Summary
While most P-C producers will readily acknowledge that their commercial clients need benefits products, and that offering benefits is a great way to build revenue and boost retention, they are a lot less certain about actually selling such products. Over the years Welsch, Flatness & Lutz (WFL) had tried in various ways to meet its clients' needs for employee benefits products, but WFL management knew the agency's benefits operation needed a serious shot in the arm. Enter Kevin Trokey, an experienced group specialist who joined WFL in 1995. His first task, Trokey says, was to show the agency's P-C producers that the agency was firmly committed to building a solid, successful benefits department. Trokey also faced the challenge of persuading markets that WFL was serious about building the business. It's a safe bet that his benefits team will be setting the pace in the drive to build business.
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Roadmap to Benefits
Ask some property/casualty producers how they feel about selling employee benefits, and you may get a response of pained puzzlement. While most P-C producers will readily acknowledge that their commercial clients need benefits products, and that offering benefits is a great way to build revenue and boost retention, they are a lot less certain about actually selling such products.
That's pretty much the situation that prevailed in the mid-1990s at Welsch, Flatness & Lutz, an independent agency based in St. Louis, Missouri, which serves the eastern third of Missouri and neighboring sou...See the full content of this document
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