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The information contained in this tutorial is confidential and intended for the training and education of Colonial Life & Accident Insurance Company employees.

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Presentation on theme: "The information contained in this tutorial is confidential and intended for the training and education of Colonial Life & Accident Insurance Company employees."— Presentation transcript:

1 The information contained in this tutorial is confidential and intended for the training and education of Colonial Life & Accident Insurance Company employees and benefit counselors (insurance representatives in WA) only. Colonial Life has not authorized any other use of this information. Do not give or show it to prospective insureds, employers of prospective insureds, other insurance carrier representatives, worksite marketing competitors, or anyone else not employed by or contracted with Colonial Life & Accident Insurance Company or other Unum Group business units. How We Go to Market

2 WHEN We Measure Success WHAT We Offer Menu In this lesson, you will learn how we go to market - which is important to you because you will see how all roles affect the sales process, which means to you, that roles specialization can help ensure that accounts are opened, coordinated and enrolled in a consistent and successful manner and the real benefit to you is that when you meet the enrollment goals of the decision maker along with your own goals, you will then be able to ask for a referral and the sale process comes full circle. WHO We Target HOW We Make It Happen

3 How We Go to Market Whats Our Fit in the Voluntary Market? Pioneered payroll marketing in 1955 – An original pioneer in the industry – Incorporated in 1939 $1 billion company – Operations in 49 states and the District of Columbia – 70,000 accounts with over 3 million policies in force A distribution system of career benefit counselors across the United States Brokers account for 2/3 of Colonial Life premium Our value proposition: products, services, benefits communication, enrollment services

4 Flexible Enrollment Options that save time and money. Only Through Colonial Life… can you find these benefit solutions all together in one place. Benefits Communication and Education that helps each employee understand and appreciate benefits available at work. Insurance Products tailored to personal needs. Excellent Delivery, Service Standards and Reputation How We Go to Market

5 We Consistently Deliver on Our Promise Roles Specialization is the Key to Our Success How We Go to Market My roles-specialized sales team includes an opener, coordinator and benefit counselor.

6 Open new accounts, gather leads and identify potential groups It All Begins with Me, Joe the Opener Libraries - Reference USA.com and other sites People I know/Past relationships Network with business associations Community organizations Brokers Customer referrals How We Go to Market

7 I Qualify the Lead then Set the Appointment To qualify a lead, identify: Company name and current address Name of the business owner Phone number Number of employees/whether they offer benefits to their employees Call to set the appointment with the Decision Maker Use the recommended Leads Script Predictable, repeatable and proven to work Download from Propr; or take the Prospecting Class How We Go to Market

8 Presenting to the Decision Maker 20 Minute Appointment Decision Maker Presentation and Script Benefits That Count Brochure (for small accounts) Benefit Solutions That Count Brochure (for large case accounts) Discovery Form How We Go to Market Decision Maker Presentation Video

9 Set these expectations with the decision maker because success depends on good working conditions! I Negotiate Good Working Conditions Delivery of a consistent message to everyone Helping employees understand and appreciate their benefit offerings Being able to see each and every employee in a private setting Discussing personal needs Internet connectivity to our online Harmonys enrollment platform Prep time before the enrollment 1-to-1 sessions Time for reporting after enrollment Electronic employee census info Sharing data through our Secure File Transfer Tool Agree on enrollment goals such as updating employee info, etc. Meet goals so you can ask for a referral How We Go to Market

10 Its time to complete the paperwork! …and, when the Decision Maker Says Yes New Account Set-up Sheet Commission Set-up Sheet Flex Supplemental Form Section 125 App ER Contribution Form How We Go to Market

11 I Conduct the Welcome Call My Welcome Call Solidifies the relationship Reduces billing errors Creates a partnership Makes us unique Sets up the accounts: Billing Control Number (BCN) Commission Account Number (CAN) Premium Effective Date (PED) Coverage Effective Date (CED) Risk rating (if disability is offered) How We Go to Market WelcomeWelcome Call Demonstration Demonstration

12 After the Welcome Call… I hand off the accounts information to my coordinator, Mary The home office grants access to the Harmony shell based on the names identified for the Sales Contact and Service Contact on the Commission Account Set-up Sheet. How We Go to Market

13 Now Its Time to Coordinate the Enrollment Contact the Plan Administrator to set-up or confirm dates and times for group meetings and 1-to-1 benefits counseling sessions Gather employee information (electronic census data) Create the enrollment guide Build packets and conduct pre-enrollment meetings with benefit counselors Sometimes attend group meetings Help determine the enrollment method My primary responsibilities are to: How We Go to Market

14 I Help Joe Choose the Right Enrollment Method How We Go to Market We offer many enrollment options: Harmony® Enrollment System Agent Assisted Co-Browsing Call Center Self-Enroll Express Enroll Paper Applications Census Enroll Auto Enroll Connections 1-to-1 Agent Assisted Call Center Co-Browsing (requires virtual meeting room) Self-Enroll Express Enroll Paper Apps Census Enroll ConnectionsAuto Enroll

15 After I Confirm the Enrollment Method with Joe… Get Joes sign-off to continue Add dates, times and locations to the Enrollment Guide Meet with Susie to prepare for enrollment To do: How We Go to Market

