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.
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.
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.
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.
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.
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.
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.
It’s no secret that benefits plan rates have increased at an alarming rate over the past several years, far surpassing inflation and both employer and employee budget increases. Between the Affordable Care Act and other changes in the market, rates have continued to be unpredictable—and many of your clients will face unpleasant increases once again this renewal season. What can you do as a broker to save your clients money at renewal?
While many brokers will simply explain to clients that all businesses are facing similar increases, brokers who want to differentiate and truly support clients are doing more to help clients manage rising costs. This blog examines three potential strategies to help you save clients money at renewal this year.
The benefits renewal experience is fairly standard for an employer today. Their broker tells them how much their rates have increased, shops around for options to potentially offset that increase, and then helps the employer choose a plan. If the employer is in the market for a new broker, each broker likely touts all their “value-added services” along with their renewal expertise, but at the end of the day, the outcome is generally the same.
Brokers today are constantly looking for a way to set themselves apart in an industry that continues to become more commoditized. This blog will examine one way to do so, by introducing the concept of contingency planning.