Social motivation: Do others motivate me? Do people like me need this coverage? Harness peer pressure. Get people to nod heads or raise hands in group meetings by asking questions that get a common response. Most employees know someone who has been disabled or suffered a critical illness.

Structural motivation: Do I want to go to a meeting in the assigned location? Do I want to take the time? Design rewards and demand accountability. Set up prize drawings to get people to attend meetings. Even inexpensive trinkets can be an incentive.

Personal ability: Am I personally able to act? How difficult is it to sign up? Are the required forms complicated? Will I be guaranteed coverage? Promote how simple it is to enroll. Stress that you are there to help. Tell people that late-entrant processes are much more complicated.

Social ability: Do others enable me to act? Can people like me afford the product? Present testimonials. Encourage employees to ask others that benefited from the product to share their story.

Structural ability: Do I have the information I need? Do I have time to meet? Is the location convenient? Make sure all the enrollment material is available. Change the environment. Promote the location, convenient times and the fact that meetings are brief, educational and interesting.

From the enroller's perspective, the focus is often on making the experience as easy as possible. A key aspect of this is to underscore the connection of structural ability to personal motivation—the progression from “it's easy for me to do this” to “I see what's in it for me.”