Benefits
Risk/Underwriting
Policy
Roleplay
Wildcard
100
Which 2 medical carriers do we leverage for TotalSource prospects in Georgia?
Anthem and UHC
100
What does "WSE" stand for?
Work-site Employee
100
What is the official system of record for validating sales activity?
Salesforce
100
Roleplay- Explain co-employment in 30 seconds to a prospect who is learning what this is for first time.
Shared responsibilities, ADP as employer or record for admin purposes, shifted risk and liability.
100
Roleplay responding to: "PEO's are just too expensive."
Reframe to total cost of risk and value
200
True or False: Preventative care is typically covered at 100% on most plans.
True
200
How recent should loss runs be to be acceptable for underwriting?
100 PT. BONUS- Any loss that is over $_____ requires an explanation for underwriting.
Valued within 90 days
Bonus: $25K- to access severity drivers and corrective actions that have been taken.
200
What 3 criteria constitutes an "Active Sales Process?"
200
Role Play the "Payroll" molecule and the difference between TotalSource Payroll and someone who uses ADP for payroll.
SUI- come onto TS SUI account, we are setup in all 50 states
1-800 Number to call when you have issues VS Payroll Business Partner with TS
Garnishment compliance- TS handles
ADP TS becomes LIABLE for Federal and State Taxes (on ADP Run example you can't sue ADP if this gets messed up and you're not in compliance)
200
What internal ADP tool do we have that provides competitor insight?
Klue
300
What does "MOOP" stand for and how does it work?
Max Out of Pocket.
The maximum amount you are responsible for paying for eligible health care expenses for a calendar year. Often this includes your deductible and the member’s portion of coinsurance and copay.
300
Which scenario is MOST costly to a WC carrier?
Scenario 1: A 38 year old employee falls from a ladder on the job site and sustains a spinal cord injury.
Scenario 2: In the course of a year 10 employee claims ranging from cuts that have required ER visits resulting in stitches. Additional claims from strains such as a sprained wrist and back strains.
Scenario 1: A severe long-tail claim.
While scenario 2 is annoying these are minor claims that add up but resolve quickly and hasno long-term medical follow up.
300
What is the Rollcall $ CAP for over 50 employee leads to Up Market TS?
$75,000
A deal worth more than $250,000 would hit that cap amount.
300
Overcome this cold call objection: "We just renewed our benefits, so we wouldn't be looking to make a change until next year. Give me a call in December."
2nd largest expense next to payroll.
Vote- did they get the meeting?
300
True or False: Coming under ADP TotalSource's FEIN means the client no longer retains their FEIN and it comes inactive.
False- they still keep their FEIN!
Coming onto TS, they sign a CPEO Form 8973 - which this form is used to notify the IRS that a service contract between a CPEO and a customer has started or ended allowing the PEO to file federal taxes on their behalf. Lists their FEIN and the PEOs.
400
What is the new HSA contribution maximum limit for individuals in 2026?
$4,400
400
Prospect tells you "We cannot leave our WC broker because it is bundled with our other insurance lines and we would lose our discount."
Roleplay this objection.
Workers Comp is a monoline insurance, although insurance companies will group it under the “Umbrella” with other lines of commercial or general liability insurance it’s a standalone insurance policy because it only covers one thing, which is workplace injuries and illness.
400
Can I sign a client up on Ambassador if the client isn’t in my territory? (Ex. Lead from a partner)
Yes, You can if outside of your territory, but within your division.
If you FTL and the client is in another division, the territory DM will own the client after close and own the opportunity to enroll the Ambassador
400
You just finished going through the molecules on an EO. Roleplay how you position next steps and what the evaluation looks like in 1-2 minutes.
**Document Collection ("see if we can get your approved")
**Technology Demonstration
**Benefits/Needs Analysis (benchmarking, data, overview)
**Financial Impact/Proposal Recommendations
400
Effective 8/19/2024 on all new FTL leads for PEO DMs:
If an FTL is submitted out of state (unless the state is covered by your office and/or region), you are required to have ________________ before a deal is proposed.
