5 rules to break as a salesperson

By: Shaun Urista, Regional Sales Manager, Gulf Coast & South Central Regions

Sales is a challenging field with multiple paths to the desired outcome (the sale). That’s why I’m a little hesitant to take most sales tips as gospel. I’ve seen so many articles that list 2, 4, even 5 tips that are sure to increase your sales and they just haven’t made much sense to me. What success I have had has been, in part, because I didn’t always follow the typical rules for selling. There are certainly some good ones to follow, but it’s also good to know when to break those rules. Below are five examples:

Posted on September 20, 2017 in Industry Sales

Life Insurance Awareness Month: How to tackle the growing life insurance gap

By: Dan Johnson, Vice President of Sales and Marketing

Today’s employees are empowered to make their own insurance decisions. Sometimes that creates a balancing act – between costs and priorities. In this marketplace, life insurance is, unfortunately, one of the areas that often takes a backseat. But is that the right direction for employees? Usually not. Since September is Life Insurance Awareness Month, it’s the perfect time to look at this situation, what may cause it, and some possible solutions. 

Posted on September 13, 2017 in Industry Life Insurance

Dependent Eligibility Audit—Why you need one

Co-authored by Brenda Randall, Regional Sales Director, Northwest, Trustmark and Kevin Foltz, Vice President, Sales, CoreSource (sister company)

You may not think that a few ineligible dependents could really cost you much money until you understand how much a dependent really costs. According to Mercer, that number is around $4,500. So, take that and multiply it by the typical 3-10% of ineligibles, and you are talking big, big savings.1

Posted on September 06, 2017 in Broker News Employee Communication

Education is key to breaking bad financial habits

By: David Flores, Vice President, Strategic Growth Ventures

Old habits die hard. It’s well-documented that we, as people, tend to stick to what we’re used to. We develop behaviors that are hard to change. When it comes to finances, it’s no different. Maybe someone you know of is constantly running up credit card debt or, on the other hand, maybe you know someone who is a stickler for carefully tracking every financial transaction. 

Posted on August 31, 2017 in Employee Communication Wellness

Value creation: the key to a company’s success

By: Alex Moral, President, Trustmark Voluntary Benefit Solutions

Any business runs on a summation of many moving parts. In a complex industry like insurance, this is especially true. Whether its product design that has to meet legal requirements and satisfy actuarial needs, or a sales process that involves multiple organizations working together, there is a lot to manage. What’s important as a leader, and something that Trustmark actively cultivates, is to not lose sight of the customer. Success depends on an organization being able, even with all the complex details, to focus on value creation for customers.

Posted on August 22, 2017 in Industry Trustmark

There is no substitute for experience

Voluntary benefits can be a deceptively complex operation. When things run smoothly, providing benefits may seem simple. But, there are nuances and complexities behind the scenes that create a smooth experience for employers and their employees. For brokers, this is why a carrier that has experience in the industry is so important; their deep understanding and familiarity with the inner workings of the complex voluntary benefits process is vital to a positive outcome.

Posted on August 10, 2017 in Industry

Innovation starts with listening to the customer

Innovation is the driving force behind advancement. To move forward requires fresh thinking and fresh ideas. In the world of insurance, this is every bit as true as it is in other fields, but the human element involved in insurance lends a different slant to the way we approach innovation. We’re not building a faster car or looking to improve computer processing power, we’re looking to better protect our policyholders. Keeping that idea as our focus is what leads to insurance innovation.

Posted on August 01, 2017 in Critical Illness Life Insurance Trustmark

Making the most of life insurance

People understand the need for life insurance. In fact, 80 percent of Americans say that life insurance is something most people need. The need for life insurance to protect an individual’s family in the event of their passing may be obvious to most, but there are a is a whole new way for policyholders to stretch the value of their life insurance.

Posted on July 18, 2017 in Life Insurance

Protect employers and their employees from financial stress

By: Joe Goolsby, Regional Sales Director, Midwest

Today’s employees face more distractions at work than ever. They’ve got a steady stream of work email, their cellphones are never far away and the internet is often right at their fingertips. When you factor in their personal lives and, increasingly, their financial challenges, it’s easy to see how all the distractions can impact productivity. 

Posted on July 13, 2017 in Industry

Managing benefits doesn’t have to be complicated

The top two reasons for brokers changing carriers are discrepancies in billing and dissatisfaction with customer service. That comes as no surprise to the many in the voluntary insurance industry who know how complicated it can be to implement and manage a benefits program. From handling billing for multiple carriers to implementing new benefits, there are a number of challenges brokers face, but they can all be overcome with the right management and service solutions.

Posted on July 05, 2017 in Industry Trustmark

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