#017: Why Brokers Are Excited About Voluntary Benefits – Chris Della Sala Interview [Podcast]

Chris Della Sala is the Regional Broker Development Manager for Colonial Life. He oversees the broker sales and marketing for the Southwest Region. Chris has worked as a sales rep for a Third Party Administrator (TPA), been a major medical broker, and worked in sales non-stop since graduating from the University of Texas with a degree in Micro Biology. Yes, you read that right. He is one of the brightest guys you are ever going to meet, inside or out of the insurance industry.

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If you are reading this in your email just click here to listen.During our time together Chris and I talked about the following:

  • In the South West Territory 2/3 of Colonial Life’s business comes from brokers.
  • The market place in a post Health Reform environment is demanding solutions that Voluntary Benefits fill.
  • Why brokers look at Voluntary Benefits carriers as a partner.
  • How National Health Care has impacted the broker’s commissions.
  • Brokers are offering more product lines than ever before.
  • How diversifying product lines can strengthen the broker’s relationship with their client.
  • 67.3% of all statistics are made up on the spot.
  • BOR – Broker of Records are on the rise.
  • What brokers are concerned about when picking a Voluntary Benefits partner.
    • Providing value to the clients.
    • Support from the carriers.
    • Partnership mindset.
    • Satisfaction of clients.
    • Quality products.
    • Quality company.
    • Quality service.
    • Experience from the carrier and the rep.
  • If you don’t take care of your customer, someone else will.
  • Best in breed.
  • Products are very competitive.
  • Value of products is fairly objective.
  • Why new agents have such a hard time breaking into the broker market.
  • Consolidation of broker houses.
  • Tremendous growth in overall Voluntary Benefits sales.
  • Why business owners weren’t interested in Voluntary Benefits due to National Health Care Reform.
  • Health Insurance Companies that are entering the Voluntary Benefits arena.
  • What to look for in a broker that you want to partner with.
  • Unexpected drop-ins and why the broker is not always happy to see you.
  • Bring value to the table.
  • Take the broker an account, don’t just ask them for their accounts.
  • A “sure-fire” way to get brokers to meet with you.

You can connect with Chris on LinkedIn here: www.linkedin.com/in/chrisdellasala

Please note: I reserve the right to delete comments that are offensive or off-topic.

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