The Client

Who is in attendance? CEO, HR Director, Supervisor, etc.?
Exact Name of Client?
Industry? Background? History (year business started)?
Locations by state?
Number of employees? Eligibles? Eligibles by location? Sales people?
Union vs. non-union? Relationship with Union?
Average salary? Hourly & salary? Overtime? (ask for census to simplify)
Average age? Male vs. Female?
Bilingual employees? Other languages?
Shift work?
Tone of the group? Layoffs? Hiring? Merger? Acquisitions?
Turnover?
Eligibility for employees? (How long do they have to wait to become benefit eligible?)

Inforce Benefits
Medical plans? Renewal month?

HSA, HRA, MERP, Traditional?
Cost sharing? (Employer vs. employee) Single? Family? Recent employee contribution increases?
Hospitalization Deductible?
Emergency Room Deductible?
Physician's Deductible?
Dependent information? Updated & Audited?

Plan participation

Dental plan; Vision plan; FSA; 401(k) or other investment/retirement option? Employee Assistance Program? Cost?
Sick, vacation, or PTO plan/policies? Allowed to accrue?
Self-funded maternity leave?
STD? Self-insured, fully insured, voluntary, state plan, none? Carrier? Plan design? Claims?
LTD? Self-insured, fully insured, voluntary, none? Carrier? Plan design? Claims?
Life? Fully insured, voluntary, none? Carrier? Plan design? Claims?
Executive Benefit Plans? Deferred Comp plans? Bonuses or commissions included? Any benefits classed out?
Existing Voluntary Benefits inforce?
Carriers? Direct or brokered?
Payroll deducted or direct billed?
Products?
Participation?
Are the employees asking for any additional benefits?
Bill available?
Pre-tax vs. post-tax? Plan year?
How did they conduct their enrollment?
Are you happy with the inforce carrier?
What are their strengths? Weaknesses?
How often do they re-enroll?

Existing Open Enrollment:

Systems and processes:

Next steps?

Instant Insights /

Qualifying questions for a new prospect