Voluntary Worksite Life Script

[jemelton]

Does anyone have a script they use trying to set voluntary benefits appointments for small to medium sized businesses?

Thanks in advance

 

[briko3]

This is ____ from (your town) I'm a life insurance specialist and am going to be in (their town) tomorrow and Wednesday. Would you have any objection to me stopping by to introduce myself and show you the kind of work I do?

 

[DHK]

Anything else other than what Briko3 posted is "selling over the phone".

Rule of thumb: Never sell over the phone, unless they can BUY over the phone.

Also note that he kept out the COMPANY NAME from his intro. If you mention a company name, they will pre-label and pre-judge you based on their past experiences with that company - or others from similar companies.

Keep it simple.

 

[jemelton]

Would you ask for a decision maker ect or just whoever answers the phone......what sized businesses would be most effective for this approach.

 

[ABC]

There is no effective approach to selling voluntary products.

You have to form a relationship with the client and even then it's tough.

No HR wants to admin these benefits.

 

[ra2783]

If you are appointed with more than one insurance company that offers voluntary "worksite" products, would you pick one company and propose it to the potential client or would you give the client info about two or three companies and let them pick?

 

[LOM58]

Even if you get an employer on board to offer voluntary products (life is often the frontrunner), their perception of how many employees will actually participate when they find out how much it will cost is often inflated. I always recommend that they take a survey and find out how many employees are interested in having a new payroll deduction for X amount of dollars (based on benefit being offered) and see how many are serious about enrolling. That usually ends it, especially if they are doing it at open enrollment for their health plan and the employees have just found out how much their medical contributions are going up.

 

[kheyknee]

I always recommend that they take a survey and find out how many employees are interested

Having the HR department sell anything is a sure way to kill any deal.

 

[LOM58]

If a deal even existed. More than once I have had an HR person express an interest in a voluntary product because a couple of employees have asked about it, only to find out during our dog and pony open enrollment that they were the only ones who had an interest and the plan didn't get off the ground. I wouldn't want the HR dept to try and sell the product either, just find out if anyone will even show up if voluntary attendance, or, if we are even close to having a minimum participation interest if mandatory attendance. Some will disagree and will advocate having an open enrollment and rely on the sales presentation to sway enough participants. I prefer to do some preliminary screening to avoid waisting my time, the insurance reps time, mgmt and employees time if the plan isn't going to obtain at least a minimum participation level.

 

[stuy119]

For worksite programs, if you can't get 1-to-1 meetings guaranteed, walk away - it's not going to be worth your time. Owners/HR managers will ask (out of ignorance) if people want to buy benefits via payroll deduction - and that's a killer, since workers have the perception that it will be as expensive as health insurance. Who wants to spend more money?