Common Objections We Hear From Brokers
Tommy Gaffney - Vice President National Sales
I help employee benefits advisors grow their business, increase revenue and protect their best clients from the competition.
As you read this, I’m hoping your Q4 renewal season is slowing down a bit for you.
Q4 is a time for renewing your existing clients and earning new ones (I hope!).
Lately, I’ve been finding myself having conversations with advisers about the challenges with revenue growth. It’s hard enough to keep the business you have, but trying to grow new revenue, especially in the 4th quarter, can be extremely challenging.
At Evolved Benefits, we provide advisers with an opportunity to create new revenue without having to win new business, but it often comes with skepticism.
When talking about the solutions we offer, it’s not uncommon to hear things like:
Tommy, what you offer is not real insurance so I don’t want to talk about it.
I like what you have to offer but commissions paid by non-traditional benefits aren’t worth the work involved.
We focus on major medical insurance so we don’t see a need to discuss non-traditional benefits.
Though I empathize with these comments I also believe this mindset creates a missed opportunity.
At a time when your focus is on renewing your existing business, wouldn’t it be nice to help some of your clients fill a much-needed gap and make some more money doing it? It’s a win-win for your clients and your bottom line.
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The next time you find yourself in a renewal discussion with your client, consider these tips:
Don’t get caught trying to speed through the renewal process as quickly as possible.
Take the time to consider what other solutions your client may be looking for.
Uncover the potential gaps and find the right partners to assist you.
I know I’m a bit biased, but there are too many opportunities to do something good for your client that gets left on the table simply because you’re not having the conversation.
When you take the time to have a deeper conversation you’ll realize there’s a whole new world of opportunity outside of the traditional health insurance market.
It’s not only good for your clients, but it’s also good for your bottom line!
If you’re ready to dig deeper with your clients, let’s find time to connect and talk about how you can make Q4 a time for growth!
Click HERE to connect.