Dynamis Blog

AndyNunemaker

Recent Posts

Unseat the incumbent broker with these 16 prospecting questions

Posted by AndyNunemaker on Jun 20, 2017 6:30:00 AM

For an employee benefits broker, prospecting often means convincing the employer to fire the incumbent broker. This isn’t an easy task, especially since most brokers are quoting the same plans from the same carriers. However, there are ways to differentiate and show prospects that you can provide better service and support than their current broker.

One of the most effective ways to defeat an incumbent broker is by asking the right questions. Prospects may not respond to a hard sell about what makes your agency superior, but asking targeted questions can accomplish the same goal. This strategy can pique the prospect’s interest, keep them engaged throughout the sales process and help you close the deal.

This blog offers 16 questions to ask your prospect throughout the sales cycle, to help unseat the incumbent broker and secure the BOR.

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Topics: Differentiation, Technology, Renewal Strategies, Sales/Prospecting

3 strategies to sell more ancillary benefits products

Posted by AndyNunemaker on May 23, 2017 6:30:00 AM

In recent blogs, we examined why employers aren’t offering ancillary benefits, as well as the advantages to doing so. In this blog, we’ll focus on strategies to help you sell more benefits products.

You likely already understand the benefits of selling more ancillary products, but we’ll review here:

  • Help clients provide a more comprehensive and competitive benefits package
  • Support employee health and productivity
  • Earn more broker commission
  • Build stronger client relationships by managing more of the employer’s benefits package

With those advantages in mind, we’ll examine some concrete strategies to sell more ancillary benefits products.

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Topics: Differentiation, Technology, Client Service, Renewal Strategies, Dynamic Plan Designer, ancillary/voluntary benefits

Why employers aren't offering ancillary benefits

Posted by AndyNunemaker on May 9, 2017 6:30:00 AM

As an employee benefits broker, you do your best to advise clients and make recommendations in their best interest. However, we all know that clients don’t always heed that good advice, for one reason or another.

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Topics: Differentiation, Technology, Client Service, Renewal Strategies, Dynamic Plan Designer, ancillary/voluntary benefits

Understanding the Ancillary Benefits Disconnect to Increase Insurance Sales

Posted by AndyNunemaker on Apr 20, 2017 6:30:00 AM

Insurance brokers understand the need for a strong benefits package, but many employers today are falling short of employee demands. Our last blog looked at employee demand (and financial need) for ancillary benefits.

In this blog, we’ll discuss the significant disconnect that exists today in the ancillary benefits market—and how you can use those insights to increase insurance sales.

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Topics: Differentiation, Client Service, Renewal Strategies, Sales/Prospecting, Operations, ancillary/voluntary benefits

Improve Your Insurance Sales Process in 4 Steps with Behavioral Economics

Posted by AndyNunemaker on Mar 28, 2017 6:00:00 AM

In our last couple blogs, we talked about how individual internal biases can negatively impact sales performance, and how behavioral economics can impact your insurance sales process on a larger scale.

As a quick reminder, each individual is shaped by their past experiences, which results in internal biases that often dictate future behavior. Essentially, behavioral economics examines why people often make emotional decisions, rather than ones based on logic or objective standards.

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Topics: Sales/Prospecting, Efficiency/Streamlining, Operations

Why Behavioral Economics Matters to Your Insurance Sales Process

Posted by AndyNunemaker on Mar 13, 2017 6:15:00 AM

Whether you’re a producer, sales manager or agency owner, you likely keep an eye out for anything that can improve sales or give you an advantage over competitors. In this blog, we’ll discuss how behavioral economics can impact your sales process, and how to use the concepts to win more business.

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Topics: Sales/Prospecting, Efficiency/Streamlining, Operations

Gut-Check Time: Do You Need a New Approach to Renewals?

Posted by AndyNunemaker on Feb 21, 2017 6:00:00 AM

 

You just finished your busy renewal season, so the last thing you probably want to think about right now are benefits renewals. But it’s important that you do, to ensure you aren’t at risk for losing business to a competitor. Even when clients seem happy, competitors are great at finding ways to demonstrate their superiority. Check in on your process and see if you need a new approach to renewals, with the tips in this blog.

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Topics: Differentiation, Client Service, Dynamic Plan Designer

Dynamis launches Proposal Generator Tool to Streamline Employee Benefits Planning [Press Release]

Posted by AndyNunemaker on Jan 27, 2017 8:40:12 AM

 

Dynamis launches Proposal Generator Tool to Streamline Employee Benefits Planning

 
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Dominate Q1 Insurance Prospecting With This Strategy

Posted by AndyNunemaker on Jan 24, 2017 7:15:00 AM

 

The end of the year for an employee benefits broker is largely consumed with renewals. Now that the busy renewal season is over, it’s time to focus on growth for the following year, whether you’re a sales manager leading a team or a producer out there prospecting.


In this blog we’ll discuss an insurance prospecting strategy that is particularly effective at the beginning of the year, and can help you start the year off strong in new business.

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Topics: Differentiation, Sales/Prospecting

Examine Your Insurance Sales Processes to Start 2017 Strong

Posted by AndyNunemaker on Jan 10, 2017 7:30:00 AM

Now that the new year is upon us (and your busy renewal season is done!), it’s time to look ahead to 2017. You’ve likely evaluated performance from last year and set 2017 sales goals. Have you defined how you will meet these goals?

There are many strategies you can use to boost sales, but the beginning of the year is a particularly good time to examine your insurance sales processes. Why? While you undoubtedly have standard sales processes in place, there is always room for improvement. And because your insurance sales processes can significantly impact sales performance, you should consider evaluating your current processes and looking for areas to adjust. This blog will share tips for effectively evaluating your processes and tweaking to boost sales production.

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Topics: Sales/Prospecting, Efficiency/Streamlining, Operations