Why Brokers HATE Voluntary Benefits and How to Learn to Love Them
Original Broadcast Date: Wednesday, September, 14 2011
On the surface, selling and servicing voluntary benefits can seem time consuming and resource intense. So why bother?
Because voluntary benefits are valued by employers and employees, you can build your customer base and expand your role from a “vendor” to a trusted advisor. And, with some upfront planning, voluntary benefits can be much easier to administer than you might think.
Here’s what you’ll learn:
- Key elements of a voluntary plan that reduce time and resources for sales and support
- How to create your own voluntary value proposition
- The importance of defining roles for you, the employer and carrier
Martin F. Traynor
Martin (Marty) Traynor is Vice President, Voluntary Benefits and Products, Mutual of Omaha. He is responsible for managing the company's group insurance products and new services, as well as the voluntary benefits area. Traynor joined the company in June 2007. With more than 40 years in the insurance industry, he has held key leadership positions covering product development, administration, marketing and sales support at organizations such as Noational Worksite Benefits, Inc., Alexander Hamilton Life, Capitol Bankers Life and General Life of Wisconsin. His most recent prior position was vice president of Voluntary Benefit Solutions for Trustmark Insurance Company.
Traynor was inducted into the Worksite Marketing Hall of Fame in July 2008, recognizing his impact on the products and services offered in the worksite marketing landscape. He is a regular contributor of Benefits Selling magazine through a monthly column, “Competitive Advantage.” He is also a well-known speaker on voluntary benefits at various insurance industry meetings and conferences. He received his bachelor’s degree in Political Science from LeMoyne College in Syracuse, N.Y. Traynor holds professional designations as a Chartered Life Underwriter and Fellow, Life Management Institute.
Jackie VanWinkle is a Lead Enrollment Support Specialist in the Group Insurance division at Mutual of Omaha Insurance Company, focusing primarily on Voluntary Enrollment. She is responsible for designing, organizing and facilitating enrollment strategies to maximize voluntary participation. She also coordinates Mutual’s Voluntary Enrollment Representative support for employee meetings.
VanWinkle has more than 11 years of group insurance experience. She has held positions in customer service, billing, contracts and multiple group sales offices. VanWinkle holds a bachelor’s degree in Business Administration with an emphasis in Marketing from the University of Nebraska at Omaha. She also holds a Life, Annuity, Health, Sickness and Accident license and a Group Benefits Disability Specialist designation.