kinds of value by becoming clients’ go-to source for guidance on medical costs… Show more

Interviewed by Ingrid Case, Freelance Writer for (then) Benefits Selling Magazine (now, BenefitsPRO).

"The Patient Protection and Affordable Care Act didn’t end the insurance industry in America, despite predictions to the contrary. But it did usher in a variety of changes that affect benefits professionals. No longer able to compete primarily on price, benefits market participants are working to add other kinds of value by becoming clients’ go-to source for guidance on medical costs, supplemental coverage and everything in between..." Show less

Interviewed by Malena Khan, Contributing Writer at The Towerlight - Towson University's Campus and Community News Source (College Newspaper).

"Silverman, a Towson alum, is the owner of an independent insurance agency called Silverman Benefits Group, and says that he owes his success to the Career Center and the advice he received from his academic advisor..."

Interviewed by Ingrid Case, Freelance Writer for (then) Benefits Selling Magazine (now, BenefitsPRO).

"The Patient Protection and Affordable Care Act didn't end the insurance industry in America, despite predictions to the contrary. But it did usher in a variety of changes that affect benefits professionals. No longer able to compete primarily on price, benefits market participants are working to add other kinds of value by becoming clients’ go-to source for guidance on medical costs… Show more

Interviewed by Ingrid Case, Freelance Writer for (then) Benefits Selling Magazine (now, BenefitsPRO).

"The Patient Protection and Affordable Care Act didn't end the insurance industry in America, despite predictions to the contrary. But it did usher in a variety of changes that affect benefits professionals. No longer able to compete primarily on price, benefits market participants are working to add other kinds of value by becoming clients’ go-to source for guidance on medical costs, supplemental coverage and everything in between..." Show less

Applying advice from two legendary coaches, adviser Eric Silverman shares the mantra that drives his recruitment efforts and creates the office culture that produces consistent levels of success for his entire team.

Hiring a part-timer in commission insurance sales is never a bad thing, says adviser Eric Silverman, who shares two tips to make the best out of the process.

Most millennials are not attracted to the idea of working in insurance. With that in mind, you must draw college students in and capture their attention in ways that more alluring industries don’t typically need to, says millennial adviser Eric Silverman.

• The “Lynda A. Silverman Catastrophic Critical Illness” scholarship award was created by my wife and I in honor of my mother, Lynda A. Silverman, who passed away in May of 2001 due to multiple catastrophic health challenges.
• The scholarship is open to any full time undergraduate college student in Maryland, regardless of their major.
• Submission of a statement of 250 words or less is highly encouraged but completely optional for application. The statement should include what makes the… Show more

• The “Lynda A. Silverman Catastrophic Critical Illness” scholarship award was created by my wife and I in honor of my mother, Lynda A. Silverman, who passed away in May of 2001 due to multiple catastrophic health challenges.
• The scholarship is open to any full time undergraduate college student in Maryland, regardless of their major.
• Submission of a statement of 250 words or less is highly encouraged but completely optional for application. The statement should include what makes the student feel that they’d be an ideal candidate for scholarship money and they’re encouraged to include details as to how they can relate to the purpose of why this scholarship was created and founded. Show less