for agent training purposes only, not for sales presentation lnl2276 0612

For Agent training purposes only, not for sales presentation LNL2276 0612

WORKING YOUR EXISTING

CUSTOMER BASE


Setting Expectations

Set expectations of initial enrollment and reenrollments up front.

Let them know you will be coming in every 6 months and will need a current employee roster with hire dates.

Critical to set these expectations from the beginning. Becomes a problem if you don’t handle this up front.


Build a Relationship with the Bookkeeper or Manager

They are the most important person

They are a key to seeing everyone

Be enthusiastic

Stop and make courtesy calls in between enrollments

They are not used to being recognized Make them feel special

They will promote or just allow you to come Make or Break

Your own PR person

Little things make the difference Do they drink Starbucks? –

bring gift card

Schedule the enrollments in person when possible well ahead of time Give them time to prepare


When You Go to Set up the Enrollment

Make sure they have time to talk: “I know you’re busy – when you have time to talk I need a favor, I need a roster of your employees (full time) with hire date on company letterhead.”

“I need this so I don’t miss anyone.”

Stay in compliance“I need to verify any changes, address, changes in status.”

Answer any questions

Verify beneficiaries


When You Go to Set up the Enrollment, continued

Remind them that you do not mind meeting individually with departments and contacting department heads.

“We want to make this enrollment as convenient as possible by going to them instead of them taking time from production.”

Remind them at every reenrollment that “I am your agent. I will help with any claims and answer questions. We don’t want you to deal with it that’s my job.”


Tell Your Claims Story

Karen, I understand that some may not be interested but part of my job is to protect your company by not discriminating against anyone.

Tell a story about someone in the past that was not interested but sat down with you and took something out because they saw the need.

Tell a claims story. Stress the reason I am here (not to just sell but to make a difference in somebody’s life).

Make sure your conscience is clear if something happens to an employee.

ADP is for everyone, even those not eligible. It’s our way of saying thanks and we appreciate you. Use to sell individual products


Give Employees a Reason to See You Besides Insurance Spend money to make money

Top worksite agent spent 10k on food and gift certificates

Breakfast or Lunch depending on the time of enrollment

Biscuits or Doughnuts for breakfast

Find a good local restaurant to have different types of breakfast sandwiches ready for you in the morning. (Preferably one that does business with you)

If you are at an enrollment out of town talk to some local residents and find the best place to get home cooking and place an order that night.


The Way to Their Heart

Pizza or Grill burgers for lunch

Anniversary cake

Candy bowl goes a long way

Kill them with kindness

Break bread with them even if they don’t do business with you. Realize that you will be seeing these same people for years to come. Make it your mission to win them over.


While Enrolling

Utilize the ADP each time you enroll

Have a copy of the worksite management information report so you see the plan codes and the amount of coverage they have.

Find out thru rapport the life changes in the past year.

Keep paperwork out to show participation.

Give everyone a folder to take with them.

Generate excitement, make it look like everyone is participating.


Never Oversell

Make sure you cover all points and they are comfortable with the product as they will be locked in for a full plan year. Better to make them comfortable with the cost now than to have them complain about the cost to the bookkeeper in a month.

Remind each employee that we plan on being their agent for life not just while they work here.

Get referrals!!!! Individual and Worksite. As you build the relationship each year find out where the spouse works. Do they know who handles the benefits. Any other business’s in town that might benefit from our coverage.


Making it Happen

Getting spread sheet and paperwork to clerks in a timely manner is critical to building the relationship

If you wonder why you have trouble setting up re enrollments ask your self the question. IF I where in their shoes would I want to have myself come back in?

Did you get everything to them in a timely organized manner in plenty of time for deductions to start.

Finish by letting them know that you will give them a reminder prior to when deductions need to start to make sure they are good to go.

for agent training purposes only, not for sales presentation lnl2276 0612

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