Reinvent Yourself

with Voluntary

Presented by Barbara Saxton,

Managing COO

Voluntary Benefit Services Inc

Our Session Today……

A round table of leading

experts discuss the

opportunities that exist in

today's world for leveraging

voluntary sales.

A simple “How To" for brokers

who do not have experience in

this arena or need a refresher.

Several key questions will be

answered including:

1. What are the key differences between

a voluntary sale vs. a core benefits

sale?

2. What products are hot in the current

marketplace and what is the sales

approach? (Critical Illness, Hospital

Plans, Accident, Non Traditional and

Long Term Care)

3. What is the secret to closing

voluntary sales and growing this

aspect of your business?

3 Key Questions

The Important Answers

Marty Traynor

Ryann Smith

Matt Holden

Martin (Marty) Traynor is Vice President, Voluntary Benefits & Products, Mutual of Omaha. Traynor is responsible for managing the company’s group insurance products and new services, as well as the voluntary benefits area.

Traynor was inducted into the Worksite Marketing Hall of Fame in July 2008, recognizing his contributions impacting the products and services offered in the worksite marketing landscape. He is a regular contributor to Benefits Selling magazine through a monthly column, “Competitive Edge.”

National Account Manager – Broker Division with LutherSales.Ryann develops and manages new and existing Broker and Employer/HR relationships around the two diverse non-traditional voluntary benefits that LutherSales provides. Luxury Made Easy and VacationWiser provide an opportunity for employees to purchase the items or travel package they need and want, on terms they can afford, with no broker or employer costs or liability.

Matt is responsible for the management

of all distribution channels for

Transamerica Employee Benefits within

the New England states.

With over 10 years insurance experience,

he provides expertise in a number of

product lines such as life, critical illness,

disability, accident, and long term care

insurance.

He has significant experience with

implementing voluntary benefit

programs in the employer as well as

affinity marketplace

What are the key differences between a

voluntary sale vs. a core benefits sale?

Renewal

Marketing

Carrier and Product

Spreadsheet

Census

Pricing

Competitive

Consultative Sale

Relationship Oriented

Motivate

Creating Needs

WIIFM

Strategies / Solutions Based

Simple Implementation

Emotional Sale

VB

Sales

Core

Sales

Hot Voluntary Products

Short term

Long term

Long term care

Life (various styles)

Accident

Cancer

Critical Illness

Hospital Plans

Gap or Bridge

Limited Medical

Pre paid Legal

Non Traditional Products

Vacation Wiser

Pet Insurance

International Medical Coverage

Accident

Critical Illness

Hospital

What is the secret to closing

voluntary sales and growing this

aspect of your business?

The secret to closing vb sales

QUESTIONS?

Action and reaction, ebb and flow, trial and error, change -

this is the rhythm of living. Out of our over-confidence, fear;

out of our fear, clearer vision, fresh hope. And out of hope,

progress. Bruce Barton