When you askan open-ended yes-no question about something like employee-fundedvoluntary benefits, you're always going to get told, “No.”
Succeeding with voluntary benefits—or enhanced benefits, as I like to callthem—involves a super simple strategy. It's all about setting up adedicated time with your prospect or client to discuss how enhancedbenefits fit directly into their total benefits strategy.
Those brokers who get it, get it. But sadly, many take the wrongapproach and as a result, they always get told, “No.”
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