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Broker of Record

Broker of Record. Sales Strategies. Your business…. Your business…. …just got easier!. …just got easier!. Objectives of Today’s Meeting. Validate the BOR process - Traditional - Marketing Provide tangible idea’s/approaches that you can incorporate into your sales process

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Broker of Record

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  1. Broker of Record Sales Strategies Your business… Your business… …just got easier! …just got easier!

  2. Objectives of Today’s Meeting • Validate the BOR process - Traditional - Marketing • Provide tangible idea’s/approaches that you can incorporate into your sales process • Close more business

  3. Why Broker of Record? • Broker Perspective • Client Perspective

  4. Broker • Eliminates the commodity approach • Immediate revenue • Control of information • Improved retention

  5. Client • Brokers role changes to that of a consultant • The client can hire CBIZ without changing carriers or disrupting its employee base • In many cases there is no additional cost to hire our firm • Ability to get objective advise

  6. Broker of Record Evolves from: ProductProcess

  7. Elements of the sales process • Prospecting/Qualifying • Identifying Needs • Presenting/Establishing “Value” • Follow-up/Closing

  8. Presentations • Multiple Services Approach • Single or Multi-site Benefits Approach • Multi-Site Employer Benefits Approach New Sales2003 UpdateReally Big Show

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