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People are our priority: Insights from the 23rd Annual Producer Conference

By: Dan Johnson, Vice President of Sales and Marketing

Relationships with our broker and producer partners have always been at the top of our priority list, and each year we put on a large industry conference to celebrate those relationships and highlight our company culture. We strive to deliver as much education as possible on anything from the state of healthcare, to employee engagement, to product positioning and more. I like to believe we give a lot, but we also certainly get a lot in return. 

We just concluded our 23rd annual conference, and it was the largest we’ve seen to date. With nearly 150 brokers and producers in attendance, it’s nearly impossible not to gain wisdom from being surrounded by so many experienced professionals.

Over the course of a few days, some common themes emerged, and many things were reinforced for me: 
People Do Business with People — At this year’s conference, we did a little something different and created videos of our folks talking about our company. Now, when we consider advocates, many of us, myself included, think of a past or current client as a reference. But why not let your employees speak for themselves and explain why they love the company, why they do what they do, why they choose every day to work here, and what makes us different? And I can tell you, this approach resonated. Because in the end, people buy from people, and happy employees help make happy clients.

Respect Others’ Time — At our conference, we faced what I consider to be a good challenge. We had so many great presenters and topics, but only so many days and hours. The solution? Keep presentations short, sweet and to the point. With 30 years in sales, I know there’s always 35 hours of work to do in a 24-hour day. People appreciate conciseness and respect for their time. All our sessions were brief and focused, with additional time afterward to deal with life. 

Make It Personal — I always have believed messages work best when you speak to someone on a personal level. And, professionally-speaking, the same is true. Employees want tailored messages that resonate with them and their specific situations. This is across the board in the workforce, spanning all generations and backgrounds. People don’t relate to statistics, they relate to experiences. And helping employers understand the full aspect of a voluntary enrollment, as a solution, can help drive that understanding and employee participation. 
For all those who came to join us, thank you for letting us share our story, and allowing us to hear yours. Remember to make sure you share those wonderful nuances that make you who you are as an organization (including your people) with your clients. Be cognizant of people’s time. If they are giving it to you, make the most of it. And let’s work together on how to bring more personal messages to clients and potential policyholders. Personal messages can help fuel understanding. And knowledge is power.

Until next year… 

Posted on February 08, 2018 in Trustmark

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