Lead Advantage
What are the 3 modes of communication that we can use to build touches?
1. Call
2. Drop
3. Email
What is the difference between us and major medical insurance?
We pay people, not hospitals and institutions.
"We already have benefits"
That's awesome, first off thank you for taking care of your people. I work with businesses all the time that have benefits in place, in those cases I simply like to take a look at what you have in place and make sure that you are paying the right amount & that the policies are accomplishing your goals and objectives... if those things are in place I will shake your hand and get out of here.
How do we help a business owner?
Attract & Retain Talent
Employee Productivity, Job Satisfaction, Wellness
Employee Education
In Missouri, this gets released March 31st..
IDN 8100
What is Lead Advantage?
System of follow up that guides how often we should be reaching out and ensures that our message is appropriate.
This provides a benefit for an employee diagnosed with a covered illness, such as heart attack, stroke, coronary artery bypass surgery, end-stage renal failure or major organ transplant – among others.
Critical Illness
"Not Interested"
No worries, if you don't mind telling me are you not interested because this is a bad time or is it more of a cost issue?
What are the two policy types that are recommended to position early?
1. Accident: competitive, affordable, and easy to understand
2. Dental: use it as a bridge to our other products.. boosts enrollment.
What are our 3 competitive advantages?
Gathr, Agent Assist, CBS
Know your statistics: what % of sales people follow up more than 2x?
25%
This policy offers benefits to assist with out-of-pocket costs for a specific type of diagnosis that may not be covered by major medical. Coverage includes expenses related to inpatient or outpatient treatment, surgery, travel, and recovery care. Some plans may offer annual screenings to promote prevention and early detection.
Cancer
"I don't have time for this"
No worries, I completely understand. When would be a better time to discuss this? I'll follow up with you then.
How can we help a HR professional?
1. We will Handle Enrollment
2. Administrative Time Savings (GATHR)
3. Value-Add Programs
Who can explain drive 375 and tell me what is expected across each level of activity; calls, drops, emails?
Monday: 150 Calls (6 blocks = 25 calls per block)
Tuesday-Thursday: 40 Drops Each Day + 10 Dials Each Day = 120 Drops | 30 Dials
We are now at: 300 Touches
Friday: Finish Strong Friday's: 75 finishing touches
What % of sales happen between 5-12 touches?
80%
This plan helps offset the unexpected medical expenses that may result from a covered incident. Typically, they cover some of the costs related to initial care, surgery, transportation, and lodging as well as follow up care. Think of it as a plan that prices out body parts.
Accident
Who are you?
My bad, I usually lead off with that! I'm your local Colonial Life agent, I work with businesses in the area and help them grow their business and retain key employees by offering full-service employee benefits. I was just hoping to make a connection with the person here that would be in charge of that decision making... is that you?
What are enrollment conditions, why do we care, and what can we leverage to improve them?
Working conditions that impact our benefits councilor's ability to succesfully enroll employees. Ideally we are coordinating face to face and sit down with 100% of employees.
The better the working conditions the more money you make.
Marketing Programs, POPs Programs, etc.
On our drop flier, there are 5 ways listed as to how we can help a business owner. What are they?
Cost Management, HR & Admin Savings, Benefits Education, Employee Recruitment & Retention, Potential Tax Savings
How do we jump the line and get that sweet spot known as the red zone?
circle of influence, warm market, referrals
This policy is only available as a rider on our dental policy.
Vision Insurance
Sorry, I must have missed that. But since I am here... do you mind if I ask you a few questions? I am from Colonial Life and we handle voluntary benefits packages for businesses just like yourself, often at no cost to the business. I don't want to take up much of your time at all was just hoping to hand my business card to whoever it is here that would handle the benefits decision making.
While not always our favorite, we do have the ability to leverage another companies products especially for large cases as appropriate, who is that and what is this called?
UNUM
Cross Brand Solutions
Who can name the 4 classes of dental insurance?
Class A: Preventive Services
Class B: Basic Services
Class C: Major Services
Class D: Orthodontia