Benefits Sales Strategies

Its pretty clear that whoever said theres no such thing as a stupid question never worked in the insurance industry.

Larry Gordon, Atlantic Risk Management Corp., Columbia, Md.

Producers too often run their business without letting their teammates know whats important. Everyone may have a general sense of the mission, but not on what they need to do to make it happen.

Imagine what the world of benefits will be like in 35 years, in 2046, when some begin hitting 100. The real future will be strange and a lot more complicated.

Sure, theres real moneyand real challengeinvolved in selling products to the big guys in the business. But there can be real benefits (so to speak).

The rising cost of health insurance looms large among business decision makers.

More effectively communicating the value of disability income protection to younger workers can obviously help them understand their needs but can also help in meeting employers employee retention and productivity objectives.

Getting a potential client to switch their broker is a lot like trying to get them to skydive: theyve been meaning to do it for years, theyll feel much better for having done it; they just need a little push.