- Employers to maintain comprehensive and budget-friendly employee benefit packages to attract and retain employees
- Employees to purchase valuable coverage at a discount through a carrier their employer has endorsed-often with streamlined underwriting
- Producers to see increased referrals, increased cross-selling opportunities, and more commissions
To be successful, producers need to understand the customer, effectively communicate the offering and work with the employer to establish a plan and enrollment strategy that best meets the employer's needs.
Understand the customer--Employers are the "gatekeepers" to employees and a strong relationship with them can result in better support, access to employees and a stronger plan design. When meeting with employers, position yourself as an expert for employee benefits and ask questions that help you deepen your understanding of their workplace and objectives. The knowledge you gain helps you and the insurance carrier develop a plan design that meets employer and employee needs.
Communication--Putting benefit decisions in the hands of employees means more education and communication is needed. Most employers welcome assitance in helping employees understand the benefit offering. The best way to educate them and ensure a successful enrollment, is to use a variety of communication methods with messages that address their needs.
Establish a plan--Creating a customized plan design and determining the best way to communicate with employees takes time and coordination. Work with an insurance carrier or BGA that offers assitance, such as customized communication templates, employee enrollment packets, and enrollment help. Establish employer expectations by clearly defining your and their role regarding account set-up, enrollment communication, enrollment meetings, and policy delivery.
Following these tips when selling and enrolling a voluntary multi-life DI program can provide benefits for everyone-you, the employer and their employees.
For more tips or assitance with your next multi-life DI program, contact OneSource Brokerage.
