Join the ‘voluntary’ revolution

In Careers & coaching, Enhanced Benefits by Eric Silverman

To say that I’m a bit humbled and overwhelmed with the incredible honor that has been bestowed upon me as the 2017 Voluntary Adviser of the Year by Employee Benefit Adviser would be an understatement. I’ve had the privilege of working with and being surrounded by some of the most talented and amazing colleagues in the enhanced benefits industry throughout …

How to maximize enrollment with enhanced benefits — with Eric Silverman

In Enhanced Benefits, Sales by Eric Silverman

Originally published on BenefitsPRO.com by David Saltzman. You may have been calling them voluntary or ancillary, but Eric is passionate in his belief that neither of those words make the case for a benefit offering that is more important to clients and employees than ever before. Eric Silverman is one of the most disruptive forces in the area of “enhanced …

Voluntary disruption, Part 2: Products

In Enhanced Benefits by Eric Silverman

As you begin to have proactive conversations with your clients to ensure they have a proper enhanced benefits offering that complements your recommended overall health care strategy, its important that you understand all of the products and services that are available within the marketplace. Last month, I discussed how the most influential disrupter to the enhanced benefits industry must be …

Voluntary disruption

In Enhanced Benefits by Eric Silverman

I would argue that the most influential disrupter to our industry must be the willingness of the broker community at large to adjust, adapt, and embrace our ever-changing market. “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. These consultants, …

How to adopt a time-proven sales closing strategy

In Careers & coaching, Sales by Eric Silverman

Seventeen years ago, I was a college intern with zero sales experience and no insurance background. My manager was an old-school sales pro who preferred to have a conversation with prospects, and for the most part, shoot from the hip. To say he wasn’t a great closer, however, would be a lie. In fact, he remains one of the top …

How to close deals faster

In Enhanced Benefits, Sales by Eric Silverman

Give me a “yes.” Give me a “no.” Just don’t give me a “maybe.” “Seems like a good idea, but we’re very busy right now.” “Thanks for coming in; call me in two weeks to discuss.” “I like what I hear so far; I’ll call you after I read everything.” “Sounds good; I’ll think about it.” Sound familiar? Whether I …

3 simple ways to crush enhanced benefits open enrollments

In Enhanced Benefits, Sales by Eric Silverman

Raise your hand if you’ve ever had an enhanced benefits (formerly known as voluntary benefits) open enrollment not go exactly as you envisioned or would have liked. If you’re one of the few who has never had this happen and you have a perfect open enrollment season score, then I applaud you with a raised and very suspicious eyebrow. For …

The millennial marketing tactic your competitors aren’t using

In Careers & coaching, Social media by Eric Silverman

“Hey cuz, do you Snap?” That’s the question my millennial client asked me a couple of years ago via text message. My response was probably not very different from yours would have been at that time and probably is still: ‘Isn’t Snapchat just for teens sending each other questionable videos?’ Similar things were initially said about text messaging, YouTube, Facebook, …

How ‘ancillary’ and ‘voluntary’ are hurting enhanced benefit sales

In Enhanced Benefits, Sales by Eric Silverman

As an intern, green as can be, I found out the hard way that words are very powerful things that have intense meaning. I’d just closed my first 50-life case and couldn’t wait for the employee group meeting. Visions of 80% employee participation were letting my mind cash checks that inevitably my mouth hadn’t yet written. While presenting, I proceeded …