16 Its Time to Prepare to Enroll Confirm my Harmony® access (Online/Offline) Download the database to my laptop (Offline only) Prepare the enrollment packets Check my equipment and enrollment resources Attend group meetings (if necessary) I always take advantage of the working conditions Joe negotiates so our enrollments are successful! How We Go to Market Group Meeting Video

17 I take pride in helping each employee understand and appreciate the benefits available at work. To communicate the value of their benefits, I use: Employee Election Forms Benefit Statements Salary Illustration 1-to-1 Benefits Counseling Sessions How We Go to Market 1-to-1 Benefits Counseling Video

18 Wrapping up the Enrollment Employee choices are quickly communicated and delivered to the Plan Administrator Election forms and Harmony® data return reports are delivered through Secure File Transfer or by hand, to provide a personal touch Call to check on the first bill Thanks for another successful enrollment! How We Go to Market

19 How Do We Measure Success? Post-enrollment surveys Benefits Counseling Report Card Post-enrollment/benefits counselor survey LIMRA Customer satisfaction survey Harmony enrollment reporting How We Go to Market

20 ENROLLMENT TYPES (15 mins) Colonial Life only (30 mins) Core Communication and Colonial Life (45 mins) Core Enrollment and Colonial Life ENROLLMENT TYPES (15 mins) Colonial Life only (30 mins) Core Communication and Colonial Life (45 mins) Core Enrollment and Colonial Life Opener GATHER LEADS Reference USA People you know Past Relationships Referrals Networking Business Association Brokers Opener GATHER LEADS Reference USA People you know Past Relationships Referrals Networking Business Association Brokers POST ENROLLMENT Deliver Election Forms to Plan Administrator Call Plan Administrator when 1st bill is received POST ENROLLMENT Deliver Election Forms to Plan Administrator Call Plan Administrator when 1st bill is received WELCOME CALL BCN CAN PED/CED Risk Rating Colonial Connect Account Activation WELCOME CALL BCN CAN PED/CED Risk Rating Colonial Connect Account Activation YES! Paperwork: New Account Set-up Sheet Flex Supplemental Form Commission Set-up Sheet Section 125 App ER Contribution form – online- (if applicable) YES! Paperwork: New Account Set-up Sheet Flex Supplemental Form Commission Set-up Sheet Section 125 App ER Contribution form – online- (if applicable) WORKING CONDITIONS Meetings – Group, 1-to-1 Internet connectivity Time to meet with employees Room, table, chairs, electrical power and privacy Data – Census WORKING CONDITIONS Meetings – Group, 1-to-1 Internet connectivity Time to meet with employees Room, table, chairs, electrical power and privacy Data – Census SET ENROLLMENT GOALS Create a common goal Educate employees to understand and appreciate employer benefits (get and keep good employees) Increase participation in CORE benefits SET ENROLLMENT GOALS Create a common goal Educate employees to understand and appreciate employer benefits (get and keep good employees) Increase participation in CORE benefits CALL TO SET THE APPOINTMENT Benefits Counselor Attend/conduct group meetings Prepare for the enrollment Conduct the 1-to-1 enrollment Audit paperwork and submit business Benefits Counselor Attend/conduct group meetings Prepare for the enrollment Conduct the 1-to-1 enrollment Audit paperwork and submit business Coordinator Call P.A. to set dates & times Gather data & build database Build enrollment guide Coordinator Call P.A. to set dates & times Gather data & build database Build enrollment guide BENEFITS COMMUNICATION Benefit Statement Salary Illustration Election Form BENEFITS COMMUNICATION Benefit Statement Salary Illustration Election Form DECISION MAKER PRESENTATION 20 Minute Appt Introductions Discovery Colonial Life Advantage Next Steps Value Added DECISION MAKER PRESENTATION 20 Minute Appt Introductions Discovery Colonial Life Advantage Next Steps Value Added ENROLLMENT METHODS Harmony® S.A.S. Paper Apps ENROLLMENT METHODS Harmony® S.A.S. Paper Apps How We Go to Market

21 1.Gather leads 2.Phone prospect 3.Build the account 4.Make decision maker presentations 5.All of the above The Opener does not: Lesson Quiz

22 1.The welcome call must be completed 2.The New Account Information Form and the Commission Account Set-up form is signed 3.All New Account paperwork is completed, signed and faxed in to the New Account Set-up department, the welcome call with the account representative is completed What must be completed to ensure the shell is created in the Harmony system? Lesson Quiz

23 1.Verifying account information 2.Creating the enrollment guide 3.Scheduling the benefits counselors who will enroll the account 4.Post-enrollment reporting 5.All of the above 6.None of the above The Coordinator is responsible for Lesson Quiz

24 1.Gives the entire enrollment team direction and focus 2.Shows the agents how much money they can earn 3.Helps the benefit counselor enroll products 4.Is a great reason to stop by the decision makers office after the enrollment and ask for a referral 5.2 and and 4 What is the benefit of setting enrollment goals? Lesson Quiz

25 1.The opener 2.The coordinator 3.The benefits counselor 4.Your neighbor Who submits business to the Home Office? Lesson Quiz

26 1.The opener, because it is their account 2.The coordinator, they have detailed knowledge of the benefits being offered 3.The benefits counselor, they will be the ones to conduct the One to One meetings with the employees 4.The whole enrollment team 5.The situation is the boss and it may be different for each account Who should conduct the Group Meeting? Lesson Quiz


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