4 Key Answers to Have Before Engaging the C-Suite & HR on Benefits Needs


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The best way to land a promising prospect is to get in front of key individuals in the C-Suite and HR, but you don't want to blow the opportunity when you do meet with them. You must be able to gain their trust, communicate clearly, and address all levels of their benefits needs in the same conversation.

Join this complimentary webcast to learn how to maximize your time and show your value when you get in front of the right people. You'll leave with the answers to these questions:

  • What concerns do HR and senior management typically have about benefits? Do they differ for different categories of employees?

  • How should you address the needs of executives and broad-based employees in the same benefits conversation?

  • What should you do when you hear "we do the same thing for everyone," especially when you know there is a shortfall in their benefits plan?

  • Where is the benefits market heading in the next five to 10 years? Will this conversation get easier or more challenging?

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  Mike Hirschberg

Worksite Managing Director, Mass Mutual

Born and raised in Northern New Jersey, Mike Hirschberg entered the insurance business as an Agent with New York Life in 2001 after graduating from the University of Kansas. In 2003, he joined the MassMutual Financial Group as a Disability Sales Consultant. Mike was responsible for growing Disability Income sales from brokers across the country. In 2010, Mike returned home to cover the greater New York City area for MassMutual.

In January 2015, Mike was hired to be the first Worksite Managing Director, bringing the MassMutual name to the voluntary benefits marketplace. Since that time, Mike has worked with advisors to successfully prospect, sell, and implement the MassMutual@Work product lines to a wide range of companies and industries.

Mike has been recognized by MassMutual as a leading Sales Performer eleven times in his career. In 2014, Mike was selected by MassMutual as a Winners Circle Service Excellence Award winner and was a 2018 Presidents Club Qualifier.

  Angie LeMar

Managing director of Corporate Services, Lenox Advisors

As Managing Director of Corporate Services at Lenox Advisors, Angie is responsible for the regional and national business strategy across the Lenox executive benefits business, including the expansion of our corporate capabilities and business development. Angie has over 22 years of corporate business development and account management experience. Angie has spent the last 15 years at Lenox Advisors in various management roles and was responsible for building and managing a specialty practice within our corporate benefits offering.

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