Agent/Broker/Consultants

While it's possible we have already met, you might want to know a little about my background, philosophies towards the business and how we might work together or "joint venture" our service for the benefit of your customer and employees.

I entered the financial services business in 1978 after graduating from Rockhurst University located in Kansas City, Missouri. From 1978 until 1988 I concentrated on building both an individual and corporate clientele. I became involved in industry organizations serving as chairman and director of our local CLU, ChFC chapter and also going through the chairs of the Kansas City Life Underwriters Association, serving as president in 1991-92. I am a Qualifying & Life Member of the Million Dollar Round Table.

In 1988 I had the opportunity to become involved in an upstart benefit communication and voluntary benefits company. I chose in 1990 to start Corporate Benefit Specialists and have managed and directed our growth since that time.

You have just seen the services we can provide an employer. How can we work together? While some of our business will always be generated from our marketing efforts, we learned early on in 1990 that working through brokers and consultants such as yourself makes a lot of sense for everyone.

We're working with consulting firms, Top Of The Table, Court Of The Table, MDRT producers and many very successful insurance and benefit entrepreneurs. Let us know if you would like to talk to anyone of these brokers/consultants we've worked for…they're our best advocates. Below are questions we've been asked and the same consistent answers we've given since 1990.

Why would I consider introducing your services to my customer or prospects? What do I stand to gain and what do I stand to lose? Today more than ever, companies expect you to bring to them ideas and workable solutions for their everyday needs and problems. Likewise, your competitors, (lets face it, we all have competitors), are attempting to fill this very same expectation. We work for you to provide the services described earlier. You "hire" us. We help secure the relationship you have with your customer/prospect by you introducing our services. In turn, your customer/prospect benefits while you create additional revenue and income which increases the profitability of your account. The only thing you stand to lose is someone else bringing our services to your customer/prospect prior to you doing so. Just ask us for references of consultants and brokers we've worked with and let them tell you about us.

What are some of the other reasons we would use your services and how do we benefit? Most firms don't control "all" of the benefits business with their customer. We can help you pick up additional business you don't have now to better secure your relationship. We have a set commission split on all services we provide, thus creating a monthly income to your business. Commissions are paid directly to each party by the carrier. Remember that prospect you've been wanting to call on, but needed a good idea to discuss? A number of cases have developed from this idea.

Can you give me more information about yourself, approach and philosophy regarding benefit communication and voluntary benefits? Click here to link to an article I wrote for an industry trade journal… I think you'll like what you read.

Can you be more specific regarding what we "hire" you to do for us? There are a tremendous amount of details involved in the sale and servicing of voluntary benefits. We handle all of the "details" so one person is accountable for that client. Below you will find an overview of some of the key action items that are a part of each client we service, from beginning to end, year after year.

Communication and Enrollment Services

Prior to Sale

1. Utilize CBS web page and sales/marketing kits to promote concept to prospect.
2. Take advantage of client list to use as referral list.
3. Benefit statement software capability.

After Sale/Before Enrollment

1. Secure data to produce benefit statement/purchase benefit statement covers.
2. Schedule all group and individual meetings.
3. Create announcement letter/posters/payroll inserts.
4. Create slides for group meeting along with product video.
5. Create employee handout for group meeting on product(s).
6. Contract/train counselors for case and schedule counselor training session.
7. Arrange hotel/transportation if out of town.
8. Determine which carrier and obtain case approval.
9. Meet with payroll clerk to discuss billing method.
10. License broker/consultant to receive commission credit.

During Enrollment

1. Conduct group meeting(s) on all shifts (1st, 2nd, 3rd).
2. Supervise counselors: benefits, applications, technique.
3. Meet with every (95%) employee.
4. If re-enrollment, review application/coverage from prior enrollment and meet with every (95%) employee again.

After Enrollment

1. Complete, copy all applications. Set up individual files on each employee purchasing coverage.
2. Forward applications to underwriting.
3. Prepare billing for payroll clerk.
4. Prepare "thank you" letter for each employee purchasing coverage.
5. Put client on follow-up list for service.
6. Deliver policies.
7. Service all increases/reductions, beneficiary requests, terminations.
8. Call client in 10 months to schedule re-enrollment.