How many products do you typically review in your usual enrollment discussion with a group client? Medical, ancillary, support (HSAs, benefit admin systems, compliance, etc.) and so on. It's a bunch and it's a lot more than in the past, isn't it?
I believe your discussion and presentation strategy for all these additional products can make or break you. Here's how I would differentiate the most successful brokers I see from the least successful:
The least successful brokers are product-oriented. They pitch ideas like telehealth and advocacy services as a product.
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
