Roles Specialization

1. Roles Specialization Everyone wins in the "team" approach.

2. Coordinator Opener District Manager Benefits Counselors Coordinator & Opener Roles Specialization

3. The OPENER: Responsible for prospecting, opening and closing an account direct or through brokers and servicing/maintaining the working relationship. • Tools: Colonial Product/Services Binder & New Account Kit • Responsibilities: • Market direct to businesses and/or work with brokers. • Set appointments for benefit evaluation/discovery. • Give decision maker presentation offering appropriate products & services to fit within current benefits package. • Discuss enrollment expectations and proper working conditions for a successful enrollment. • Complete/submit new account paperwork to NASU including welcome call. • Inform DM/PA that enrollment coordinator will be contacting them to discuss enrollment schedule, announcement letter, and census data. • Provide completed New Account Kit to district coordinator to start the enrollment process. • Be part of the enrollment process by conducting or having a presence at initial group meetings. • Conduct post enrollment meeting with PA and/or Broker providing service packet/binder that coordinator prepared. Items should include…thank you letter, post enrollment survey, deduction report, enrollment summary, enrollment election forms, service/claim forms, new hire sheets, etc. • Maintain on-going working relationship with client and/or broker. • Service account as needed for new hires and re-enrollment using district coordinator for support. • Follow up on any underwriting memos to ensure all policies have been issued. • Leave the coordinating to the coordinator…GO OPEN ANOTHER GROUP!

4. The COORDINATOR: Responsible for implementing and managing entire enrollment process from pre-enrollment to post enrollment and assisting in service and account management. • Tools: New Account Kit & Coordinating Kit • Responsibilities: • Discuss with opener the enrollment level, products, expectations, working conditions, etc. • Contact client and/or broker to start pre-enrollment process. This includes...enrollment schedule, announcement letter, census data, enrollment time line, etc. • Prepare Harmony database specific for enrollment level to perform. • Get approvals from carriers if performing core enrollment for use of enrollment election form and/or data unload. • Schedule, assign and communicate to enrollment team using enrollment guide tool. • Conduct pre-enrollment training with enrollers covering enrollment guide, products, expectations, working conditions, etc. • Monitor enrollment process and assist during initial group meeting. • Close out enrollment - download enrollment forms and export enrollment data. • Prepare post enrollment for PA and/or Broker. Prepare service packet/binder to include…thank you letter, post enrollment survey, deduction report, enrollment summary, enrollment election forms, service/claim forms, new hire sheets, etc. • Assist opener by providing on-going service for new hires and re-enrollment. • Assist in district account management.

5. The BENEFIT COUNSELOR: Responsible for educating, positioning and enrolling employee’s one on one. • Tools: Trunk kit • Responsibilities: • Prepare for enrollment. Read enrollment guide and review database prior to enrollment. • Bring to enrollment proper enrollment materials and/or create employee packets as outlined in enrollment guide. This includes product brochures, outline of coverage, policy holder service guide, business cards, etc. • Conduct enrollment meetings using ppt and/or employee packets. • Conduct individual enrollments. • Communicate and/or enroll employees in non-Colonial products, if required. • Provide employee with enrollment form, salary illustration, benefits statement, product brochure w/outline of coverage, service guide, and business card. Explain service/claims process. • Upload/submit business to home office. • Follow up on any underwriting memos.