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