Last month we reviewed the second key to voluntary success, focusing on the sale to your employee-buyer. In thinking about that sale, enrollment plays a central role. While we usually do account pre-enrollment marketing (notices, e-mails, employee kits, etc.), the enrollment process is the first point at which the employee is actively engaged in the process -- it's the first communication step in the relationship we hope to build.
We should all know that selecting an enrollment method involves considering the product and the account dynamics. On the product side, a dental enrollment can achieve great results with group meetings or a Web tool, but a very complex product, like critical illness or universal life, may require a more intensive dialog.