Greg Myer, Naples Fla

1. Treat everyone in the enrollment equally – many times the person with the most influence among peers doesn’t have the big title. I once saw a broker lose a 400-life account because he told the administrators they shouldn’t have to be in the same group meetings as the ‘workers.’
2. Collaborate - No one is the best at everything.  Some of my best ideas have come from working with others, even those new to the industry.
3. Be clear – if you’re not specific in your requests, you’ll get results- just not the ones you want!
4. Have a business plan – having crystal clear goals and reviewing them often will ensure consistent growth.
5. Stay in the game- too many agents give up too soon.  They try selling voluntary for a while and then give up and go back to their old ways.  Selling worksite is a long-term strategy, not a short-term game.
6. Celebrate success, even the small ones- I like to rewards agents, brokers and even myself for every success.  I’ve found celebrating success leads to more success.
7. Approach each meeting knowing the result you want- know ahead of time what the best possible outcome could be for the employer, broker, and yourself. Stay focused, and don’t just ‘wing it.’
8. Realize and remember who controls the account- sometimes it’s the CEO, HR, controller or broker.
9. Every enrollment is unique- After 16 years in the industry, I still come across situations I’ve never had before.
10. Worksite benefits must be made simple and hassle-free- if you want to close worksite accounts, you have to make the entire process easy for the employer, otherwise the decision to move forward will keep getting delayed.