Brokers are here to stay

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.

• 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 letters 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.
  • The 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.
• The 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 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