Sales Skills
This one-of-a-kind program is designed for producers new to selling employee benefit products. The curriculum will immerse participants in the complete sales cycle, from prospecting and proposal development to controlling objections and closing.
- Prospecting techniques
- Proposal development skills
- Presentation skills
- Avoiding the price-driven sale
- Handling objections
- Role-playing
Benefits Knowledge
The entire spectrum of employee benefits will be covered, ranging from basics of health plan designs to retiree medical, with an emphasis on health and welfare topics. Licensing, underwriting and account management will be discussed, and an overview of retirement concepts will be provided.
- Managed care
- Consumer-driven health plans
- Underwriting
- Compliance issues
- Flexible benefit plans
- Prescription drugs
- How to submit a request for proposal
- Retirement plans
Value-Added Training
To provide you with a head start on successfully completing the Employee Benefit Producer Training Program, we are pleased to make two e-learning courses available. Program participants are strongly encourage particpants to take these courses prior to the program in order to better understand the training material. These two e-learning courses have continuing education opportunities.
In addition, for each of the 12 months following the Producer Training Program, participants will be eligible to take part in hour-long webcasts which review key concepts and provide technical and sales support. To make the webcasts more valuable, include your sales manager.