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... of health care has increased dramatically, and revenues from benefit programs have risen proportionately. Employers are looking for innovative ways to reduce the costs of benefits, which have become a major portion of their overhead. Also, many agents are finding a natural tie-in between Workers Comp and Benefits programs. To solicit Benefits effectively, agencies must understand that carriers provide the same or similar quotes to several firms. In the Benefits market, it's more important to be valued as a consultant. Buyers perceive consultants and insurance salespeople very differently. If ... strengthen relationships with Commercial Lines accounts, while demonstrating your value as an insurance professional. Employee Benefits is becoming one of the fastest growing business segments for agents and brokers. It has become a huge area of emphasis in P/C agencies because the cost of health care has increased dramatically, and revenues from benefit programs have risen proportionately. Employers are looking for innovative ways to reduce the costs of benefits, which have become a major portion of their overhead. Also, many agents are finding a natural tie-in between Workers Comp and ... to be valued as a consultant. Buyers perceive consultants and insurance salespeople very differently. If you don't understand the difference, you'll get low hit ratios. To be successful in cross selling Benefits, agents should adopt a cross-selling plan, which includes the principles of consultative brokerage. Here's how to implement a successful Benefits cross-selling program: Profile Your Top 25 Opportunities. Identify the top prospects in your book of business. Determine which ones have significant Workers Comp issues, are the fastest growing, have had significant changes in their balance sheets ...

...g a natural tie-in between Workers Comp and Benefits programs. To solicit Bene...of risk. Then you can demonstrate how completely your firm can advise them. The increase in health care costs will translate into gigantic ...

... mail? Would a delivery tape' smooth out some of the rough edges and insure that all clients receive all the information they should? Seminars. Granted, a lot of agencies present seminars, but are they addressing the right topics? For instance, Workers' Comp is a hot topic, and many agencies have put together seminars to cover it-and have been disappointed in the turnout. True, the topic is hot, but the agency has also entered the competitive field of seminar-giving. Everyone and her brother have been putting on ... attention to helping the hair stylists. Let's look at the solutions to the problems just mentioned: Delivery. Rather than relying on the sales rep to deliver the scissors properly, Hikari developed a delivery tape. This 15-minute audiocassette thanks customers for their purchase, explains the proper care and maintenance of the scissors, details the warranty procedure in case of a problem, and concludes with an 800 number for any questions. The cassette packaging also includes a warranty registration card that, when filled out and returned, offers a free leather holster for ... in their various salons, and salons that made the grade are presented an impressive award for display in their salons. How does all this apply to the insurance industry? Let's look again by category. Delivery. When was the last time you reviewed your agency or brokerage procedure for the policy delivery? Are there any rough edges that need to be smoothed? Is the client educated about the coverage itself, as well as in the benefits you provide and to which they are entitled? Do you review all the other coverages you ...

...commissioned by Hikari itself, the company developed a 30-minute, seminar-styl...ent with property coverages (a lot of companies are being 'double dipped' by e...