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Best Practices

Getting the most from a sale

Successful brokers make sure that when selling a product into a case, they include the enrollment method to be used.

By Bonnie Brazzell and Nick Rockwell | September 18, 2019 at 10:25 AM
Bird sitting in window Re-enrollment is the “bird-in-hand” opportunity that can get lost amid the focus paid to new product sales. (Photo: Shutterstock)

You’ve made the sale and the employer has said, “Yes, let’s add the newly proposed voluntary benefit.” But of course, we haven’t sold anything until we get employees to elect. The most successful brokers make sure that when selling a product into a case, they include the enrollment method to be used.

Regardless of which method is employed, there are a couple of overarching factors that are important to the successful installation of a voluntary program—but often wind up being an afterthought.

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