Greg Myer, Naples Fla

1. Treat everyone in the enrollment equally – many times theperson with the most influence among peers doesn’t have the bigtitle. I once saw a broker lose a 400-life account because he toldthe administrators they shouldn’t have to be in the same groupmeetings as the ‘workers.’
2. Collaborate - No one is the best at everything. Some ofmy best ideas have come from working with others, even those new tothe industry.
3. Be clear – if you’re not specific in your requests, you’ll getresults- just not the ones you want!
4. Have a business plan – having crystal clear goals and reviewingthem often will ensure consistent growth.
5. Stay in the game- too many agents give up too soon. Theytry selling voluntary for a while and then give up and go back totheir old ways. Selling worksite is a long-term strategy, nota short-term game.
6. Celebrate success, even the small ones- I like to rewardsagents, brokers and even myself for every success. I’ve foundcelebrating success leads to more success.
7. Approach each meeting knowing the result you want- know aheadof time what the best possible outcome could be for the employer,broker, and yourself. Stay focused, and don’t just ‘wing it.’
8. Realize and remember who controls the account- sometimes it’sthe CEO, HR, controller or broker.
9. Every enrollment is unique- After 16 years in the industry, Istill come across situations I’ve never had before.
10. Worksite benefits must be made simple and hassle-free- if youwant to close worksite accounts, you have to make the entireprocess easy for the employer, otherwise the decision to moveforward will keep getting delayed.