Service / Administration
Quotes / Sales
Renewals
Broker Management
Time Management/Knowledge
100
This is a key factor in a broker's choice of carriers.
What is Excellent Service?
100
This is what happens when a quote is received and it is reviewed by the Sales Team for specificinformation
What is field underwriting?
100
After a group is issued, this is the term used to describe the length of time before the rates will renew
What is a rate guarantee?
100
This is the process of finding new brokers
What is prospecting?
100
This is the source we use to track and log information
What is the Subagent Database (SADB)?
200
These are required in order for a broker to place business with ENCON and to be paid commission.
What are the broker's Compensation Agreement, Licenses, E&O Insurance, Banking information?
200
True or False: There is no further action required once a quote is released - we just wait for the sales to come in
False
200
This is the process that occurs between ENCON and the broker after s/he has reviewed rates and does not agree with our position on the renewal
What is a renewal appeal or renewal negotiation?
200
This is the process between a Sales Rep and a broker to ensure the broker understands our products and processes.
What is broker training / educating?
200
Without this a sales rep cannot be successful
What is industry and ENCON product knowledge?
300
Bonus Points
300 Bonus Points
300
This is what is required by a sales rep in order to get the sale
What is follow up on the quotes / ask for the business?
300
These are the main factors used in calculating the pooled rates at renewal
What is are demographics?
300
This is a key component that a Sales Rep develops with brokers and is a major factor to their / our success.
What is building a broker relationship?
300
Twice a year brokers are invited to these sessions and are given the opportunity to provide feedback and ask questions about the market and about ENCON
What are the Round Table Meetings?
400
This is a process that enables clients to revise their coverage in order to meet their changing needs
What is a policy change?
400
Bonus Points
400 Bonus Points
400
This is the main driver of renewal rate changes for EHC and Dental?
What is claims experience?
400
This is the term used to describe the process a Sales Rep goes through to determine how much time s/he will spend on a particular broker.
What is broker rating or categorizing?
400
Bonus Points
400 Bonus Points
500
This client letter appoints a broker to to their group plan
What is an Agent of Record Letter?
500
This is the expectation for new sales that is set out at the beginning of each year for Sales Reps
What is a Sales Quota?
500
This is the benchmark we use to determine a group's rate action for EHC and Dental
What is the Target Loss Ratio
500
This is a term for a broker that quotes a lot and doesn't sell anything
What is a tire kicker?
500
These are the key components that a sales rep need to incorporate into their daily, monthly, and annual planning
Quotes.....Renewals.....Policy Changes.....Escalated Issues.....Broker Recruiting.....Categorizing Brokers.....Meetings.....Broker Visits.....Building Broker Relationships.....Education.....Tracking reports for sales contest points and retention bonus for brokers.....etc
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