Benefits Sales Strategies

The other day, I ran into Mike Smith, president of The Brokerage, Inc., a general agency based in Lewisville, Texas. Mike was a speaker at the 2010 Benefits Selling Expo, and made the tough decision to skip this years conference after getting an invitation to attend the Masters (I dont...

May is Disability Awareness Month, a fact I typically overlook when writing the May column.

Greg MyerNaples Fla.

As benefits producers we sell and service health and financial security. When a child is sick or a spouse is in pain, we provide the means of treating the illness and easing that pain while protecting the familys fiscal well-being.

Sometimes there is a bogeyman.Rhetoric is often served with a generous dose of fear especially in this particularly rancorous political climate.

Last month, we talked about the impact of employee turnover and the amount of sales effort required to replace those losses. Our conclusion was that a basic conversion program helps brokers get off the attrition treadmill and use new account sales to grow the block rather than stay even.

How can we maintain the cost of benefits and still provide employees with added value beyond their salary and compensation plans? Its a question corporations are asking and an opportunity for brokers and producers to step forward with alternatives that can offer new solutions.

Since it was Memorial Day last weekend in the United States, and theres nothing more American than a good ol backyard Memorial Day barbecue, I thought wed take a look at the 401(k) plan of Weber-Stephens Products, which has been producing the iconic Weber Kettle grill since 1952.