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By Nelson L. Griswold |
March 1, 2009
Once the broker has identified one or more pain points that lend themselves to a voluntary enrollment solution, he uses more strategic questions to amplify the pain and help the client feel the pain. Here are a few more questions that can agitate
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By Nelson L. Griswold |
March 1, 2009
Nothing breaks the ice like breaking bread together but regardless of where the discussion takes place, the broker as advisor begins to learn the client's specific issues and concerns. Many brokers have found lunch with their HR client to be
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By Nelson L. Griswold |
March 1, 2009
I've met very few human resource professionals interested in offering more benefits to their employees; in fact, almost all are frustrated that their employees aren't using the ones they already have. Yet most brokers I know lead with
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By Nelson L. Griswold |
March 1, 2008
A recent cover story in this publication proclaimed: "Everyone says they're doing it. But these guys really are." The headline, you will recall, referred to cross-selling voluntary worksite benefits and one broker's
