With the busy season behind us and hopefully all implementation issues addressed, it’s time to talk strategy. Client strategy meetings give brokers the opportunity to reflect on decisions and approaches from the last year and prepare an even more successful benefits strategy for the upcoming plan year. With so many things worth highlighting in those meetings, we wanted to share our top three tips. As former brokers, we know what it takes to set yourself up for success.
Take credit. The amount of work that went to RFPs, renewals, open enrollments, and implementations can get overlooked. After all, it was a crazy time of year! Remind your client the context of the strategy you helped set for them (annual vs. multi-year), what you and your team accomplished in the last six months, and how that work led to a successful enrollment season, even if it’s just on one slide. Brokers using ThreeFlow typically download an export that shows which carriers were approached, rate negotiations, and final changes in annual premiums.
Provide actionable insights. Do a deep dive on how specific lines of coverage are set up today and whether or not they’re addressing your client’s goals. Are they offering the right benefits for their population? Should they consider multiple plans to help enrollment efforts? Are there any potential coverage gaps or opportunities that could increase the perceived value of the employee health plans? At ThreeFlow, our brokers take advantage of our streamlined workflows to request plan alternates from carriers participating in an RFP. They also work with our underwriting operations team to get an unbiased consultation on their client’s plan setup and breakdown on how to best help their client.
Know where to go. Sifting through spreadsheets, presentations, and emails to figure out what to highlight always takes longer than you think. Give yourself enough time to track down the details you need, especially if you’re reviewing the results of a full marketing event. Brokers using ThreeFlow can quickly download exports, in their own branding, to speed up client presentation prep. They can also download any supporting materials sent by participating carriers to help add more context to your reviews.
Are you a benefits broker interested in learning more about how ThreeFlow's Benefits Placement System can help you? Request a demo today.