Blog & News

Using 5500 Data for Offensive and Defense Business Development (Part 2): Finding Your Target Now that the east coast is covered in snow, it's the perfect time to continue my series on Prospecting the Federal Form 5500, this time focusing on how to find the targets you identified in the first post of this series. With hundreds of thousands of plans out there, it can be hard to find those plans that are right for you to reach out to. Instead of spending time, effort, and even money contacting leads with little chance of conversation, you need to focus your attention on ...
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New York, NY - January 10, 2019 — Influential business leaders from the insurance and employee benefits industries will convene at the 15th annual BenefitsPRO Broker Expo at the Hyatt Regency Miami in Miami, FL on April 2-4, 2019. The event will feature networking opportunities as well as educational sessions hosted by leading industry practitioners and national experts who will provide insights to help brokers and agents increase sales, improve client satisfaction, and run more profitable brokerages/agencies. Nationally renowned keynote speakers at the BenefitsPRO Broker Expo 2018 will include: James Carville, Political Icon, and Mary Matalin, Celebrated Conservative Voice and ...
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While the Form 5500 is an incredible treasure trove of useful and informative data, there’s a whole other level of information that sometimes gets overlooked when talking about the 5500. The schedule of assets and the supplemental attachments to the 5500 provide a ton of insight on the plan’s structure and administration. Unfortunately, the Schedule of Assets and supplemental attachments aren’t available for every 5500, as companies that file the 5500-SF are not required to disclose that information. We’re going to walk through a typical example of a Schedule of Assets and supplemental attachments to show you how you can ...
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In this post, we are going to focus on one of Judy Diamond's proprietary data points – Red Flags and how to use them in prospecting.  Red Flags are an innovation pioneered by JDA based on 30 years of experience with the Form 5500.  The idea behind Red Flags is to identify retirement plans that have a noteworthy characteristic that is not entirely obvious.  While many of the Red Flags point to potential problems, whether it be with performance, plan design or administration, this is not always the case. There are nineteen Red Flags identified as important relative to prospecting.  ...
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Using 5500 Data for Offensive and Defense Business Development (Part 1) This article is the first in a five-part series devoted to helping you more effectively use the 5500 for prospecting. By the end of this series, you will learn: Steps to locate viable new business Defense strategies for your book of business How to approach your first meeting with a potential client Identify your Clients There are over 1 million ERISA qualified plans active nationwide each year. Nearly 800,000 plans in the retirement space alone. Finding the plans that fit well into your business model can seem like a daunting task. The ...
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