If an out of state FTL is determined to be out of compliance, the first offense will result in 50% forfeiture of roll call. Second offense and beyond will be 100% roll call forfeiture.
A Deal Desk Session
500
What is the BIGGEST difference between an HSA and HRA?
The biggest difference is ownership and funding: an HSA is an employee-owned account you fund (with employer help) and take with you, while an HRA is employer-owned, funded only by the company, and usually stays with the job. HSAs require a high-deductible plan and offer long-term investment, while HRAs offer employer-funded flexibility for current expenses with no HDHP requirement, but funds don't usually transfer if you leave.
500
What Best Code requires a mandatory pre-site survey?
Best Code 8’s and up
500
How many days does a DM have to sign up a client for Ambassador?
90 Days
500
Role Play: *CFO asks you on an EO*, "How does ADP TotalSource help a company like ours increase revenue on our P&L?"
Increase revenue- TALENT
Through better workforce insights, optimized staffing, and productivity tools that ensure the right people are in the right place at the right time.
500
A prospect ask you, "Why does ADP TS require ownership details? for final underwriting approval"
ADP TotalSource requests ownership details as part of the onboarding process because it’s a regulatory and compliance requirement under the IRS-Certified PEO model. Since TotalSource becomes the employer of record for tax and compliance purposes, we must verify:
1. Legal Business Structure
We need to confirm who has controlling interest in the company so we can properly classify the business for tax filings, workers’ compensation, benefits eligibility, and federal reporting.
2. Compliance With IRS & DOL Regulations
Because TotalSource files taxes under our FEIN, federal rules require us to maintain accurate records of all owners with 5%+ stake. This prevents issues with misclassification, fraud, or improper filings.
3. Benefit & Payroll Eligibility
Owner status can affect:
• Eligibility for certain benefit plans
• How payroll taxes are applied
• Workers’ compensation inclusion or exemption rules
4. Risk & Underwriting Requirements
600
Explain how an ICHRA works.
100 Bonus Points- if you can also explain how this differs from employees going directly to the ACA Exchange.
Employers set a defined, tax-free reimbursement amount for employees to use toward individual health insurance and, if allowed, other medical expenses. Employees purchase an ACA-compliant individual health insurance plan and submit proof of their premiums and eligible expenses.
Bonus: An ICHRA (Individual Coverage Health Reimbursement Arrangement) lets employers give employees a tax-free allowance to buy their own individual health plan (on or off the ACA exchange), offering choice and flexibility, while getting ACA exchange benefits means enrolling directly in a marketplace plan, often with subsidies, but with less employer control over plan specifics. The key difference is control: ICHRA gives employees choice from the entire individual market, funded by the employer's fixed contribution, while ACA exchange is a direct purchase where premium tax credits (subsidies) are common, making costs dependent on income.
600
Which States are monopolistic for Workers Comp?
Ohio, North Dakota, Washington, Wyoming
600
How long does a DM have to accept or reject a crossover lead before it is automatically considered accepted?
5 business days
600
Why does ADP charge a % of payroll versus a flat rate?
ADP TotalSource bills as a percentage of payroll. Just like taxes, and WC, a PEO is part of your labor burden, or overhead, per employee. This has some advantages, since it’s a percentage, like WC, it increases or decreases related to wages, so its less likely to get annual increases like flat rate services, such as healthcare or traditional vendor costs.
600
What does it mean to be an IRS certified PEO and why would this be important to a client?
-CPEOs are responsible for the payment of federal employment taxes. (If a company uses a non-certified PEO that doesn’t pay their taxes, they could be liable for the unpaid federal employment taxes, late penalties and interest related to their employees.)
-The certification program requires a CPEO to post a bond each year of up to $1 million guaranteeing payment of its federal employment tax liabilities.
-CPEO clients have express authority to continue to claim specified tax credits for which they would be entitled to claim if there were no PEO relationship.
-Certification eliminates the wage-base restart for PEO customers that join or leave a CPEO during the year. That means the client can make a change at any time and does not need to wait until January to make a change, saving thousands of dollars in taxes.