Use this checklist to help guide your discussion with a potential lead. Understanding the client’s needs will help determine whether myFlex is a good fit to meet their objectives.
Explore Client Needs
The following questions are meant to uncover existing pain points with their current plan. Although these are important to identify, having a clear understanding of the clients’ strategic objectives in offering a benefits plan will drive solution identification.
Current state:
- What do you like about your current insurance broker/current carrier?
- Why did you choose your current benefits plan?
- What would you like to change about your current insurance broker/current carrier?
- Service
- Cost
- Flexibility
- Rate stability
- Time/effort required to administer
- What do you like about your current plan?
- What feedback have your employees given you on the plan?
- What part of the benefits plan do your employees appreciate the most?
- What would you/your employees like to change?
- Features?
- Cost?
- Employee Perception/Engagement?
- More flexible options?
Confirm Client Objectives
Exploring Goals:
Now that you have a clearer understanding of what the client’s pain points are, it’s time to dig deeper into their motivations around offering a plan. The solution you ultimately recommend should always be positioned as the best way to meet those high-level objectives.
- What are you trying to achieve with your benefits plan?
- Attract and retain good talent
- Meet my family’s needs
- Meet my employee’s basic health needs
- Improve employee engagement
- Offer a benefits plan as cheaply as possible
- Offer a benefits plan that meets the diverse needs of my employees
- Other?
- Does your current benefits program meet these needs? Why or why not?
- Besides benefits, what other strategies do you utilize to engage and retain good employees?
For clients with no existing coverage:
Exploring Employee Needs:
- What are your employees’ needs?
- Do you have a diverse workforce – age, occupation/industry – Is flexibility to meet each individual’s unique needs important?
- Marital/family status – are your employees predominantly young/single? Do they have growing families? Are they mature empty-nesters?
- Health and wellness needs - Are you looking for ways to help your employees stay healthy and productive?
- Technology solutions – Are your employees tech-savvy? Do they have online access at work? At home?
Identify the right product solution
Determining your clients’ profile:
With a better understanding of the client’s needs and their ultimate objectives for their benefits plan, you are now equipped to confirm your client’s cost and flexibility “profile” by using the myFlex Decision Tool. This tool will guide you to the best product solution that you can begin to explore with your client.
Download a PDF of this guide here