reinvent yourself with voluntary - benefitspro · 5/18/2012 · plans, accident, non traditional...
Post on 17-Oct-2020
2 Views
Preview:
TRANSCRIPT
Reinvent Yourself
with Voluntary
Presented by Barbara Saxton,
Managing COO
Voluntary Benefit Services Inc
Our Session Today……
A round table of leading
experts discuss the
opportunities that exist in
today's world for leveraging
voluntary sales.
A simple “How To" for brokers
who do not have experience in
this arena or need a refresher.
Several key questions will be
answered including:
1. What are the key differences between
a voluntary sale vs. a core benefits
sale?
2. What products are hot in the current
marketplace and what is the sales
approach? (Critical Illness, Hospital
Plans, Accident, Non Traditional and
Long Term Care)
3. What is the secret to closing
voluntary sales and growing this
aspect of your business?
3 Key Questions
The Important Answers
Marty Traynor
Ryann Smith
Matt Holden
Martin (Marty) Traynor is Vice President, Voluntary Benefits & Products, Mutual of Omaha. Traynor is responsible for managing the company’s group insurance products and new services, as well as the voluntary benefits area.
Traynor was inducted into the Worksite Marketing Hall of Fame in July 2008, recognizing his contributions impacting the products and services offered in the worksite marketing landscape. He is a regular contributor to Benefits Selling magazine through a monthly column, “Competitive Edge.”
National Account Manager – Broker Division with LutherSales.Ryann develops and manages new and existing Broker and Employer/HR relationships around the two diverse non-traditional voluntary benefits that LutherSales provides. Luxury Made Easy and VacationWiser provide an opportunity for employees to purchase the items or travel package they need and want, on terms they can afford, with no broker or employer costs or liability.
Matt is responsible for the management
of all distribution channels for
Transamerica Employee Benefits within
the New England states.
With over 10 years insurance experience,
he provides expertise in a number of
product lines such as life, critical illness,
disability, accident, and long term care
insurance.
He has significant experience with
implementing voluntary benefit
programs in the employer as well as
affinity marketplace
What are the key differences between a
voluntary sale vs. a core benefits sale?
Renewal
Marketing
Carrier and Product
Spreadsheet
Census
Pricing
Competitive
Consultative Sale
Relationship Oriented
Motivate
Creating Needs
WIIFM
Strategies / Solutions Based
Simple Implementation
Emotional Sale
VB
Sales
Core
Sales
Hot Voluntary Products
Short term
Long term
Long term care
Life (various styles)
Accident
Cancer
Critical Illness
Hospital Plans
Gap or Bridge
Limited Medical
Pre paid Legal
Non Traditional Products
Vacation Wiser
Pet Insurance
International Medical Coverage
Accident
Critical Illness
Hospital
What is the secret to closing
voluntary sales and growing this
aspect of your business?
The secret to closing vb sales
QUESTIONS?
Action and reaction, ebb and flow, trial and error, change -
this is the rhythm of living. Out of our over-confidence, fear;
out of our fear, clearer vision, fresh hope. And out of hope,
progress. Bruce Barton
top related