Broker blog

I just returned from the phenomenal 2019 NAHU (National Association of Health Underwriters) Annual convention in beautiful San Diego! 

Do you ever find yourself standing at a doorway, pushing hard and getting nowhere? And then realize it’s a PULL door? Yeah. Been there. 

Do you dread renewal planning meetings with the constant rate increases and resulting reduction in benefits? Even in today’s price-sensitive market, you can change the story. One common employer complaint is, “We need to get our employees to think differently about their healthcare. How can we get people to be more engaged and empowered?” 

This article was originally published on the Q4intelligence Crushing Mediocrity blog.

Did you make it to Q4Live in Nashville last month? If not, definitely read this article for some great takeaways, plus check out these excellent marketing tips from Kevin Trokey...

How often do your groups experience changes in carriers or plan designs? It’s commonplace in today’s benefits landscape. But, how do you help your groups diminish frustration points that come along with such changes?

Last fall, one of our brokers came to us with a unique challenge in this area which led us to a great strategy conversation – one of our favorite things to do. 

What’s the main reason employers choose to use an employee benefits expert? It’s to help them select and offer the right benefit plan for their needs. But, there’s SO much more to becoming a trusted benefits consultant to your clients. 

What makes you stand out to current and prospective clients? As a former HR Director, I’m sharing 3 tips that will keep you in the driver’s seat as a trusted guide for your groups…

1. Actively listen

There are 2 ways to work with clients… 

Are you one of those people who LOVE mid-year reviews with your clients? You like getting to consult without it being a negotiation over every nuance of the medical plan renewal price. 

Or do you HATE mid-year reviews? You think you’re supposed to bring new ideas and you don’t know what to say this year. So, you stress about it. Or worse, you just don’t do them.

Like many of you, we attend quite a few employee benefits conferences every year, but Q4Live is one of our favorites (click here to see our Top 10 List). This conference is about personal development and networking for advisors committed to professional growth.

Let’s face it: change is now the normal state of business today. Despite the presence of change all around us, change within an organization doesn't come easy.  In fact, many of us fail to make changes that are necessary for our business, and we often blame it on employee resistance. At times, this is true. More often, we overestimate how difficult it is to lead and implement change effectively.