I'm having a lot of success setting up appointments with business owners and/or the benefits decision maker and getting them to agree that there is value in the coverages I offer in my voluntary benefits portfolio.
Occasionally, I get them to sign the agreement immediately and go ahead and set an enrollment time. More often than not though, they say they like the coverages but want to consult with the employees. 9 out of 10 times they end up going to the employees and saying "Hey, y'all want to buy some insurance?" The answer is always no, of course.
This is especially hard whenever some one like AFLAC or Liberty National is already in there, and I try and get my foot in the door. I will build the value in also offering my products with the decision maker, but they always come back and say that the employees didn't want more insurance.
I try and stress that we just want to compare the prices and levels of coverage with each one, but it usually goes no where.
Advice?
Occasionally, I get them to sign the agreement immediately and go ahead and set an enrollment time. More often than not though, they say they like the coverages but want to consult with the employees. 9 out of 10 times they end up going to the employees and saying "Hey, y'all want to buy some insurance?" The answer is always no, of course.
This is especially hard whenever some one like AFLAC or Liberty National is already in there, and I try and get my foot in the door. I will build the value in also offering my products with the decision maker, but they always come back and say that the employees didn't want more insurance.
I try and stress that we just want to compare the prices and levels of coverage with each one, but it usually goes no where.
Advice?