Eliminate Missed Opportunities: Identify and Leverage Common Customers In the group benefits industry, many carriers and brokers offer multiple...
In the group benefits industry, many carriers and brokers offer multiple products and services to the same employers, yet they often miss the opportunity to leverage these existing relationships for additional business. This playbook shows you how to identify and capitalize on these common customer opportunities.
The reality is that most carriers and brokers have existing relationships with employers that could be expanded. Whether it's a carrier that has dental coverage but not vision, or a broker who handles health but not life insurance, these gaps represent significant revenue opportunities.
The key is systematically identifying these opportunities and developing targeted strategies to capture additional business from existing customers.
Use your 5500 data to identify common customers across different product lines:
Once you've identified common customers, develop targeted strategies:
To successfully implement this strategy:
Start by analyzing your current customer base to identify opportunities for additional products. Develop targeted messaging that leverages existing relationships and addresses specific gaps in coverage. This approach can significantly increase your revenue per customer while strengthening client relationships.
