Why brokers and their clients are keen on medical tourism

In Industry conferences, Sales by Eric Silverman

Originally published on BenefitsPRO.com by Dan Cook. Medical tourism, or medical travel, historically appealed to either wealthy travelers or those unable to access experimental treatment in the U.S. Now, more brokers with self-funded clients are exploring medical travel as a benefits package option. It isn’t for everyone, but in the instances where it does fit, employers and employees can both …

Direct employers to consider voluntary benefits

In Enhanced Benefits, Sales by Eric Silverman

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 …

Create urgency to close the deal

In Enhanced Benefits, Sales by Eric Silverman

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 …

Defined contribution = benefits shopping spree

In Enhanced Benefits, Sales by Eric Silverman

The concept of defined contribution (DC) is not widely used in the enhanced, or voluntary, benefit space. But communicated properly, approaching enhanced benefits from the DC perspective is a powerful and innovative tool that brokers can bring to their clients. I start the conversation by asking employers, “Why do you pay for benefits such as life, dental, vision and disability?” …

Jimmy Fallon Shouldn’t be the Only One Writing Thank You Notes!

In Careers & coaching, Enhanced Benefits, Sales by Eric Silverman

Have you ever considered sending a handwritten note to thank a prospect for hanging up on you? One of my favorite comedy bits on the new Tonight Show Starring Jimmy Fallon is his Friday night “thank you notes” segment. Sure, they’re hilarious and witty, and the musical interaction with his band member and his cohost is comedy gold, but what I like …

Be coachable: how brokers can stay out of their own way

In Enhanced Benefits, Sales by Eric Silverman

Trust the experts to know how to overcome objections and close the sale. When I take on a new client, I start by telling them how the relationship works — and how it doesn’t work. In other words, I’m a big believer in laying down ground rules: What I expect from them as a partner, and what they can expect …

For Benefits, Word Choice Can Prove Paramount

In Careers & coaching, Enhanced Benefits, Sales by Eric Silverman

How “Ancillary” and “Voluntary” may be hurting your enhanced benefit sales I 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 to, innocently enough, refer to the majority of their employees as “tow …

Finding sales partners in unexpected places

In Enhanced Benefits, Sales by Eric Silverman

Working late one evening, my office cleaning guy, Jeff, popped in to tidy up. He had been cleaning my office for nearly a year, but I never see him since he usually does my space last. While he was cleaning, I struck up a conversation with him about how his business operates. I found out that he works alone and …

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 …