Reeling them in at enrollment time: once employer is sold on the concept, it's up to the agent to sign up prospects.(What's The Secret?)

National Underwriter Property & Casualty-Risk & Benefits Management, October, 2004 by Thomas, Trevor

THE INITIAL ENROLLMENT PERIOD IS CRITICAL to success in worksite marketing, experts say. And the payoff at enrollment time comes for the produce who has done his homework in terms of identifying the right client, gaining noticeable support from top management, nailing down, adequate face-to-face time with employees, and selling products for which employees see a compelling need.

Who is the right kind of employer for selling voluntary worksite benefits? "The right client is a client who looks at worksite benefits as a benefit to them, not just to employees," said Michael Chille, vice president of the Northeast region for AFLAC Inc. "That means they will partner up with you." If the employer is unwilling to let you have an adequate number of minutes alone...

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