Dynamis Blog

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 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

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

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

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

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

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

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

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