Dynamis Blog

TomRoshar

Recent Posts

Insurance Sales Strategies: Overcoming Objections

Posted by TomRoshar on Aug 14, 2017 7:26:42 AM

“It’s not a good time for me.”

“The CFO’s nephew is our broker.”

“I really only care about cost.”

Overcoming objections is one of the toughest part of sales in any industry, and even more so in the largely commoditized insurance field. Producers, whether new or veteran, should devote time regularly to learning new insurance sales strategies and polishing their skills; overcoming objections should be part of that ongoing improvement effort.

In this blog, we’ll examine several strategies for overcoming objections during the sales process. As you’ll see with each tip, practice and preparation are critical to perfecting this sales skill.

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Topics: Differentiation, Renewal Strategies, Sales/Prospecting

Unseat the Incumbent and Increase Insurance Sales with This Strategy

Posted by TomRoshar on Jul 10, 2017 6:30:00 AM

In a crowded, commoditized market, it’s critical that you know your key competitors, beyond the basics of who they are and their general marketing spiel. Why? Just like every other broker trying to increase their insurance sales, you are constantly looking for an edge, a differentiator that will get you in the door and eventually secure that BOR.

To do so, you must know the strengths, weaknesses, services, solutions and client perceptions of your top competitors, and understand how they stack up to your agency. Incorporating this knowledge into your sales pitch and approach can help you compete better and increase insurance sales.

In this blog, we’ll discuss how to research your competition and put that information into practice, to win more in head-to-head situations and increase insurance sales.

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Topics: Differentiation, Client Service, Sales/Prospecting

3 Out-of-the-Box Strategies to Increase Insurance Sales

Posted by TomRoshar on Jun 13, 2017 6:30:00 AM

The employee benefits market today is a highly commoditized one. Most brokers quote the same carriers and plans, and many don’t have a way to differentiate themselves or show value above the competition. Meanwhile, employers today need more and more support from their broker, to help manage soaring costs, understand health care reform, and assist with other critical functions like HR and employee communications.

There are plenty of sales strategies that brokers can employ, from the tried and true cold call, to networking, to inbound digital marketing. This blog will examine 3 unexpected and out-of-the-box strategies to increase insurance sales, while standing out from the pack to make a great first impression on your prospect.

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Topics: Differentiation, Technology, Renewal Strategies, Sales/Prospecting, ancillary/voluntary benefits

Ancillary benefit options makes employees healthier, more productive

Posted by TomRoshar on May 16, 2017 6:30:00 AM

In our last blog we examined some of the common reasons employers opt not to offer ancillary coverage options to their employees. However, there are many advantages for employers who provide a comprehensive benefits package to employees. In this blog we’ll discuss how offering ancillary benefits can lead to healthier and more productive employees—benefitting the employer’s bottom line.

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

Integrate Ancillary Benefits Seamlessly Into Your Presentation

Posted by TomRoshar on Apr 27, 2017 6:30:00 AM

With health costs continuing to rise, many employers are tightening their budget—and that often means forgoing ancillary benefit offerings. However, offering more comprehensive benefits package can save employers dollars in other areas.

In this blog, we’ll look at the importance of offering ancillary benefits as an employer, and how brokers can integrate ancillary into their strategic benefit conversations.

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

The Ancillary Benefits Market is Falling Short of Employee Needs

Posted by TomRoshar on Apr 13, 2017 6:30:00 AM

Finding—and retaining—top talent is a huge concern for employers. It can be tough to find those “superstar” employees, and once you do, you certainly don’t want to lose them. The compensation and benefits package a company offers is a serious consideration of most employees.

However, many employers are falling short in that area, particularly when it comes to ancillary benefits. This blog will look at the ancillary benefits market, and how it is falling short of employee needs and demands.

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

Increase Insurance Sales by Understanding Common Biases That Affect Producers

Posted by TomRoshar on Mar 21, 2017 6:15:00 AM

In our last blog, we talked about how behavioral economics impacts the sales process and individual decisions of producers. As a short recap, each individual has internal “biases” that are formed based on past experience. Those biases can sometimes cause people to act irrationally (based on their past experiences or “gut feelings”), rather than making the logical decision.

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Topics: Sales/Prospecting, Efficiency/Streamlining, Operations

5 Steps to Attract the Right Prospects & Win the BOR

Posted by TomRoshar on Feb 27, 2017 6:15:00 AM

The beginning of the year is a prime opportunity to prospect. Why? Employers have their latest renewal fresh in their mind, and if they weren’t satisfied, you can win business by presenting a superior renewal experience. This blog highlights five steps to executing on this strategy.

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Topics: Differentiation, Sales/Prospecting

Q1 Insurance Sales Strategies You Need to Know

Posted by TomRoshar on Feb 14, 2017 6:00:00 AM

The beginning of the year offers unique opportunities for prospecting and working toward your sales goals. This blog examines several timely insurance sales strategies you should know.

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Topics: Differentiation, Sales/Prospecting, Operations

Mock Demos: An Insurance Sales Strategy to Embrace in 2017

Posted by TomRoshar on Jan 17, 2017 7:00:00 AM

As we discussed in last week’s blog, the beginning of the year is the perfect time to examine your results and processes, and look for areas of improvement. One area you should consider is producer development. Even the most veteran salespeople can benefit from learning, sharing information and practicing skills. In this blog, we’re going to discuss a specific insurance sales strategy to help producers improve: mock demos.

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Topics: Sales/Prospecting, Efficiency/Streamlining, Operations