Step 2 - Engaging a New Employer

First...let's find the right frame of mind.

Trust that if you continue to add value to the market your network will return value to you.

Ensure that every employer you meet with knows you are there to ask questions, uncover problems and offer solutions.  From your perspective this means you'll earn the opportunity to demonstrate your value and earn new business!

Engaging a new employer is about creating your own "trigger event" either curiosity to learn more, identifying a gap in services or ultimately uncertainty in their current Advisor who may not be serving their needs.

Trusted Advisors leverage positive experiences from one employer to freely offer valuable insights to the next, you're here to help!

The goal in engaging employers is to be recognized as the source of expertise, advice, insight and solutions.  Your experience paired with CloudAdvisor benchmarking, plan audit and solution marketplace is a formidable combination to do just that.

Start by offering value. Since this first engagement may be over email or a brief phone call you may not have time to get into Q&A. The goal is to decrease the time risk of meeting with you by offering or even demonstrating value. The employer needs to feel like engaging with you won't be a waste of time and they may get something of value.

- Offer them a sample benchmark for their industry, province or group size.

- Offer them access to the Solution Marketplace, a free search tool available on the client portal. Curious HR Managers love this transparency!

- Offer them a custom comprehensive benchmark to see how their plan compares and ranks

- Offer them a plan audit to uncover recommendations and considerations that other employers have acted on to update their programs.

- Offer to compare financial, benchmark their budget for benefits, see where they may be overspending.

DO NOT BE ANOTHER BROKER OFFERING TO QUOTE BENEFITS, anyone can take requests from employers to the market, this will not make you stand out.