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.

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Here are a few more questions that can agitate the pain:

  1. How does that affect your HR workflow?
  2. What would the worst-case scenarios look like?
  3. How does that affect your HR productivity?
  4. What other important activities does that keep you from doing? (opportunity costs)

The goal of this questioning is to put the client in a frame of mind receptive to your solution.

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