This article was originally published on Q4intelligence Crushing Mediocrity blog.
There are some basic sales tools you can and need to use to make your success more predictable, but you’re not using them. I know because I ask and I usually get the same answer.
We all know how difficult it is to put a new opportunity in the pipeline. What’s maybe even more difficult is moving that prospect forward to a successful conclusion.
How many of your groups have benefits to help employees who suddenly find themselves the caregiver of an aging loved one?
Over 40 million Americans live this reality every day. Recently, I got a first-hand taste of all the questions and needs that arise when thrust into my own family health situation. At a minimum, an employee has to look to their employer for a little time off. What if employers could offer even more?
Today, I’m sharing 3 reasons support for caregivers should be addressed in the benefits package…
Think about your current clients. Your book of business consists of a diverse set of employers and employees. But, what percent of their employees do you actually serve?
With clear rules stating who is and isn’t eligible for benefits, most brokers zone in on the benefits-eligible segment as they present their strategies to the employer. Obviously, this is a necessary step, but have you considered the untouched opportunity that traditional strategies miss?
What’s your mid-year strategy? The next couple months carry vast opportunity with both current clients and prospects. There’s no looming renewal deadlines or employer end of the year close-out urgency or organizing open enrollment meetings. So how are you leveraging the time?
I’m sharing 3 ideas to help make the most of your mid-year efforts….
Can you SHOW your clients how much money you’ve helped them save? One of our brokers recently shared on LinkedIn that he’d helped clients save more than $1M in the past few years with freshbenies (just one of the many strategies they use with their clients). WOW – that’s real money!
I KNOW you’re implementing strategic ideas to contain skyrocketing out of pocket costs. While you continuously strive to care for your clients, the realities of healthcare in our country make it more challenging each year. As I’m sure you’re VERY aware, unfortunately employees and their families are paying for more than ever before: click here to get our infographic with current stats.
What if I said selling employee benefits to employers isn’t the main goal for brokers? While reading our freshbenies book of the quarter, The Little Red Book of Selling, I was reminded a broker’s role isn’t to sell benefits packages, but to give companies the opportunity to buy benefits for their people.
How do you introduce new services to your clients?
Your client is never eager to hear about another product. They don't want to take time to hear about another product. And they don't have money for another product. Stop taking them products.
BUT, your client always has time, interest and money to solve their problems. So, don't shy away from talking about client problems. Even when the problems have to do with their benefit programs.
I came to work feeling really bad and could tell by my symptoms it was a sinus infection.
I called the Telehealth service and told them my situation. I got a call from a doctor at the exact time they said they would. I shared my symptoms and she called in a prescription.
No office appointment, no office fees, and lots more time to rest.