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

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

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

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

How to Conduct an Efficient and Effective Mid-Year Insurance Review

Posted by AndyNunemaker on Jul 25, 2016 7:30:00 AM

As a health insurance broker, a lot of your time is dedicated to the annual renewal. However, you also know that it’s important to add value to your clients’ business throughout the year, to build stronger relationships and boost retention. You don’t want your clients to think of you just once a year for their benefits; you want to be a valuable business resource they can turn to.

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Topics: Differentiation, Technology, Client Service

Adapting to a Digital Age of Client Service

Posted by AndyNunemaker on Jul 11, 2016 7:30:00 AM

It’s no secret that the health insurance world is rapidly evolving, and has been for years. The explosion of technology has introduced many changes into the industry, for all parties involved in the process. Health care reform and other market changes have also added disruption and change, not to mention continually rising health care costs that brokers and employers must contend with.

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Topics: Technology, Client Service, Efficiency/Streamlining Operations

Insurance Social Media Tips You Need to Know

Posted by AndyNunemaker on Jun 27, 2016 7:30:00 PM

If you’re a veteran insurance broker or agency owner, social media may seem like a foreign medium for prospecting for new business. But in today’s digital world, social media is actually a great place to generate leads and build relationships with prospective clients. And even if it’s not your comfort zone, there will be younger or more forward-thinking agents spending time on social media—so it may be something you want to consider in your marketing strategy.

This blog will focus on basic insurance social media tips you need to know to get started and be successful on social media.

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Topics: Differentiation, Technology, Client Service, Sales/Prospecting

5 Essential Insurance Email Marketing Tips

Posted by AndyNunemaker on Jun 20, 2016 7:30:00 PM

Email is a powerful marketing tool in today’s digital age. However, because it is so common, it’s easy for your prospecting email to get lost among hundreds of others in a recipient’s inbox. In this blog, we’re going to discuss some insurance email marketing tips to help insurance brokers make the most of this medium to drive sales.

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Topics: Differentiation, Technology, Client Service, Sales/Prospecting

Insurance Agent Marketing: Focus on Education

Posted by AndyNunemaker on Jun 13, 2016 7:30:00 PM

Cold calling. Mass mailings. Networking. Social media. There are countless ways to prospect for new business today, but how do you know which insurance agent marketing strategies are most effective?

Likely a combination of several strategies will yield the greatest success. Today, we’re going to share an insurance agent marketing tip that is less talked about than some others, but can generate powerful leads: focusing on education over selling.

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Topics: Differentiation, Technology, Client Service, Sales/Prospecting