Every sophisticated middle and upper-middle market C-Suite buyer is now assessing their business advisors and providers with one question in mind: “How has this relationship helped us achieve our business goals?” Many benefits brokers find it difficult to answer this question without referring to the insurance program. Why? Because beyond measuring PEPY/PEPM metrics or comparing […]
08
Jan
Jan
15% Early Registration Discount expires on Friday, February 8th. Seats are limited. Use Promo Code feb15off and
08
Jan
Jan
For years, Group Benefits Brokers have sought the best way to reduce client costs through policy changes, coverage comparisons, program options, specialized services, and even shifting premiums to employees. But… None of these options get to the heart of the matter. They’re all VARIABLES in the cost of the commodity. When you go this route, […]
07
Jan
Jan
This webinar will focus on the capabilities and resources needed (right now) to quantify the financial impact of your services and help you sell directly to the C-Suite.
11
Apr
Apr
Fact: There is no correlation between your commission income and the correct amount of revenue you should charge. The commission is merely what an insurance carrier is willing to pay you for the placement of the business, NOT what you’re really worth to the client. Your worth as a broker isn’t pegged to your income […]
28
Sep
Sep
Here are the facts ladies and gentlemen: Your largest prospects are no longer interested in hearing about your offerings… they want to know what’s in it for them. So, get to the point quicker. The only way to effectively do this is to translate your business solutions onto their financial results and get out of […]
31
Aug
Aug
Brokers who dollarize and quantify their Value Proposition provide real value to insurance buyers.
04
May
May
Total Cost of Risk (TCOR) is a critical tool for successful brokers. But, unless it is continually improved, it eventually becomes a meaningless acronym or sales trick. Beware of substitutes and inferior models.
20
Apr
Apr
Your largest prospects want to know what’s in it for them. Focus your message on their results and outcomes and get to the point quicker.