The Download Issue 47 May 2014 In This Issue Voluntary still has room to grow • Fridays are for prospecting • Technology can boost sales • Employers want advisers to help solve exchange puzzle • Communication key to retention • Wellness programs come with risk Feedback: If you have a comment, question or topic you would like to see covered, or know someone who would like to receive this electronic news alert, contact your Reliance Standard sales representative or account manager. The Download is compiled by the Reliance Standard Life Insurance Company Marketing Department as an abstract of published materials that we believe is timely and relevant to our brokers and producers. All material retains original copyright. No printing or additional distribution is allowed. Current. Condensed. Convenient. To view detailed articles, click on the web address or copy and paste into your web browser. Voluntary still has room to grow By the end of 2012, 77% of all employers offered at least one voluntary product and industry sales growth continues at a robust clip. Despite this, another factor is emerging that suggests growth has a long way to go: The average number of voluntary lines per employer has been rising steadily. One possible reason: Once that first product is in place, subsequent products become easier to sell and the number offered tends to accelerate. http://tiny.cc/rvbifx Source: Benefits Pro Fridays are for prospecting For brokers, Fridays are often seen as the day to get out from behind the desk and prospect. However, the traditional method of canvassing yields a low number of prospects per hour. With today’s advancements in marketing and selling, it is easy to adapt your prospecting strategy to focus on the people who’ve opened one of your email marketing messages or interacted with you on LinkedIn. This targeted method, coupled with traditional prospecting, may yield greater results. http://tiny.cc/v0aifx • Source: LifeHealth PRO
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The Download
Issue 47 May 2014
In This Issue
Voluntary still has room to grow •Fridays are for prospecting
•Technology can
boost sales•
Employers want advisers to help solve exchange
puzzle•
Communication key to retention
•
Wellness programs
come with risk
Feedback:If you have a
comment, question or topic you would like to see covered, or know someone
who would like to receive this
electronic news alert, contact your Reliance Standard
sales representative or account manager.
The Download is compiled by the
Reliance Standard Life Insurance
Company Marketing Department as an
abstract of published materials that we believe is timely and relevant to our brokers and producers. All
material retains original copyright. No printing or additional
distribution is allowed.
Current. Condensed. Convenient.
To view detailed articles, click on the web address or copy and paste into your web browser.
Voluntary still has room to growBy the end of 2012, 77% of all employers offered at least one voluntary product and industry sales growth continues at a robust clip. Despite this, another factor is emerging that suggests growth has a long way to go: The average number of voluntary lines per employer has been rising steadily. One possible reason: Once that first product is in place, subsequent products become easier to sell and the number offered tends to accelerate.
http://tiny.cc/rvbifx Source: Benefits Pro
Fridays are for prospectingFor brokers, Fridays are often seen as the day to get out from behind the desk and prospect. However, the traditional method of canvassing yields a low number of prospects per hour. With today’s advancements in marketing and selling, it is easy to adapt your prospecting strategy to focus on the people who’ve opened one of your email marketing messages or interacted with you on LinkedIn. This targeted method, coupled with traditional prospecting, may yield greater results.
http://tiny.cc/v0aifx • Source: LifeHealth PRO
The DownloadCurrent. Condensed. Convenient.
Issue 47 May 2014
www.reliancestandard.com
Technology can boost voluntary salesSome brokers who are still hesitant to sell voluntary products are finding that new technology-enabled services can boost participation, providing seamless education and decision support during the enrollment process. But what features make for an effective interactive platform? Click through for a checklist to aid in your due-diligence process.
http://tiny.cc/n0bifx • Source: Employee Benefit News
Employers want advisers to help solve the exchange puzzleEmployers remain unclear about the benefits and drawbacks of switching their health plans to a private exchange, but the majority of those that will evaluate exchange vendors in the future plan to seek guidance from a benefit adviser. 80% of employers say they view employee benefits as a strategic asset for attracting, recruiting and retaining employees, so the more knowledgeable you are as a broker, the better.
http://tiny.cc/qgnjfx • Source: Employee Benefit News
Communication is key to retentionData shows that high-earning advisors reach out to their top 20 clients an average of 28 times a year. The best way to attract and retain clients is to deliver a consistently outstanding experience, and many brokers now use email marketing to help provide this. The article below provides some tips on effective email messages, whether automated or personal.
http://tiny.cc/fvojfx • Source: Insurance News Net
Wellness programs come with riskMany companies are instituting wellness programs with the hope of controlling their healthcare costs. However, there aren’t a lot of ground rules surrounding wellness programs and until those come about these programs require thorough due diligence. The two types of wellness programs, activity-only and outcome-based, must comply with many state and federal acts along with various acts that have been passed. Despite the potential pitfalls, experts believe wellness programs are important if employers hope to rein in health care costs.
http://tiny.cc/011lfx • Source: BenefitsPro
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