1) Find your niche in the business. Many group brokers have attempted to enroll a voluntary case on their own and had a miserable experience. Those brokers who are not permanently turned off, many times can find success by partnering with a voluntary benefit expert.
2) Place your clients' needs in front of commissions. Although money plays a part in all business decisions, it's important to remember to select the right product mix for your client.
3) Personal attention. Voluntary enrollment is beyond just product; it's a process. Start from the client introduction to the enrollment of the individual employee, and then follow up.
4) Be prepared. The key to every successful enrollment is being prepared for the client meetings, setting up the benefit counseling environment and working with your partners to provide the proper information for an employee.
5) Choose the right partners; It can make things so much easier and productive. Carrier partners are important, but don't overlook enrollment partners, group broker partners, technology partners, TPA partnerships, etc
6) Engage your partners. Educate the client on their importance.
7) Believe in yourself, products and services. This attitude will encourage the HR Director and the C-Level management to sign off on the enrollment process.
8) Each benefit counseling session is important. This 15 minutes a year might be all the benefit/insurance advice they will receive.
9) Do the right thing. It's not just a clich?.
10) Be sincere. Have fun. And smile!
