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.

To read last week's Tip of the Week, click here.

NOT FOR REPRINT

© Touchpoint Markets, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to TMSalesOperations@arc-network.com. For more information visit Asset & Logo Licensing.