To be successful in the sale of voluntary insurance products the agent will have to be transformed into a member of the business owner’s employee benefit advisory team.
As a member of the business owner’s advisory team, the voluntary benefit professional (VBP) will have to become educated in COBRA, HIPAA, Hi-Tech and the implications of the Patient Protection and Affordable Care Act. The VBP will also have to gain a stronger understanding of the various business objectives of the business owner as well as the challenges that he or she faces today. Most importantly, the VBP will have to abandon the old style approach of offering every product in the portfolio to employees in search of making a sale to every employee.
