Kicker: Producer Tips

Keys To Enrollment Success

“Schedule the rollout meeting well ahead of enrollment time. You want to go in 6 weeks out, so they are set to make an educated decision.”

–Jerry A. Fisher, agency disability and long term care insurance specialist and brokerage director in greater Los Angeles for MassMutual

“The biggest key is the 20-minute one-on-one. Otherwise, you are not going to sell the product because its not going to be understood.”

–Lawrence Prichard, managing general agent in Dayton, Ohio, for Colonial Supplemental Insurance, Columbia, S.C.

“The laptop adds a tangible feature to the presentation, so agents who use them are reporting a greater feeling of participation by employees.”

–James T. Pettapiece, president of Vision Financial Corporation, Derry, N.H., a third-party administrator

“If you try to present a lot of products, you do it so quickly the employee has little understanding of whats being offered and is not going to enroll.”

–Danny Walters, Insurance Plus, an agency in Fayetteville, Ark.

“With ongoing enrollments, those people who are happy with the way their claims have been handled are your greatest endorsement.”

–Michael Chille, vice president of the Northeast region for AFLAC Inc.


Reproduced from National Underwriter Edition, September 23, 2004. Copyright 2004 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.