Nothing breaks the ice like breaking bread together but regardless of where the discussion takes place, the broker as advisor begins to learn the client's specific issues and concerns. Many brokers have found lunch with their HR client to be an awkward experience. An excellent opening gambit is to introduce this list of Typical Top 10 Benefit Issues (in no particular order):
|- Controlling health costs
- Tracking employee and dependant eligibility
- Employee retention & recruitment
- Benefit communications
- Open enrollment issues (e.g., paper apps, multiple agents)
- Answering routine questions
- Billing and reporting issues
- Perpetual enrollment (enrolling new hires)
- Poor plan participation
- Problems with self-service, online enrollment
The broker can start the dialogue by asking for the client's opinion and reaction to the list. Does it conform to the client's experience? What issues are at the top of the client's own list? What issue(s) are the most troublesome?
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
- Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events
- Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
Already have an account? Sign In
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
