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Engaging employees starts with employers

By: Mike Feeney, Regional Sales Manager, Mid-Atlantic Region 

If you want to land your dream job, you can’t just walk into the position, you’ve got to interview and work for it. Gatekeepers are everywhere, and the world of voluntary benefits is no different. When selling voluntary benefits, access to employees is critical; it’s how you provide education and enroll them in voluntary benefits. But, to get the access you need, you have to start with the gatekeeper: the employer.

Posted on February 07, 2019 in Enrollment Industry Sales

6 things you can do right now to improve productivity in 2019

In the business world it’s not a question of what you’ve done, it’s what you’ve done lately. With the calendar now turned over to 2019, you may find yourself wondering, “How do I build on what I accomplished last year?” Well, fear not, because Trustmark is here with six productivity tips that are sure to give you a boost as we kick off the new year.

Posted on January 02, 2019 in Broker News Sales

How to simplify your offer

We’re often led to believe that more is better. But, especially when it comes to voluntary benefits, this isn’t always true. In fact, in most cases, it’s far more important to keep your offering simple than it is to offer an overly-broad range of products and solutions for customers.


Posted on December 06, 2018 in Broker News Sales

The dangers of too many takeovers

By: Joe Goolsby, Regional Sales Director, Midwest Region

A study from Eastbridge released last year reported that 80 percent of carriers have seen their voluntary takeover volume increase in the previous three years. On top of that, 95 percent expect the volume of takeover business to increase in the coming years.1 From what we’ve seen, that forecast seems to hold true; takeovers remain a significant part of today’s voluntary landscape. If there is a better product available or a carrier isn’t the right fit for an employer, then by all means a takeover may be the right thing for a client. But, with so many takeovers happening in the voluntary industry, the question is: “Is that a good thing?”

Posted on October 05, 2018 in Sales

Balancing flexibility in benefits

Customization is everywhere these days. You can customize your license plate, your Starbucks order and your clothes – yes, even your socks are customizable. The world of voluntary benefits is no exception to this need for customization. Various riders on our products give employers and employees the ability to really take a product and make it their own. But, the freedom to customize is a delicate balancing act in the insurance world because of the impact it can have on cost. 

Posted on September 27, 2018 in Sales

Burn the spreadsheet

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

Think about the last time you bought a car, or maybe even a TV. Before you made your purchase, did you make a spreadsheet of the various product features you were interested in? Chances are, you made those decisions on a myriad of factors, not all of which can be captured on a simple table. With that said, why is it that when looking at insurance carriers and their products, brokers and employers want to base their decision on a spreadsheet? 

Posted on September 13, 2018 in Sales

Life Insurance Awareness Month: selling life insurance to millennials

By: Mike Dahlinger, Regional Sales Director, Michigan

​Several months ago, I had the good fortune to present a webinar on how to talk benefits to millennials. And, now that Life Insurance Awareness Month is upon us, I thought it would be a great chance to review some of those concepts and see how they apply specifically to the life insurance market.

Posted on September 06, 2018 in Life Insurance Sales

We need to redefine disability insurance

Trustmark recently had a chance to take a fresh look at the disability insurance market with new research to understand what consumers think about disability. While there were countless insights into what consumers want from their protection, there is one insight that came through crystal clear: We need to redefine disability insurance as an industry.

Posted on August 30, 2018 in Sales

The future of insurance: more ways to pay

By: Pam Handmaker, Senior Director, Product & Innovation

​As we’ve discussed in recent articles, one of the greatest challenges the insurance industry faces is that consumers fear they won’t use their policy. There’s the sense of “it won’t happen to me” or “I won’t ever use it” that can turn people away from purchasing insurance. If they don’t use the policy, they’ll have security and a safety net, but they end up seeing the policy as “wasted money” if there’s no tangible payoff.

Posted on July 19, 2018 in Marketing Sales

Disability insurance and the importance of the paycheck

By: Jamie Miller, Regional Sales Director, Southern California Region (LA/Ventura County)

Almost 8 out of 10 American workers say they live paycheck to paycheck to make ends meet. Hopefully, in the event of a sickness or injury, they have medical insurance and supplemental benefits to cover the costs of medical treatment. But, with so many Americans dependent on their paycheck, what happens when that sickness or injury requires a recovery period of weeks or months that keeps them out of work?

Posted on July 05, 2018 in Sales

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