Referrals from Existing Broker Relationships

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How to leverage your existing broker relationships to secure referrals

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Using BenefitFlow for Account Management and Referrals

• Identify your territory (e.g., Ohio) and filter down to brokerages with office locations in that area.

• Export the list of brokerages to see who you are working with and who you are not.
• Use this to decide where to spend your time.

• Click into a brokerage you have a relationship with (e.g., McGohan).
• Access their office locations and identify offices not on your radar.
• Use connections from known offices (e.g., Dublin or Columbus, Ohio) to get introductions to other offices (e.g., Cincinnati, Ohio).

• Access the client list of a known office and research employers you haven’t talked to.
• Dive into employer profiles to understand their policies and where your product could fit.
• Use the history tab to understand enrollment trends, broker commissions, and carrier premiums.

• Use the employer contacts tab to identify decision-makers at the employer level.
• Have these contacts ready when talking to your broker contacts.

• Dive into the broker contact database to identify producers at the office you may not be aware of.
• Use the “Years at Company” filter to find newer producers and use your contacts to help make introductions.