Use the Daily Agenda to keep track of your prospecting activities throughout the week.
Mandatory 1 on 1 Meetings
Private Room for Counselor
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Build a Bridge of Understanding
Understanding and appreciating voluntary benefits often takes a series of conversations — in person, over the phone and online.
Referrals from existing customers can be a great way to grow your block of business.
Did you know that 83% of satisfied customers are willing to refer their friends, but only 29% actually do so?
Provided here are several approaches to asking for referrals that have proven effective. Read and learn them, tweak them and make them your own. There are plenty of different approaches, but remember, you will miss 100% of shots you don’t take!
Idea from Associate Territory Manager Charles Hernandez - "Ask your benefit counselors to identify referral opportunities from the spouses when enrolling! When asking for beneficiaries, simply ask who their employer is and do they offer voluntary benefits to their employees? Think of how many potential referrals you could capture?"
What to bring to a DM Presentation: (Also see the Tools Page)
Referrals & Referral Partners
Territory Manager, Mark Sward These two unique presentation styles:
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Colonial Life uses many different avenues for prospecting, such as:
Call Clinics "Drops" B2B Networking Referrals Brokers
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a Message from the Head of Sales Bill Deehan
Working Conditions & Group Presentation
Use the Activity Tracker to report your activities for the week and appointments for next week.