Referring to employee-funded benefits as ‘voluntary,’ ‘ancillary,’ ‘supplemental’ and ‘worksite’ are hurting your sales. Last month, I shared how I’m on a mission to disrupt the “voluntary” industry by breaking through the health insurance status-quo that employers have been accustomed to for far too long. For me, that started with leaving the voluntary benefits carrier rep lifestyle behind, and it …
My Moment of Clarity: From Voluntary Carrier Rep to Enhanced Benefits Strategist
There is such a thing as overselling and employees being over-insured. As a voluntary benefits carrier rep – I prefer the term “enhanced benefits strategist” – I lived the sweet life for more than a decade. Year after year, I slayed the sales contests. Lavish all-expense-paid trips? I took them. Quarterly and annual bonus checks so large they looked like …
The voluntary status-quo isn’t acceptable, either
Group health brokers who sell themselves as being innovative and non-status quo continue to ignore enhanced voluntary benefits, thus serving only half their clients and arguably snubbing those who need their cost-saving strategies the most: the employees. The buzzwords of the year have all circled around the idea of not being “status quo.” Brokers everywhere are focusing on being innovative, cutting edge …
Direct employers to consider voluntary benefits
Succeeding with enhanced benefits — formerly known as voluntary benefits — involves a super simple strategy. It’s all about setting up a dedicated time with your prospect or client to discuss how enhanced benefits fit directly into their total benefits strategy. Those benefit brokers who get it, get it. But sadly, up to 95% take the wrong approach. As a …
Voluntary Disruption
Bringing the benefits portfolio out to the cutting-edge “Disruptor” is such a loaded word, isn’t it? But it is a precise description of healthcare industry thought leaders like David Contorno of Lake Norman Benefits in Mooresville, NC; Mark Gaunya of Borislow Insurance in Boston, MA; and Andy Neary of The Olson Group in Omaha, NE. These healthcare rock-stars, among many …
Voluntary disruption, Part 3: Level the playing field
Imagine if there was a way that you could change your clients perception of your firms size without signing any new office leases and going on a hiring spree. The word “disrupt,” according to dictionary.com, is a verb used to express “disorder or turmoil,” while “disruption” is a noun that, in business, means to bring “radical change in an industry …
How brokers can disrupt voluntary
Disrupter is the term most often used to describe health care industry thought leaders like Mark Gaunya of Borislow Insurance in Boston, Massachusetts and Andy Neary of VolkBell in Longmont, CO. “Disrupter” is the term most often used to describe health care industry thought leaders like Mark Gaunya of Borislow Insurance in Boston, Massachusetts and Andy Neary of VolkBell in …
Is the largest enrollment firm hiding in plain sight?
Most 1099 contractors mistakenly believe they are beholden to one insurance carrier for enhanced benefit enrollment services. Most folks who consult on voluntary or, as I call it, enhanced benefits, have an enrollment arm to their business that acts as an in-house enrollment firm. They also have in-office counselors who conduct one-on-one meetings with employees to educate them on various enhanced …
Create urgency to close the deal
Have you ever seen, around Thanksgiving, a TV commercial for the local car dealer that says, “Come in for a test drive, and receive a free 30-pound turkey. No purchase necessary.”? There’s a reason they make those crazy offers. It works, and it happens all the time. In the insurance world, I encourage advisers to follow suit — within their …
Disrupting the voluntary benefits market
BenefitsPRO published this article in June about my BenefitsPRO Broker Expo. In his BenefitsPRO Broker Expo presentation, voluntary expert Eric Silverman outlines what advisers need to do to move beyond a status-quo enhanced benefits strategy. When it comes to creating a new vision of voluntary benefits where the products play a central role in the lives of employees and the …