Question: What is the most effective employee benefits sales idea that you’ve used recently?

Answer: “I use a consultative approach when prospecting new clients. Our firm performs an ‘audit’ of a prospect’s current benefit programs in comparison to his or her objectives. We are successful in implementing new products and services because we align the plans with the client’s goals.”

– Julie Bartl, vice president of Employee Benefits Insurance for Johnson, Kendall and Johnson Benefits Inc., in Newtown, Pa.

Editor’s note: The preceding question and answer was excerpted from the Employee Benefits Producer Roundtable article in the Nov. 2009 issue of Life Insurance Selling. Click here to read the entire article.

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